The Cold Calling Podcast

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

]]> http://www.coldcallingpodcast.com/ccp034-overcoming-the-limitations-of-remote-selling/feed/ 2 25:57 In today's edition of The Cold Calling Podcast, we look at some of the issues that come up when you are selling to people you ... In today's edition of The Cold Calling Podcast, we look at some of the issues that come up when you are selling to people you cannot actually meet face-to-face. How do you get around the issues of trust when you are selling exclusively via remote channels such as telephone and e-mail? Thanks to Dan from Australia by the way, for the audio comment that inspired the theme of this episode. Cold calling can be difficult at the best of times but remote selling, where you have to do everything over the phone and via e-mail (when a meeting is not possible because of geographic limitations for example), can present a whole bunch of challenges of its own. In this episode of The Cold Calling Podcast, sales coaching experts Mike O'Hara and Greg Grimer discuss some of the the sales techniques you can use in those situations, when selling over the telephone is your only option. How do you build trust and credibility with a prospect you can't meet? How can you use supporting materials (for example new media like web-based video) to enhance your telephone pitch and value proposition? What can you do with case studies and references? Where do business networks like LinkedIn fit into the equation? Is personalised collateral the key to helping support your remote selling activities? Greg and Mike discuss all of this and more, so just click on the play icon above to listen to the podcast. If you would like personal, one-on-one cold call training from nbsp;Greg, please visit our sales coaching page to find out more. Related posts:CCP025 #8211; Channel SellingWelcome to The Cold Calling Podcast!CCP032 #8211; Pros #038; Cons of Outsourcing Telephone Prospecting Strategies,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP033 – Interview with Dan Nye, CEO, LinkedIn http://www.coldcallingpodcast.com/ccp035-interview-with-dan-nye-ceo-linkedin/ http://www.coldcallingpodcast.com/ccp035-interview-with-dan-nye-ceo-linkedin/#comments Tue, 06 Nov 2007 15:29:31 +0000 mike http://www.coldcallingpodcast.com/2007/06/06/ccp035-interview-with-dan-nye-ceo-linkedin/

CCP035 – Time on Your Hands?

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

CCP025 – Channel Selling

]]> http://www.coldcallingpodcast.com/ccp035-interview-with-dan-nye-ceo-linkedin/feed/ 1 36:39 On today's episode of The Cold Calling Podcast, we have something a little different for you. As regular listeners will know, we're both massive fans of ... On today's episode of The Cold Calling Podcast, we have something a little different for you. As regular listeners will know, we're both massive fans of LinkedIn, using it on a regular basis as one of our most useful cold-calling productivity aids. In fact, we did a whole episode on it back in November (Episode 18 - Linking Up to New Prospects). So we decided it would be a good idea to interview the CEO of the firm, Dan Nye. Greg got on the phone, cold-called him, pitched the idea to him and set up the interview. Dan spent some quality time with us, telling us about his own background and how he uses LinkedIn himself as a productivity tool. We discuss with Dan the difference between free and paid LinkedIn accounts, the concept of the trusted network, various features like "InMail", the power of references (and the importance of reference checking!), "six degrees of separation", the power of a credible profile, when to add someone as a contact and a whole lot more besides. Greg #38; Mike quiz Dan in depth on different ways that sales people can use LinkedIn when cold calling or contacting new prospects. There's some excellent information on this episode, so just click on the play icon above to listen to the podcast. If you would like personal, one-on-one cold call training from Greg, please visit our sales coaching page to find out more. Related posts:CCP035 #8211; Time on Your Hands?CCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingCCP025 #8211; Channel Selling Interviews,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP032 – Pros & Cons of Outsourcing Telephone Prospecting http://www.coldcallingpodcast.com/ccp032-pros-cons-of-outsourcing-telephone-prospecting/ http://www.coldcallingpodcast.com/ccp032-pros-cons-of-outsourcing-telephone-prospecting/#comments Tue, 22 May 2007 13:49:38 +0000 mike http://www.coldcallingpodcast.com/2007/05/22/ccp032-pros-cons-of-outsourcing-telephone-prospecting/

CCP026 – Promoting a Prospecting Culture

]]> http://www.coldcallingpodcast.com/ccp032-pros-cons-of-outsourcing-telephone-prospecting/feed/ 1 20:31 In this week's episode of The Cold Calling Podcast, we talk about the pros and cons of outsourcing your telephone prospecting activities to a third ... In this week's episode of The Cold Calling Podcast, we talk about the pros and cons of outsourcing your telephone prospecting activities to a third party or agency. Under what circumstances should you consider doing this? What qualities should you be looking for in the person or company who will be calling prospects on your behalf? And what are some of the important mistakes to avoid? Many organizations have very good sales teams with top class sales professionals. But they often fall short when it comes down to getting on the phone and prospecting for new business. So there are a couple of ways to deal with this. Either you can arrange for some dedicated cold calling sales coaching for your team, so that they learn how to cold call effectively on a consistent basis, or you can outsource the "sharp end" of the sales process to a lead generation firm. Or you can do nothing and hope that prospects come to you! If you follow the "cold calling doesn't work" philosophy then go ahead and follow the third option. But if you realize there is a gap between where you are and where you would like to be in terms of generating new business leads for your sales team, then you will probably enjoy this discussion, so click on the play icon above to listen to the podcast. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP026 #8211; Promoting a Prospecting CultureCCP009 #8211; Cold Calling For NewbiesWelcome to The Cold Calling Podcast! Strategies,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP031 – Cold Calling and Sales Terminology http://www.coldcallingpodcast.com/ccp031-terminology/ http://www.coldcallingpodcast.com/ccp031-terminology/#comments Tue, 08 May 2007 16:01:24 +0000 mike http://www.coldcallingpodcast.com/2007/05/08/ccp031-terminology/

