http://www.coldcallingpodcast.com This 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. Thu, 04 Dec 2008 17:20:10 +0000 http://wordpress.org/?v=2.1 en ©Mike O'Hara and Greg Grimer 2003-2006 mike@coldcallingpodcast.com (Mike O'Hara and Greg Grimer) mike@coldcallingpodcast.com business, marketing, sales, leads, b2b, prospecting 1440 business, marketing, sales, leads, b2b, prospecting This podcast, produced for B2B salespeople and marketers, is all about telephone prospecting. Mike OHara and Greg Grimer explain how to maximise the effectiveness of your cold-calling activities. This podcast, produced for salespeople and marketers working in the business to business environment, is all about telephone prospecting. Mike OHara and Greg Grimer cover a wide range of topics around how to maximise the effectiveness of your cold-calling activities. Mike O'Hara and Greg Grimer Mike O'Hara and Greg Grimer mike@coldcallingpodcast.com No no http://www.coldcallingpodcast.com/images/telephone_ccp144.jpg http://www.coldcallingpodcast.com 144 144 http://www.coldcallingpodcast.com/2008/12/04/ccp035-time-on-your-hands/ http://www.coldcallingpodcast.com/2008/12/04/ccp035-time-on-your-hands/#comments Thu, 04 Dec 2008 17:20:10 +0000 mike http://www.coldcallingpodcast.com/2008/12/04/ccp035-time-on-your-hands/ http://www.coldcallingpodcast.com/2008/12/04/ccp035-time-on-your-hands/feed/ 21:50 CCP035 - Greg and Mike are back, discussing how to make productive use of your selling time during the economic downturn Well, it's been a while, but we're back! Is it really eighteen months since our last podcast?!? Amazing how time flies, we must be getting old.... Anyway, welcome to this long overdue edition of The Cold Calling Podcast. On today's show, 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 you be doing? Yes, this is an excellent time to be cold-calling, as long as you're going about it the right way! If you have any comments, questions or feedback,??please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or call our audio comment line on 020 7193 1295 (from within??the UK) or +44 20 7193 1295 (from outside the UK). Or leave a comment here on the website. Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/07/16/ccp034-overcoming-the-limitations-of-remote-selling/ http://www.coldcallingpodcast.com/2007/07/16/ccp034-overcoming-the-limitations-of-remote-selling/#comments Mon, 16 Jul 2007 15:32:34 +0000 mike http://www.coldcallingpodcast.com/2007/07/16/ccp034-overcoming-the-limitations-of-remote-selling/ http://www.coldcallingpodcast.com/2007/07/16/ccp034-overcoming-the-limitations-of-remote-selling/feed/ 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 cannot actually ... 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 for the audio comment that inspired the theme of this episode. Also, we put out a call to action to listeners of The Cold Calling Podcast. The series is now drawing to a natural conclusion, so if there are specific areas you would like us to revisit or if there is an area you would like us to address that we haven't already covered, then please follow Dan's example and get in touch, either via email (mike@coldcallingpodcast.com or greg@coldcallingpodcast.com) or by calling our audio comment line on 020 7193 1295 (from within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/06/06/ccp035-interview-with-dan-nye-ceo-linkedin/ http://www.coldcallingpodcast.com/2007/06/06/ccp035-interview-with-dan-nye-ceo-linkedin/#comments Wed, 06 Jun 2007 15:29:31 +0000 mike http://www.coldcallingpodcast.com/2007/06/06/ccp035-interview-with-dan-nye-ceo-linkedin/ http://www.coldcallingpodcast.com/2007/06/06/ccp035-interview-with-dan-nye-ceo-linkedin/feed/ 36:39 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 ... 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 thought we would do something a little different on today's episode of The Cold Calling Podcast and interview the CEO of the firm, Dan Nye. If you have any comments, questions or feedback,??please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or call our audio comment line on 020 7193 1295 (from within??the UK) or +44 20 7193 1295 (from outside the UK). The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/05/22/ccp032-pros-cons-of-outsourcing-telephone-prospecting/ http://www.coldcallingpodcast.com/2007/05/22/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/ http://www.coldcallingpodcast.com/2007/05/22/ccp032-pros-cons-of-outsourcing-telephone-prospecting/feed/ 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? 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Finally,??we have recently launched a new podcast series focused on Business-to-Business marketing, titled (not surprisingly) The B2B Marketing Podcast. Check it out at www.b2bmarketingpodcast.com. Listen Now: The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/05/08/ccp031-terminology/ http://www.coldcallingpodcast.com/2007/05/08/ccp031-terminology/#comments Tue, 08 May 2007 16:01:24 +0000 mike http://www.coldcallingpodcast.com/2007/05/08/ccp031-terminology/ http://www.coldcallingpodcast.com/2007/05/08/ccp031-terminology/feed/ 24:16 CCP031 - Greg and Mike talk through the definition of sales-related terms like "suspect", "prospect", "opportunity", etc. 