The Cold Calling Podcast

CCP025 – Channel Selling

CCP025 - Channel Selling [24:17m]: Play Now | Play in Popup | Download

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 [...]

CCP024 - Steering Conversations [24:42m]: Play Now | Play in Popup | Download

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, [...]

CCP023 - Using Feedback for Leverage [28:37m]: Play Now | Play in Popup | Download

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, [...]

CCP022 - The Sales Prevention Dept [22:38m]: Play Now | Play in Popup | Download

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 [...]

CCP021 - Trapped! [17:39m]: Play Now | Play in Popup | Download

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 [...]

CCP020 - Objection Handling [23:54m]: Play Now | Play in Popup | Download

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 [...]

CCP019 - Direct Numbers II (The Sequel) [17:27m]: Play Now | Play in Popup | Download

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 [...]

CCP018 - Linking Up to New Prospects [15:20m]: Play Now | Play in Popup | Download

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 [...]

CCP017 - Cultural Differences [24:26m]: Play Now | Play in Popup | Download

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 [...]

CCP016 - Is The Water Too Cold [21:46m]: Play Now | Play in Popup | Download

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 [...]

CCP015 - The Numbers Game [22:12m]: Play Now | Play in Popup | Download

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 [...]

← Previous Entries

Next Entries →

CCP025 – Channel Selling

CCP024 – Steering Conversations When Cold Calling

CCP023 – Using Feedback When Cold Calling

CCP022 – The Sales Prevention Dept

CCP021 – Trapped!

CCP020 – Objection Handling When Cold Calling

CCP019 – Finding Direct Numbers II (The Sequel)

CCP018 – Linking Up to New Prospects

CCP017 – Cultural Differences When Cold Calling

CCP016 – Is The Water Too Cold?

CCP015 – The Numbers Game

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