CCP034 - Overcoming the Limitations of Remote Selling
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...
CCP033 - Interview with Dan Nye, CEO, LinkedIn
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...
CCP032 - Pros & Cons of Outsourcing Telephone Prospecting
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...
CCP031 - Terminology
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 lead?...
CCP030 - When to Stop Calling
In this week’s episode, we talk about valid and invalid reasons for??stopping cold-calling specific individuals and moving on to new targets.
We discuss sincere versus insincere objections, and ways to pre-empt objections so that you’re not...
CCP029 - Hitting The Streets
This week on The Cold Calling Podcast, we talk about the toughest kind of cold calling - actually hitting the streets and calling on your prospects face-to-face, unannounced.
There are circumstances where this is a good strategy, e.g. when you’ve...
CCP Special Edition - Pamela
Following on from??the recent??episode of The Cold Calling Podcast where we talked about using Skype “to fatten your pipe”, this week??we have a special edition of the show where we focus exclusively on Pamela, a unique application that can...
CCP028 - The Queen of Cold Calling
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...
CCP027 - Using Skype to Fatten Your Pipe
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...
CCP026 - Promoting a Prospecting Culture
On this week’s episode of The Cold Calling Podcast, Greg and Mike talk about how, if you are a business owner or a sales manager, you can instill a culture of cold-calling within your firm.
We cover the issue of realistic expectations, the...
How to Subscribe
There are two ways you can subscribe to The Cold Calling Podcast.
First the easy way. Just send a message to mike@coldcallingpodcast.com with the word ???Subscribe??? in the title. We will then notify you by e-mail each time we release a new episode of...
What is a Podcast?
Q: What is a Podcast?
A:?? According to Wikipedia, ???Podcasting is the practice of making audio files available online in a way that allows software to automatically detect new files and download them.??? Technically, this is accomplished using...
CCP025 - Channel Selling
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...
CCP024 - Steering Conversations
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...
CCP023 - Using Feedback
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...
CCP022 - The Sales Prevention Dept
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...
CCP021 - Trapped!
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...
CCP020 - Objection Handling
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...
CCP019 - Direct Numbers II (The Sequel)
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...
CCP018 - Linking Up to New Prospects
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...
CCP017 - Cultural Differences
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...
CCP016 - Is The Water Too Cold?
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...
CCP015 - The Numbers Game
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...
CCP014 - For Business Owners
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...
CCP Special Edition - Zubka
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...
CCP013 - Questioning Techniques
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...
CCP012 - Pushiness and Aggression
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...
CCP011 - Staying On Track
This week, we talk about how to stay on track when you are calling, and discuss some ways you can stop yourself getting distracted or derailed when cold-calling.
From an equipment perspective, we explore the benefits of binaural headsets and??telephones...
CCP010 - Warming 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...
CCP009 - Cold Calling For Newbies
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...