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

]]> http://www.coldcallingpodcast.com/ccp031-terminology/feed/ 0 24:16 This week on The Cold Calling Podcast, we talk through the terminology you probably hear on a daily basis, to help you figure out what ... This week on The Cold Calling Podcast, we talk through the terminology you probably hear on a daily basis, to help you figure out what it all really means. What exactly is a suspect? When does a suspect become a prospect, and what constitutes a sales lead? Is there any difference between a lead and a qualified lead? Or between a lead and an opportunity? When can you say a deal is actually closed? What's the difference between a decision-influencer and a decision-maker? And when is a budget not a budget? Sales terminology can be really confusing, so we try to cut through the murk to come up with clear definitions for all of these ambiguous terms. We also discuss how to use these definitions most effectively in your sales forecasting system. Answers to these questions (and more!) can be found in this week's episode, so just click on the play icon above to listen to the podcast. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingCCP028 #8211; The Queen of Cold Calling Sales,Terminology,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP030 – When to Stop Cold Calling http://www.coldcallingpodcast.com/ccp030-when-to-stop-calling/ http://www.coldcallingpodcast.com/ccp030-when-to-stop-calling/#comments Tue, 24 Apr 2007 09:34:26 +0000 mike http://www.coldcallingpodcast.com/2007/04/24/ccp030-when-to-stop-calling/

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

]]> http://www.coldcallingpodcast.com/ccp030-when-to-stop-calling/feed/ 0 26:10 In this week's episode of The Cold Calling Podcast, we talk about valid and invalid reasons for stopping cold-calling specific individuals and moving on to ... In this week's episode of The Cold Calling Podcast, we talk about valid and invalid reasons for stopping cold-calling specific individuals and moving on to new targets. We discuss sincere objections versus insincere objections, and ways to pre-empt sales objections so that you're staying on track during the cold call and not moving away from what could be a valid prospect. And we have a unique formula for you to determine when it is actually time to move on: x=(I/N)-T Confused? You won't be if you click on the play icon above to listen to the podcast. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP031 #8211; Cold Calling and Sales TerminologyCCP028 #8211; The Queen of Cold CallingCCP009 #8211; Cold Calling For Newbies Staying,Focused,,Strategies,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP029 – Hitting The Streets (Real Cold Calling!) http://www.coldcallingpodcast.com/ccp029-hitting-the-streets/ http://www.coldcallingpodcast.com/ccp029-hitting-the-streets/#comments Tue, 10 Apr 2007 14:40:25 +0000 mike http://www.coldcallingpodcast.com/2007/04/10/ccp029-hitting-the-streets/

CCP008 – Cold Calling with the RIGHT Value Statement

CCP012 – Pushiness and Aggression on the Cold Call

]]> http://www.coldcallingpodcast.com/ccp029-hitting-the-streets/feed/ 5 19:29 This week on The Cold Calling Podcast, we talk about the toughest kind of cold calling - actually hitting the streets and making cold calls ... This week on The Cold Calling Podcast, we talk about the toughest kind of cold calling - actually hitting the streets and making cold calls for real, i.e. calling on your prospects face-to-face, unannounced. Cold calling is not always about telemarketing. Sometimes unsolicited sales calls have to be made in person. And this can be one of the hardest things to do in a b2b environment. However, there are circumstances where this is a good strategy. For example, maybe you've been trying to reach someone without success and you're in their neighbourhood anyway. Or maybe you're selling a product that has to be seen by your prospects for them to make any kind of judgement about it (you might be an artist selling your paintings to hang in their reception area for example). There are many other circumstances where you might want to knock on your prospect's door. We discuss them in this podcast, along with some of the pros and cons of this approach, possible outcomes, and the various things you should keep in mind if you do decide to go for it. To listen to the podcast, just click on the play icon above. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingCCP008 #8211; Cold Calling with the RIGHT Value StatementCCP012 #8211; Pushiness and Aggression on the Cold Call Strategies,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP Special Edition – Pamela http://www.coldcallingpodcast.com/ccp-special-edition-pamela/ http://www.coldcallingpodcast.com/ccp-special-edition-pamela/#comments Tue, 27 Mar 2007 13:42:34 +0000 mike http://www.coldcallingpodcast.com/2007/03/27/ccp-special-edition-pamela/