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? 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? Answers to these questions (and more!) can be found in this week's episode. 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/04/24/ccp030-when-to-stop-calling/ http://www.coldcallingpodcast.com/2007/04/24/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/ http://www.coldcallingpodcast.com/2007/04/24/ccp030-when-to-stop-calling/feed/ 26:10 CCP030 - Greg and Mike talk about when you give up on a so-called prospect and move on to more fruitful ground, and we give you a formula to help you make that decision 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 moving away from valid prospects. And we have a formula for you to determine when it is actually??time to move on: x=(I/N)-T Listen to the podcast and all will be revealed! 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/04/10/ccp029-hitting-the-streets/ http://www.coldcallingpodcast.com/2007/04/10/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/ http://www.coldcallingpodcast.com/2007/04/10/ccp029-hitting-the-streets/feed/ 19:29 CCP029 - Greg and Mike talk about the times when it is worth making a cold call in person, and what you should do on those occassions 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 been trying to reach someone without success and you're in their neighbourhood anyway. We discuss some of the pros and cons of this approach, some possible outcomes, and the various things you should keep in mind if you decide to go for it. 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/03/27/ccp-special-edition-pamela/ http://www.coldcallingpodcast.com/2007/03/27/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/ http://www.coldcallingpodcast.com/2007/03/27/ccp-special-edition-pamela/feed/ 17:40 CCP Special - Mike and Greg speak with Dick Schiferli, CEO of Pamela, a personal digital assistant for Skype 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 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 some??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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/03/20/ccp028-the-queen-of-cold-calling/ http://www.coldcallingpodcast.com/2007/03/20/ccp028-the-queen-of-cold-calling/#comments Tue, 20 Mar 2007 16:52:45 +0000 mike http://www.coldcallingpodcast.com/?p=35 http://www.coldcallingpodcast.com/2007/03/20/ccp028-the-queen-of-cold-calling/feed/ 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. 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 within??the UK) or +44 20 7193 1295 (from outside the UK). The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/03/06/ccp027-using-skype-to-fatten-your-pipe/ http://www.coldcallingpodcast.com/2007/03/06/ccp027-using-skype-to-fatten-your-pipe/#comments Tue, 06 Mar 2007 10:49:37 +0000 mike http://www.coldcallingpodcast.com/?p=33 http://www.coldcallingpodcast.com/2007/03/06/ccp027-using-skype-to-fatten-your-pipe/feed/ 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 productivity. We ... 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. Next episode, we'll be talking about a companion application to Skype called Pamela, which will help improve your productivity even more, so stay tuned! 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/02/20/ccp026-promoting-a-prospecting-culture/ http://www.coldcallingpodcast.com/2007/02/20/ccp026-promoting-a-prospecting-culture/#comments Tue, 20 Feb 2007 11:53:32 +0000 mike http://www.coldcallingpodcast.com/?p=32 http://www.coldcallingpodcast.com/2007/02/20/ccp026-promoting-a-prospecting-culture/feed/ 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 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 "10/10" rule, and a great way to incentivise salespeople to hit realistic calling targets. We also announce??the winner of our first competition,??who won a Creative Zen MP3 player by sending in an excellent cold-calling tip (which we briefly explain but will probably cover in more detail on a future show). We now??have a new competition, so listen in for details of how to win another Zen. 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/02/19/how-to-subscribe/ http://www.coldcallingpodcast.com/2007/02/19/how-to-subscribe/#comments Mon, 19 Feb 2007 10:01:53 +0000 mike http://www.coldcallingpodcast.com/?page_id=31 http://www.coldcallingpodcast.com/2007/02/19/how-to-subscribe/feed/ http://www.coldcallingpodcast.com/2007/02/19/what-is-a-podcast/ http://www.coldcallingpodcast.com/2007/02/19/what-is-a-podcast/#comments Mon, 19 Feb 2007 09:56:01 +0000 mike http://www.coldcallingpodcast.com/?page_id=30 http://www.coldcallingpodcast.com/2007/02/19/what-is-a-podcast/feed/ http://www.coldcallingpodcast.com/2007/02/06/ccp025-channel-selling/ http://www.coldcallingpodcast.com/2007/02/06/ccp025-channel-selling/#comments Tue, 06 Feb 2007 16:39:00 +0000 mike http://www.coldcallingpodcast.com/?p=29 http://www.coldcallingpodcast.com/2007/02/06/ccp025-channel-selling/feed/ 24:17 CCP025 - Grag and Mike chat with Mark Whitehouse, Director of Channel Alliances, about how choosing and using the right partners can help you sell 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. More details on Channel Alliances can be found at their website at www.channel-alliances.com. 