Hello, and welcome to the first in our new series of podcasts dedicated to helping you improve the effectiveness of your cold-calling activities.
In this episode, we give a brief introduction to some of the topics we’ll be covering throughout this podcast series.
All feedback is welcome, so please leave a comment, or contact us direct at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com.
This series of shows, presented by Mike O’Hara and Greg Grimer, is designed for salespeople and marketers in the business-to-business community, and is all about generating new business through telephone prospecting.
In the series, we’ll be covering a range of topics, including:
- Getting direct numbers
- Motivating yourself
- Planning call activity
- Articulating a value statement - the “elevator pitch”
- Objection handling
- Re-invigorating yourself & keeping your calls fresh
- Leveraging comments from one call to another
- How to call at senior/C-level
- Total avoidance of “gatekeepers”
- Using social networking tools & name-dropping
- The opening 30 seconds
- Leveraging your CRM system/contact database
- Asking for references
- Etiquette
- Open questioning
- The call to action/next action
- Working practises (eg computer versus paper-based)
- Matching your calling strategy to your personality
- Dealing with rejection
- How to get good contact data
- Google
- Trade Show follow-up
- Call before e-mail or e-mail before call?
- Voicemail
- How aggressive is too aggressive?
- Qualification
- Thinking on your feet
We welcome all feedback, so if you have any comments or questions, or if you would like us to cover any particular issue around cold-calling, please either post your comments on these pages, or send an e-mail to us at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com
We look forward to hearing from you!
The Cold-Calling Podcast is produced and hosted by Mike O’Hara and Greg Grimer.
Greg has a long history of growing sales from a standing start. For the first 8 years of his career he sold financial trading and risk management systems to large international banks. Since 1997 he has specialized in helping the right suppliers identify and meet the right buyers and users of technology.
Mike started his career as an option trader at UBS in the mid 1980’s, going on to hold various sales and management roles at vendor firms including Reuters and SunGard for the next 15 years or so. Since 2002, he has worked independently as a new business generation specialist, focusing on financial technology.
You can contact Greg and Mike at greg@coldcallingpodcast.com and mike@coldcallingpodcast.com