CCP027 – Using Skype to Fatten Your Cold Call Pipe

]]> http://www.coldcallingpodcast.com/ccp-special-edition-pamela/feed/ 0 17:40 Following on fromAcirc;nbsp;the recentAcirc;nbsp;episode of The Cold Calling Podcast where we talked about using Skype "to fatten your pipe", this weekAcirc;nbsp;we have a special edition ... Following on fromAcirc;nbsp;the recentAcirc;nbsp;episode of The Cold Calling Podcast where we talked about using Skype "to fatten your pipe", this weekAcirc;nbsp;we have a special edition of the show where we focus exclusively on Pamela, a unique application that can completely "turbocharge" your Skype usage and productivity. We interview Dick Schiferli, CEO of Pamela, who tells us all about what the application can do and how it can help you. Please follow this link if you want to download Pamela and try it out for yourself. Also, here are a couple of links to someAcirc;nbsp;information on the legality of recording calls in USA and UK. Don't do anything illegal now! If you have any comments, questions or feedback, or if you would like to suggest a topic for a future show, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or call our audio comment line on 020 7193 1295 (from withinAcirc;nbsp;the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: Related posts:CCP027 #8211; Using Skype to Fatten Your Cold Call Pipe Interviews,,The,Cold,Calling,Podcast,,Tools,amp;,Technology mike@coldcallingpodcast.com no No CCP028 – The Queen of Cold Calling http://www.coldcallingpodcast.com/ccp028-the-queen-of-cold-calling/ http://www.coldcallingpodcast.com/ccp028-the-queen-of-cold-calling/#comments Tue, 20 Mar 2007 16:52:45 +0000 mike http://www.coldcallingpodcast.com/?p=35

CCP029 – Hitting The Streets (Real Cold Calling!)

]]> http://www.coldcallingpodcast.com/ccp028-the-queen-of-cold-calling/feed/ 2 33:40 This week, we have a special guest on The Cold Calling Podcast - Wendy Weiss, "The Queen of Cold Calling". Wendy has trained thousands of ... This week, we have a special guest on The Cold Calling Podcast - Wendy Weiss, "The Queen of Cold Calling". Wendy has trained thousands of sales professionals and entrepreneurs in her cold-calling techniques and her clients include Avon Products Inc., ADP Inc., Sprint, Newmark Real Estate and thousands of entrepreneurs throughout the USA. We talk to her about the issues she covers in her book "Cold Calling For Women" and about her "Miracle Appointment-Setting Script". You can find out more about Wendy, sign up for her newsletter and buy her books at www.queenofcoldcalling.com. To listen to the podcast, just click on the play icon above. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP031 #8211; Cold Calling and Sales TerminologyCCP029 #8211; Hitting The Streets (Real Cold Calling!) Interviews,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP027 – Using Skype to Fatten Your Cold Call Pipe http://www.coldcallingpodcast.com/ccp027-using-skype-to-fatten-your-pipe/ http://www.coldcallingpodcast.com/ccp027-using-skype-to-fatten-your-pipe/#comments Tue, 06 Mar 2007 10:49:37 +0000 mike http://www.coldcallingpodcast.com/?p=33

CCP035 – Time on Your Hands?

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

]]> http://www.coldcallingpodcast.com/ccp027-using-skype-to-fatten-your-pipe/feed/ 3 25:55 This week's episode of The Cold Calling Podcast is devoted exclusively to a wonderful little application called Skype, which can literally turbocharge your telephone prospecting ... This week's episode of The Cold Calling Podcast is devoted exclusively to a wonderful little application called Skype, which can literally turbocharge your telephone prospecting productivity. We talk about ways to use Skype (and SkypeOut in particular) as a simple but hugely effective call management system and power-dialler, and how you can integrate it into your workflow to enable you to make at least 50% more calls in a given timeframe. Until recently, Internet telephony was a bit too flaky to rely on as your main mechanism for outgoing calls, but now we use it all the time and it's great! Aside from cost savings, there are some huge advantages to using internet telephony (along with applications like Skype) over traditional land-lines for telephone prospecting and we discuss them all in this podcast. To listen to the podcast, just click on the play icon above. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP035 #8211; Time on Your Hands?CCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingWelcome to The Cold Calling Podcast! The,Cold,Calling,Podcast,,Tools,amp;,Technology mike@coldcallingpodcast.com no No CCP026 – Promoting a Prospecting Culture http://www.coldcallingpodcast.com/ccp026-promoting-a-prospecting-culture/ http://www.coldcallingpodcast.com/ccp026-promoting-a-prospecting-culture/#comments Tue, 20 Feb 2007 11:53:32 +0000 mike http://www.coldcallingpodcast.com/?p=32

CCP027 – Using Skype to Fatten Your Cold Call Pipe

CCP033 – Interview with Dan Nye, CEO, LinkedIn

]]> http://www.coldcallingpodcast.com/ccp026-promoting-a-prospecting-culture/feed/ 0 19:56 CCP026 - Greg and Mike discuss how to promote a prospecting culture within your firm, and offer a good way to incentivise salespeople for hitting calling targets On this episode of The Cold Calling Podcast, Greg and Mike talk about how, if you are a business owner or a sales manager, you can instil a culture of cold-calling within your firm. We cover the issue of setting realistic expectations for yourself and your team in terms of what they can do and the results they can achieve. We also talk about the "10/10" rule (what is that? You'll have to listen to find out!). And we suggest a great way to incentivize salespeople to hit realistic calling targets. A lot of managers (particularly those who have never done any cold-calling themselves) are completely clueless about what is involved in cold calling in a business-to-business environment, how many productive calls can be made on any particular day and even what actually constitutes a "productive call". Too many sales mangers think of cold-calling as purely a numbers game, when in fact there is a lot more to it than that. So if you run a sales team, take a listen to this podcast by clicking on the play icon above for some excellent tips on how to get you team cold calling effectively on a regular basis, to kick-start your lead generation and sales pipeline. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingCCP027 #8211; Using Skype to Fatten Your Cold Call PipeCCP033 #8211; Interview with Dan Nye, CEO, LinkedIn mike@coldcallingpodcast.com no No CCP025 – Channel Selling http://www.coldcallingpodcast.com/ccp025-channel-selling/ http://www.coldcallingpodcast.com/ccp025-channel-selling/#comments Tue, 06 Feb 2007 16:39:00 +0000 mike http://www.coldcallingpodcast.com/?p=29