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 within??the UK) or +44 20 7193 1295 (from outside the UK). Digg this! Listen Now: business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/01/23/ccp024-steering-conversations/ http://www.coldcallingpodcast.com/2007/01/23/ccp024-steering-conversations/#comments Tue, 23 Jan 2007 12:17:48 +0000 mike http://www.coldcallingpodcast.com/?p=28 http://www.coldcallingpodcast.com/2007/01/23/ccp024-steering-conversations/feed/ 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. We also have an update on our competition (entries are still being accepted until 31st January 2007, so send us your best tips and tricks if you want the opportunity to win a Creative Zen). 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 the UK) or +44 20 7193 1295 (from overseas). The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2007/01/09/ccp023-using-feedback/ http://www.coldcallingpodcast.com/2007/01/09/ccp023-using-feedback/#comments Tue, 09 Jan 2007 12:24:46 +0000 mike http://www.coldcallingpodcast.com/?p=27 http://www.coldcallingpodcast.com/2007/01/09/ccp023-using-feedback/feed/ 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. We also have a couple of announcements to make about The Cold Calling Podcast going into 2007, and there is a competition where you can win a Creative Zen MP3 player. 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 the UK) or +44 20 7193 1295 (from overseas). The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/12/12/ccp022-the-sales-prevention-dept/ http://www.coldcallingpodcast.com/2006/12/12/ccp022-the-sales-prevention-dept/#comments Tue, 12 Dec 2006 14:29:18 +0000 mike http://www.coldcallingpodcast.com/?p=26 http://www.coldcallingpodcast.com/2006/12/12/ccp022-the-sales-prevention-dept/feed/ 22:38 Episode 022 - Greg and Mike discuss all those annoying things that make your selling job more difficult, and ways to deal with them 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. Speak to you all again??in 2007! Greg and Mike. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/12/05/ccp021-trapped/ http://www.coldcallingpodcast.com/2006/12/05/ccp021-trapped/#comments Tue, 05 Dec 2006 15:01:40 +0000 mike http://www.coldcallingpodcast.com/?p=25 http://www.coldcallingpodcast.com/2006/12/05/ccp021-trapped/feed/ 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 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. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/11/28/ccp020-objection-handling/ http://www.coldcallingpodcast.com/2006/11/28/ccp020-objection-handling/#comments Tue, 28 Nov 2006 22:46:58 +0000 mike http://www.coldcallingpodcast.com/?p=24 http://www.coldcallingpodcast.com/2006/11/28/ccp020-objection-handling/feed/ 23:54 Episode 020 - Greg and Mike talk about the five most common objection you face on a cold call, and ways to deal with them 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 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. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/11/21/ccp019-direct-number-ii-the-sequel/ http://www.coldcallingpodcast.com/2006/11/21/ccp019-direct-number-ii-the-sequel/#comments Tue, 21 Nov 2006 13:23:07 +0000 mike http://www.coldcallingpodcast.com/?p=23 http://www.coldcallingpodcast.com/2006/11/21/ccp019-direct-number-ii-the-sequel/feed/ 17:27 Episode 019 - Greg and Mike revisit the topic of how to get direct numbers, by fair means and foul... 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 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. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/11/15/ccp018-linking-up-to-new-prospects/ http://www.coldcallingpodcast.com/2006/11/15/ccp018-linking-up-to-new-prospects/#comments Wed, 15 Nov 2006 00:05:31 +0000 mike http://www.coldcallingpodcast.com/?p=22 http://www.coldcallingpodcast.com/2006/11/15/ccp018-linking-up-to-new-prospects/feed/ 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. Please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com if you have any suggestions, comments, questions??or??feedback. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/11/07/ccp017-cultural-differences/ http://www.coldcallingpodcast.com/2006/11/07/ccp017-cultural-differences/#comments Tue, 07 Nov 2006 21:46:41 +0000 mike http://www.coldcallingpodcast.com/?p=21 http://www.coldcallingpodcast.com/2006/11/07/ccp017-cultural-differences/feed/ 24:26 Episode 017 - Greg and Mike discuss some of the diifferent approaches it is necessary to take when calling different countries and cultures 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. This is a topic on which we would really welcome some feedback, so please send your e-mails to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/10/31/ccp016-is-the-water-too-cold/ http://www.coldcallingpodcast.com/2006/10/31/ccp016-is-the-water-too-cold/#comments Tue, 31 Oct 2006 10:28:45 +0000 mike http://www.coldcallingpodcast.com/?p=20 http://www.coldcallingpodcast.com/2006/10/31/ccp016-is-the-water-too-cold/feed/ 21:46 Episode 016 - Greg and Mike explore some of the reasons why people are reluctant to cold call and offer some tips on how to go from just dipping a toe in to actually diving right in and going for it! 