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!