CCP034 – Overcoming the Limitations of Remote Selling

CCP033 – Interview with Dan Nye, CEO, LinkedIn

]]> http://www.coldcallingpodcast.com/ccp025-channel-selling/feed/ 0 24:17 This week, we have a special guest on The Cold Calling Podcast - Mark Whitehouse, Director of Channel Alliances. We talk with Mark about how "indirect ... This week, we have a special guest on The Cold Calling Podcast - Mark Whitehouse, Director of Channel Alliances. We talk with Mark about how "indirect selling" (i.e. using partners) can help you increase your sales pipeline and close more business. Mark explains why you should add channel selling to your arsenal, discusses some of the criteria for choosing the right partners to help you sell your solutions/services, and examines what your ideal partner might want from you. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP034 #8211; Overcoming the Limitations of Remote SellingCCP028 #8211; The Queen of Cold CallingCCP033 #8211; Interview with Dan Nye, CEO, LinkedIn Interviews,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP024 – Steering Conversations When Cold Calling http://www.coldcallingpodcast.com/ccp024-steering-conversations/ http://www.coldcallingpodcast.com/ccp024-steering-conversations/#comments Tue, 23 Jan 2007 12:17:48 +0000 mike http://www.coldcallingpodcast.com/?p=28

CCP002 – Finding Direct Numbers When Cold Calling

CCP008 – Cold Calling with the RIGHT Value Statement

CCP010 – Warming Up Your Cold Calls

]]> http://www.coldcallingpodcast.com/ccp024-steering-conversations/feed/ 0 24:42 This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like them ... This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like them to go, rather than be at the mercy of the person you are calling. We stress the merits of recording your conversations, so you can listen back and fine-tune your approach, and we cover various tips and tricks you can use, including the use of "loaded" questions, silence, interruptions and changing the subject, to give you control of the conversation. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP002 #8211; Finding Direct Numbers When Cold CallingCCP008 #8211; Cold Calling with the RIGHT Value StatementCCP023 #8211; Using Feedback When Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP023 – Using Feedback When Cold Calling http://www.coldcallingpodcast.com/ccp023-using-feedback/ http://www.coldcallingpodcast.com/ccp023-using-feedback/#comments Tue, 09 Jan 2007 12:24:46 +0000 mike http://www.coldcallingpodcast.com/?p=27

]]> http://www.coldcallingpodcast.com/ccp023-using-feedback/feed/ 0 28:37 Hello and Happy New Year! For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next ... Hello and Happy New Year! For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next and subsequesnt calls. Using this technique can make your cold calling much more effective. Leading in with "inside information" that is both relevant and topical to the prospect you are calling, can yield excellent results. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP010 #8211; Warming Up Your Cold CallsCCP030 #8211; When to Stop Cold CallingCCP009 #8211; Cold Calling For Newbies The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP022 – The Sales Prevention Dept http://www.coldcallingpodcast.com/ccp022-the-sales-prevention-dept/ http://www.coldcallingpodcast.com/ccp022-the-sales-prevention-dept/#comments Tue, 12 Dec 2006 14:29:18 +0000 mike http://www.coldcallingpodcast.com/?p=26

CCP033 – Interview with Dan Nye, CEO, LinkedIn

CCP019 – Finding Direct Numbers II (The Sequel)

]]> http://www.coldcallingpodcast.com/ccp022-the-sales-prevention-dept/feed/ 0 22:38 This week, we talk about how to deal with the "Sales Prevention Dept", or more accurately, all those annoying things that make your selling job ... This week, we talk about how to deal with the "Sales Prevention Dept", or more accurately, all those annoying things that make your selling job more difficult. These can include interfering line managers, changing territories, quarterly targets, CRM/Sales Tracking systems, timesheets, the 9 to 5 office mentality, internal meetings, exhibitions, and a whole host of other things that can generally get in your way and waste your time. If you have any comments, questions or feedback, or if you would like to suggest a topic for a future show, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com. Please note that this will be our last podcast of 2006. We are taking a break now until January, so we would like to wish all of our listeners a very Happy Christmas and a healthy and prosperous New Year. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP031 #8211; Cold Calling and Sales TerminologyCCP033 #8211; Interview with Dan Nye, CEO, LinkedInCCP019 #8211; Finding Direct Numbers II (The Sequel) Staying,Focused,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP021 – Trapped! http://www.coldcallingpodcast.com/ccp021-trapped/ http://www.coldcallingpodcast.com/ccp021-trapped/#comments Tue, 05 Dec 2006 15:01:40 +0000 mike http://www.coldcallingpodcast.com/?p=25

