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Browse Tags: A B C D E F G H I J K L M N O P Q R S T U V W X Y Z - Tracking 105,121 Podcasts, 2,013,806 Episodes.
Top Podcasts by Votes | Top Podcasts by Subscriptions | Featured Podcasts | Webmasters - Promote Your Podcast
| Podcast title | The Cold Calling Podcast
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| http://www.coldcallingpodcast.... | ||
| Description | The Cold Calling Podcast, produced for salespeople and marketers working in the business to business environment, is about telephone prospecting and lead generation. Mike OHara and Greg Grimer cover the entire skill set you need to maximise your effectiveness at hunting out new decision-makers and prospecting new business opportunities. | |
| Updated | Thu, 11 Feb 2010 16:31:21 +0000 | |
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| Category | Society & Culture |
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1. CCP035 – Time on Your Hands? http://feedproxy.google.com/~r... download (audio/mpeg, 15.03Mb) Description: On today’s episode of The Cold Calling Podcast, we talk about how to make the most of the current economic downturn by spending your time productively. We know you’d rather be in sales meetings, doing demos, writing proposals and negotiating contracts but if the business just isn’t there at the moment, then what else can [...] Related posts:
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2. CCP034 – Overcoming the Limitations of Remote Selling http://feedproxy.google.com/~r... download (audio/mpeg, 17.85Mb) Description: 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 [...] Related posts:
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3. CCP033 – Interview with Dan Nye, CEO, LinkedIn http://feedproxy.google.com/~r... download (audio/mpeg, 25.20Mb) Description: 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 [...] Related posts:
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4. CCP032 – Pros & Cons of Outsourcing Telephone Prospecting http://feedproxy.google.com/~r... download (audio/mpeg, 14.12Mb) Description: 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? [...] Related posts:
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5. CCP031 – Cold Calling and Sales Terminology http://feedproxy.google.com/~r... download (audio/mpeg, 16.70Mb) Description: 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 [...] Related posts:
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6. CCP030 – When to Stop Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 18.00Mb) Description: 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 [...] Related posts:
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7. CCP029 – Hitting The Streets (Real Cold Calling!) http://feedproxy.google.com/~r... download (audio/mpeg, 13.41Mb) Description: 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 [...] Related posts:
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8. CCP Special Edition – Pamela http://feedproxy.google.com/~r... download (audio/mpeg, 12.17Mb) Description: 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 completely “turbocharge” your Skype usage and productivity. We interview Dick Schiferli, CEO of Pamela, who tells us [...] Related posts: |
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9. CCP028 – The Queen of Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 23.16Mb) Description: 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 [...] Related posts:
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10. CCP027 – Using Skype to Fatten Your Cold Call Pipe http://feedproxy.google.com/~r... download (audio/mpeg, 17.84Mb) Description: 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 [...] Related posts:
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11. CCP026 – Promoting a Prospecting Culture http://feedproxy.google.com/~r... download (audio/mpeg, 13.73Mb) Description: 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 [...] Related posts:
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12. CCP025 – Channel Selling http://feedproxy.google.com/~r... download (audio/mpeg, 16.71Mb) Description: 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 [...] Related posts:
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13. CCP024 – Steering Conversations When Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 17.00Mb) Description: 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, [...] Related posts:
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14. CCP023 – Using Feedback When Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 19.70Mb) Description: 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, [...] Related posts:
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15. CCP022 – The Sales Prevention Dept http://feedproxy.google.com/~r... download (audio/mpeg, 15.58Mb) Description: 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 [...] Related posts:
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16. CCP021 – Trapped! http://feedproxy.google.com/~r... download (audio/mpeg, 12.16Mb) Description: 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 [...] Related posts:
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17. CCP020 – Objection Handling When Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 16.45Mb) Description: 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 [...] Related posts:
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18. CCP019 – Finding Direct Numbers II (The Sequel) http://feedproxy.google.com/~r... download (audio/mpeg, 12.02Mb) Description: 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 [...] Related posts:
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19. CCP018 – Linking Up to New Prospects http://feedproxy.google.com/~r... download (audio/mpeg, 10.57Mb) Description: 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 [...] Related posts:
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20. CCP017 – Cultural Differences When Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 16.82Mb) Description: 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 [...] Related posts:
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21. CCP016 – Is The Water Too Cold? http://feedproxy.google.com/~r... download (audio/mpeg, 14.99Mb) Description: 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 [...] Related posts:
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22. CCP015 – The Numbers Game http://feedproxy.google.com/~r... download (audio/mpeg, 10.20Mb) Description: 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 [...] Related posts:
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23. CCP014 – Cold Calling For Business Owners http://feedproxy.google.com/~r... download (audio/mpeg, 7.38Mb) Description: 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 [...] Related posts:
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24. CCP Special Edition – Zubka http://feedproxy.google.com/~r... download (audio/mpeg, 11.95Mb) Description: 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 [...] No related posts. |
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25. CCP013 – Questioning Techniques on the Cold Call http://feedproxy.google.com/~r... download (audio/mpeg, 14.58Mb) Description: 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 [...] Related posts:
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26. CCP012 – Pushiness and Aggression on the Cold Call http://feedproxy.google.com/~r... download (audio/mpeg, 12.30Mb) Description: 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 [...] Related posts:
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27. CCP011 – Staying On Track When Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 13.93Mb) Description: 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 [...] Related posts:
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28. CCP010 – Warming Up Your Cold Calls http://feedproxy.google.com/~r... download (audio/mpeg, 12.87Mb) Description: 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 [...] Related posts:
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29. CCP009 – Cold Calling For Newbies http://feedproxy.google.com/~r... download (audio/mpeg, 11.61Mb) Description: 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 [...] Related posts:
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30. CCP008 – Cold Calling with the RIGHT Value Statement http://feedproxy.google.com/~r... download (audio/mpeg, 16.56Mb) Description: 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 [...] Related posts:
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31. CCP007 – Cold Call Objectives http://feedproxy.google.com/~r... download (audio/mpeg, 12.61Mb) Description: 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 [...] Related posts:
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32. CCP006 – Your Opening Pitch on the Cold Call http://feedproxy.google.com/~r... download (audio/mpeg, 14.85Mb) Description: 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 [...] Related posts:
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33. CCP005 – Dealing with Voicemail and E-mail http://feedproxy.google.com/~r... download (audio/mpeg, 10.37Mb) Description: 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, [...] Related posts:
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34. CCP004 – Dealing With Rejection on the Cold Call http://feedproxy.google.com/~r... download (audio/mpeg, 15.61Mb) Description: 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 [...] Related posts:
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35. CCP003 – Working Practices for Cold Calling http://feedproxy.google.com/~r... download (audio/mpeg, 9.18Mb) Description: In this episode, we discuss various working practices around calling activities. We cover areas such as call planning, tracking systems, and paper-based versus computer-based tools. We also discuss circumstances where it might be better to track activities on your own personal tracking system rather than the firm’s Sales/Pipeline or CRM system. Also on this show, our [...] Related posts:
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