CCP005 – Dealing with Voicemail and E-mail

CCP032 – Pros & Cons of Outsourcing Telephone Prospecting

]]> http://www.coldcallingpodcast.com/ccp021-trapped/feed/ 1 17:39 On this week's episode, we talk about easy it is to get trapped when you're cold calling. There are a number of ways you can ... On this week's episode, we talk about easy it is to get trapped when you're cold calling. There are a number of ways you can be trapped, including: - By personal assistants and secretaries - By middle managers and control freaks - By decision makers who don't move things forward - By voicemail We discuss ways to avoid falling into these traps, and how to escape from them if you do get caught. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP005 #8211; Dealing with Voicemail and E-mailCCP032 #8211; Pros #038; Cons of Outsourcing Telephone ProspectingCCP030 #8211; When to Stop Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP020 – Objection Handling When Cold Calling http://www.coldcallingpodcast.com/ccp020-objection-handling/ http://www.coldcallingpodcast.com/ccp020-objection-handling/#comments Tue, 28 Nov 2006 22:46:58 +0000 mike http://www.coldcallingpodcast.com/?p=24

CCP002 – Finding Direct Numbers When Cold Calling

]]> http://www.coldcallingpodcast.com/ccp020-objection-handling/feed/ 0 23:54 On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. ... On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. The five most common are: Send me something in the mail We already have one of those We don't have that problem It's not a priority for us right now (on second call) I didn't get a chance to look at your stuff yet We also talk about the difference between sincere and insincere objections, and how to recognize, and deal with, each. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP004 #8211; Dealing With Rejection on the Cold CallCCP023 #8211; Using Feedback When Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP019 – Finding Direct Numbers II (The Sequel) http://www.coldcallingpodcast.com/ccp019-direct-number-ii-the-sequel/ http://www.coldcallingpodcast.com/ccp019-direct-number-ii-the-sequel/#comments Tue, 21 Nov 2006 13:23:07 +0000 mike http://www.coldcallingpodcast.com/?p=23

CCP015 – The Numbers Game

CCP018 – Linking Up to New Prospects

]]> http://www.coldcallingpodcast.com/ccp019-direct-number-ii-the-sequel/feed/ 0 17:27 This week, we revisit a topic we covered a while back in show number 2 - Finding Direct Numbers. Hot on the heels of last weeks ... This week, we revisit a topic we covered a while back in show number 2 - Finding Direct Numbers. Hot on the heels of last weeks episode, where we covered how to find target names using LinkedIn, we felt this would be a good time to explain again some of the more useful techniques for finding direct numbers, by fair means or foul! If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP002 #8211; Finding Direct Numbers When Cold CallingCCP015 #8211; The Numbers GameCCP018 #8211; Linking Up to New Prospects The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP018 – Linking Up to New Prospects http://www.coldcallingpodcast.com/ccp018-linking-up-to-new-prospects/ http://www.coldcallingpodcast.com/ccp018-linking-up-to-new-prospects/#comments Wed, 15 Nov 2006 00:05:31 +0000 mike http://www.coldcallingpodcast.com/?p=22

CCP019 – Finding Direct Numbers II (The Sequel)

CCP003 – Working Practices for Cold Calling

CCP010 – Warming Up Your Cold Calls

]]> http://www.coldcallingpodcast.com/ccp018-linking-up-to-new-prospects/feed/ 2 15:20 This week, we focus exclusively on LinkedIn (www.linkedin.com) as a means of finding new prospects to call. LinkedIn is an absolute goldmine when it comes ... This week, we focus exclusively on LinkedIn (www.linkedin.com) as a means of finding new prospects to call. LinkedIn is an absolute goldmine when it comes to finding target individuals, so long as you know how to get the best out of it. We talk you through how to use the People Search function to best effect. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP019 #8211; Finding Direct Numbers II (The Sequel)CCP003 #8211; Working Practices for Cold CallingCCP010 #8211; Warming Up Your Cold Calls The,Cold,Calling,Podcast,,Tips,amp;,Tricks,,Tools,amp;,Technology mike@coldcallingpodcast.com no No CCP017 – Cultural Differences When Cold Calling http://www.coldcallingpodcast.com/ccp017-cultural-differences/ http://www.coldcallingpodcast.com/ccp017-cultural-differences/#comments Tue, 07 Nov 2006 21:46:41 +0000 mike http://www.coldcallingpodcast.com/?p=21

CCP008 – Cold Calling with the RIGHT Value Statement

CCP020 – Objection Handling When Cold Calling

CCP003 – Working Practices for Cold Calling

]]> http://www.coldcallingpodcast.com/ccp017-cultural-differences/feed/ 2 24:26 On this weeks show, we talk about cultural differences. How should you change your approach when cold-calling decision makers who are based in a different ... On this weeks show, we talk about cultural differences. How should you change your approach when cold-calling decision makers who are based in a different country, or who come from an entirely different culture, to your own? What works in the US does not necessarily work in the UK, and vice versa. Additionaly, we talk about some of the things you should be aware of when calling France, Germany, Scandinavia, Middle East, Asia, etc. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP008 #8211; Cold Calling with the RIGHT Value StatementCCP020 #8211; Objection Handling When Cold CallingCCP003 #8211; Working Practices for Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP016 – Is The Water Too Cold? http://www.coldcallingpodcast.com/ccp016-is-the-water-too-cold/ http://www.coldcallingpodcast.com/ccp016-is-the-water-too-cold/#comments Tue, 31 Oct 2006 10:28:45 +0000 mike http://www.coldcallingpodcast.com/?p=20

CCP011 – Staying On Track When Cold Calling

CCP019 – Finding Direct Numbers II (The Sequel)

]]> http://www.coldcallingpodcast.com/ccp016-is-the-water-too-cold/feed/ 0 21:46 This week, we talk about the difficulties of actually dipping more than a toe into the Cold Calling water. We are aware that a lot ... This week, we talk about the difficulties of actually dipping more than a toe into the Cold Calling water. We are aware that a lot of our listeners find it hard to actually submerge themselves in cold calling, so we talk through some tips and techniques to actually get yourself more into it. And for the "old hands" who have been cold calling for a long time, we talk about the dangers of getting complacent, and provide some pointers on ways to stop that from happening. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP004 #8211; Dealing With Rejection on the Cold CallCCP011 #8211; Staying On Track When Cold CallingCCP030 #8211; When to Stop Cold Calling Staying,Focused,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP015 – The Numbers Game http://www.coldcallingpodcast.com/ccp015-the-numbers-game/ http://www.coldcallingpodcast.com/ccp015-the-numbers-game/#comments Mon, 23 Oct 2006 15:50:48 +0000 mike http://www.coldcallingpodcast.com/?p=19

CCP002 – Finding Direct Numbers When Cold Calling

CCP029 – Hitting The Streets (Real Cold Calling!)

]]> http://www.coldcallingpodcast.com/ccp015-the-numbers-game/feed/ 2 22:12 This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it ... This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it is not possible to double your calls? We look at three other ways you can get your numbers up, namely: Reaching the decision maker more often Making your value statement more compelling Doing more qualification on the call itself If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP019 #8211; Finding Direct Numbers II (The Sequel)CCP002 #8211; Finding Direct Numbers When Cold CallingCCP023 #8211; Using Feedback When Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP014 – Cold Calling For Business Owners http://www.coldcallingpodcast.com/ccp014-for-business-owners/ http://www.coldcallingpodcast.com/ccp014-for-business-owners/#comments Tue, 17 Oct 2006 16:21:29 +0000 mike http://www.coldcallingpodcast.com/?p=18

]]> http://www.coldcallingpodcast.com/ccp014-for-business-owners/feed/ 3 16:03 This weeks episode of The Cold Calling Podcast is directed squarely at business owners. If you own your own business, and you are hitting the ... This weeks episode of The Cold Calling Podcast is directed squarely at business owners. If you own your own business, and you are hitting the phones in order to find new customers, what are some of the key things you should be thinking about? How can you use the fact that you are the President or the CEO of the firm to your advantage when cold calling? Greg provides some insights from his own perspective, on the different approaches he takes when calling on behalf of his own firm (Elicit Intelligence) versus when he calls as an "inside sales" person on behalf of an Elicit client. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP029 #8211; Hitting The Streets (Real Cold Calling!)Welcome to The Cold Calling Podcast!CCP023 #8211; Using Feedback When Cold Calling Strategies,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP Special Edition – Zubka http://www.coldcallingpodcast.com/ccp-special-edition-zubka/ http://www.coldcallingpodcast.com/ccp-special-edition-zubka/#comments Tue, 10 Oct 2006 18:10:01 +0000 mike http://www.coldcallingpodcast.com/?p=17 http://www.coldcallingpodcast.com/ccp-special-edition-zubka/feed/ 3 26:02 This week, we have a special edition of the Cold Calling Podcast, where we focus exclusively on Zubka, a new company that will allow listeners ... This week, we have a special edition of the Cold Calling Podcast, where we focus exclusively on Zubka, a new company that will allow listeners to find better jobs for people they know and to find people for jobs they know about. The reason we are devoting an entire episode of the Cold Calling Podcast to Zubka, is that is it provides a perfect way to monetize your contact network. We interview David Shieldhouse, co-founder of Zubka, who explains how it all works. As usual, please contact mike@coldcallingpodcast.com or greg@coldcallingpodcast.com withAcirc;nbsp;any comments,Acirc;nbsp;questions, suggestions orAcirc;nbsp;feedback. No related posts. Interviews,,The,Cold,Calling,Podcast,,Tools,amp;,Technology mike@coldcallingpodcast.com no No CCP013 – Questioning Techniques on the Cold Call http://www.coldcallingpodcast.com/ccp013-questioning-techniques/ http://www.coldcallingpodcast.com/ccp013-questioning-techniques/#comments Tue, 03 Oct 2006 20:52:25 +0000 mike http://www.coldcallingpodcast.com/?p=16

CCP012 – Pushiness and Aggression on the Cold Call

CCP013 – Questioning Techniques on the Cold Call

]]> http://www.coldcallingpodcast.com/ccp013-questioning-techniques/feed/ 1 31:46 In this weeks podcast, we talk about various different types of questioning techniques and when to use them. We dicsuss open and closed direct questions, ... In this weeks podcast, we talk about various different types of questioning techniques and when to use them. We dicsuss open and closed direct questions, as well as the following types of indirect or inferred questions: Tonal Latent Assumptative Injected/Interrupting Mindset We also introduce the concept of "Creditability", and Greg does some poetry reading (!) If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP004 #8211; Dealing With Rejection on the Cold CallCCP012 #8211; Pushiness and Aggression on the Cold CallCCP006 #8211; Your Opening Pitch on the Cold Call The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP012 – Pushiness and Aggression on the Cold Call http://www.coldcallingpodcast.com/ccp012-pushiness-and-aggression/ http://www.coldcallingpodcast.com/ccp012-pushiness-and-aggression/#comments Tue, 26 Sep 2006 21:20:12 +0000 mike http://www.coldcallingpodcast.com/?p=15

CCP007 – Cold Call Objectives

]]> http://www.coldcallingpodcast.com/ccp012-pushiness-and-aggression/feed/ 0 26:48 This week, we talk about the qualities of pushiness and aggression. Under what circumstances should you adopt a more aggressive position than you normally would ... This week, we talk about the qualities of pushiness and aggression. Under what circumstances should you adopt a more aggressive position than you normally would on a call? We discuss the right time and place for this kind of approach. We also talk about some techniques you can use to diffuse aggression when you face it from the person you are calling. Humour is important! If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP013 #8211; Questioning Techniques on the Cold CallCCP006 #8211; Your Opening Pitch on the Cold CallCCP007 #8211; Cold Call Objectives The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP011 – Staying On Track When Cold Calling http://www.coldcallingpodcast.com/ccp011-staying-on-track/ http://www.coldcallingpodcast.com/ccp011-staying-on-track/#comments Tue, 19 Sep 2006 21:36:07 +0000 mike http://www.coldcallingpodcast.com/?p=14

CCP024 – Steering Conversations When Cold Calling

]]> http://www.coldcallingpodcast.com/ccp011-staying-on-track/feed/ 0 30:26 This week, we talk about how to stay on track when you are cold calling, and discuss some ways you can stop yourself getting distracted ... This week, we talk about how to stay on track when you are cold calling, and discuss some ways you can stop yourself getting distracted or derailed on your cold calls. From an equipment perspective, we explore the benefits of binaural headsets and telephones with "last ten" redial functions. We also look at ways to make sure you are mentally and psychologically prepared for a calling session, and share experiences of what can happen when you don't prepare yourself adequately! If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP023 #8211; Using Feedback When Cold CallingCCP024 #8211; Steering Conversations When Cold Calling Staying,Focused,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP010 – Warming Up Your Cold Calls http://www.coldcallingpodcast.com/ccp010-warming-up-your-cold-calls/ http://www.coldcallingpodcast.com/ccp010-warming-up-your-cold-calls/#comments Tue, 12 Sep 2006 18:55:10 +0000 mike http://www.coldcallingpodcast.com/?p=13

]]> http://www.coldcallingpodcast.com/ccp010-warming-up-your-cold-calls/feed/ 0 28:02 In this weeks episode, we talk about how you can use Social Networking websites such as LinkedIn and SoFlow to warm up your cold calls. ... In this weeks episode, we talk about how you can use Social Networking websites such as LinkedIn and SoFlow to warm up your cold calls. These websites can be excellent sources of information, in that they provide you with ammunition to make your opening pitch more relevant to the person you are targeting. They are also really useful when you know the job title of your target, but not their name. We also talk about how Google Alerts can help you when you are calling C-level and other senior executives. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:Welcome to The Cold Calling Podcast!CCP028 #8211; The Queen of Cold CallingCCP023 #8211; Using Feedback When Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP009 – Cold Calling For Newbies http://www.coldcallingpodcast.com/ccp009-cold-calling-for-newbies/ http://www.coldcallingpodcast.com/ccp009-cold-calling-for-newbies/#comments Tue, 05 Sep 2006 20:11:06 +0000 mike http://www.coldcallingpodcast.com/?p=12

CCP024 – Steering Conversations When Cold Calling

]]> http://www.coldcallingpodcast.com/ccp009-cold-calling-for-newbies/feed/ 1 25:18 Following requests from a number of listeners, this week we go right back to basics and talk about the key things to take into consideration ... Following requests from a number of listeners, this week we go right back to basics and talk about the key things to take into consideration if you are new to business cold calling. Here are the first few pieces of advice. Listen to the podcast to pick up some more... Don't believe people who tell you that cold calling doesn't work Set realistic targets, don't bite off more than you can chew Listen to how more experienced colleagues do it #38; copy what works for you Be critical. Take advice (particularly from sales managers) with a large dose of salt Be yourself - don't put on an act Do it! Make the calls! If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP023 #8211; Using Feedback When Cold CallingCCP031 #8211; Cold Calling and Sales Terminology Strategies,,The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP008 – Cold Calling with the RIGHT Value Statement http://www.coldcallingpodcast.com/ccp008-the-right-value-statement/ http://www.coldcallingpodcast.com/ccp008-the-right-value-statement/#comments Tue, 29 Aug 2006 22:03:33 +0000 mike http://www.coldcallingpodcast.com/?p=11

CCP017 – Cultural Differences When Cold Calling

]]> http://www.coldcallingpodcast.com/ccp008-the-right-value-statement/feed/ 4 36:06 In this weeks episode of The Cold Calling Podcast, we go into more detail on the subject of value statements, and discuss some alternative approaches ... In this weeks episode of The Cold Calling Podcast, we go into more detail on the subject of value statements, and discuss some alternative approaches you could use, based upon your industry, product or service. We explore the following eight approaches (along with various combinations) and discuss when they might be most appropriate: Name-dropping approach Assumed problem approach Consumable/raw material approach Hot topic approach FUD approach Getting to know you approach Cyclical approach Vacuous bullsh*t approach If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP024 #8211; Steering Conversations When Cold CallingCCP023 #8211; Using Feedback When Cold CallingCCP017 #8211; Cultural Differences When Cold Calling The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP007 – Cold Call Objectives http://www.coldcallingpodcast.com/ccp007-call-objectives/ http://www.coldcallingpodcast.com/ccp007-call-objectives/#comments Tue, 22 Aug 2006 16:13:43 +0000 mike http://www.coldcallingpodcast.com/?p=10

CCP012 – Pushiness and Aggression on the Cold Call

]]> http://www.coldcallingpodcast.com/ccp007-call-objectives/feed/ 0 27:28 In this week's show, we talk about the objectives of the cold call. What exactly do you want to have achieved by the end of ... In this week's show, we talk about the objectives of the cold call. What exactly do you want to have achieved by the end of the call? We discuss how to stick to your objectives whilst keeping them realistic and achievable, and cover some useful techniques to use when closing for a meeting. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP004 #8211; Dealing With Rejection on the Cold CallCCP006 #8211; Your Opening Pitch on the Cold CallCCP012 #8211; Pushiness and Aggression on the Cold Call Staying,Focused,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP006 – Your Opening Pitch on the Cold Call http://www.coldcallingpodcast.com/ccp006-your-opening-pitch/ http://www.coldcallingpodcast.com/ccp006-your-opening-pitch/#comments Tue, 15 Aug 2006 11:55:22 +0000 mike http://www.coldcallingpodcast.com/?p=9

CCP007 – Cold Call Objectives

]]> http://www.coldcallingpodcast.com/ccp006-your-opening-pitch/feed/ 4 32:22 This week, Greg and Mike talk about ways to open the call and make the initial pitch. We discuss the opening 15-30 seconds (the "positioning" ... This week, Greg and Mike talk about ways to open the call and make the initial pitch. We discuss the opening 15-30 seconds (the "positioning" statement) and the lead-in to the value proposition. We also talk about a couple of our own pet hates, which we definitely would NOT recommend leading in with. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP004 #8211; Dealing With Rejection on the Cold CallCCP023 #8211; Using Feedback When Cold CallingCCP007 #8211; Cold Call Objectives The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP005 – Dealing with Voicemail and E-mail http://www.coldcallingpodcast.com/ccp005-voicemail-and-e-mail/ http://www.coldcallingpodcast.com/ccp005-voicemail-and-e-mail/#comments Tue, 25 Jul 2006 17:33:16 +0000 mike http://www.coldcallingpodcast.com/?p=8

CCP021 – Trapped!

]]> http://www.coldcallingpodcast.com/ccp005-voicemail-and-e-mail/feed/ 0 22:35 In this week's episode, we talk about how voicemail and e-mail can both help and hinder your cold-calling activities. We discuss when might be the ... In this week's episode, we talk about how voicemail and e-mail can both help and hinder your cold-calling activities. We discuss when might be the right time and the wrong time to leave a voicemail message, and what the best kind of message might be. Also, we go over the advantages and disadvantages of e-mail, and whether it is best sent before or after the initial cold-call. If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP004 #8211; Dealing With Rejection on the Cold CallCCP006 #8211; Your Opening Pitch on the Cold CallCCP021 #8211; Trapped! The,Cold,Calling,Podcast,,Tips,amp;,Tricks mike@coldcallingpodcast.com no No CCP004 – Dealing With Rejection on the Cold Call http://www.coldcallingpodcast.com/ccp004-dealing-with-rejection/ http://www.coldcallingpodcast.com/ccp004-dealing-with-rejection/#comments Tue, 18 Jul 2006 13:55:14 +0000 mike http://www.coldcallingpodcast.com/?p=7

CCP007 – Cold Call Objectives

CCP013 – Questioning Techniques on the Cold Call

]]> http://www.coldcallingpodcast.com/ccp004-dealing-with-rejection/feed/ 0 34:02 This week, we discuss a range of issues to do with rejection, including types of rejection, how to deal with it, and ways to minimize ... This week, we discuss a range of issues to do with rejection, including types of rejection, how to deal with it, and ways to minimize the likelihood of it happening. We start the show with some feedback from a couple of listeners (thanks Jon and Katerina!), then go on to discuss: - Reasons for call reluctance - Ways to stop yourself "choking" - Types of rejection and typical reasons for them - Setting realitic expections for yourself, and call objectives - Handling objections on the cold call - The importance of the right amount of preparation If you would like personal, one-on-one cold call training from Mike or Greg, please visit our sales coaching page to find out more. Related posts:CCP030 #8211; When to Stop Cold CallingCCP007 #8211; Cold Call ObjectivesCCP013 #8211; Questioning Techniques on the Cold Call Staying,Focused,,The,Cold,Calling,Podcast mike@coldcallingpodcast.com no No CCP003 – Working Practices for Cold Calling http://www.coldcallingpodcast.com/ccp003-working-practices/ http://www.coldcallingpodcast.com/ccp003-working-practices/#comments Tue, 11 Jul 2006 16:24:17 +0000 mike http://www.coldcallingpodcast.com/?p=6

CCP008 – Cold Calling with the RIGHT Value Statement

CCP017 – Cultural Differences When Cold Calling