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. Please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any suggestions, comments, feedback, etc. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/10/23/ccp015-the-numbers-game/ http://www.coldcallingpodcast.com/2006/10/23/ccp015-the-numbers-game/#comments Mon, 23 Oct 2006 15:50:48 +0000 mike http://www.coldcallingpodcast.com/?p=19 http://www.coldcallingpodcast.com/2006/10/23/ccp015-the-numbers-game/feed/ 22:12 Episode 015 - Greg and Mike go through how you can improve your hit rate without necessarily making more calls 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 have any thoughts or comments on this (or any previous) episode, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com, or feel free to leave a comment on our website. Its??always good to hear back from listeners. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/10/17/ccp014-for-business-owners/ http://www.coldcallingpodcast.com/2006/10/17/ccp014-for-business-owners/#comments Tue, 17 Oct 2006 16:21:29 +0000 mike http://www.coldcallingpodcast.com/?p=18 http://www.coldcallingpodcast.com/2006/10/17/ccp014-for-business-owners/feed/ 16:03 Episode 014 - Greg and Mike talk about some of the specific things you should be doing on the Cold Calling front if you are a business owner 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. We always appreciate your feedback, so please keep sending it in to mike@coldcallingpodcast.com or greg@coldcallingpodcast.com. Also, check out the SalesRoundup Podcast at www.salesroundup.com if you want some great tips on how to progress and manage the sale beyond the Cold Call. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/10/10/ccp-special-edition-zubka/ http://www.coldcallingpodcast.com/2006/10/10/ccp-special-edition-zubka/#comments Tue, 10 Oct 2006 18:10:01 +0000 mike http://www.coldcallingpodcast.com/?p=17 http://www.coldcallingpodcast.com/2006/10/10/ccp-special-edition-zubka/feed/ 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 with??any comments,??questions, suggestions or??feedback. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/10/03/ccp013-questioning-techniques/ http://www.coldcallingpodcast.com/2006/10/03/ccp013-questioning-techniques/#comments Tue, 03 Oct 2006 20:52:25 +0000 mike http://www.coldcallingpodcast.com/?p=16 http://www.coldcallingpodcast.com/2006/10/03/ccp013-questioning-techniques/feed/ 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, as ... 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 (!) Please continue sending your feedback to mike@coldcallingpodcast.com, or feel free to leave a comment on this site. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/09/26/ccp012-pushiness-and-aggression/ http://www.coldcallingpodcast.com/2006/09/26/ccp012-pushiness-and-aggression/#comments Tue, 26 Sep 2006 21:20:12 +0000 mike http://www.coldcallingpodcast.com/?p=15 http://www.coldcallingpodcast.com/2006/09/26/ccp012-pushiness-and-aggression/feed/ 26:48 Episode 012 - Greg and Mike discuss when you might want to adopt more aggressive tactics than yu normally would on a call 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! As usual, please direct any questions, comments and questions to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer yes No http://www.coldcallingpodcast.com/2006/09/19/ccp011-staying-on-track/ http://www.coldcallingpodcast.com/2006/09/19/ccp011-staying-on-track/#comments Tue, 19 Sep 2006 21:36:07 +0000 mike http://www.coldcallingpodcast.com/?p=14 http://www.coldcallingpodcast.com/2006/09/19/ccp011-staying-on-track/feed/ 30:26 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 ... 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 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! Finally, we have some news regarding our new website. Please contact us at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com with any comments, suggestions, questions or feedback. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/09/12/ccp010-warming-up-your-cold-calls/ http://www.coldcallingpodcast.com/2006/09/12/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/2006/09/12/ccp010-warming-up-your-cold-calls/feed/ 28:02 Episode 010 - Greg and Mike discuss various ways to make your calls less cold by using social networking tools like LinkedIn and SoFlow, as well as our old friend Google! 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. Please keep sending your comments, questions and feedback to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/09/05/ccp009-cold-calling-for-newbies/ http://www.coldcallingpodcast.com/2006/09/05/ccp009-cold-calling-for-newbies/#comments Tue, 05 Sep 2006 20:11:06 +0000 mike http://www.coldcallingpodcast.com/?p=12 http://www.coldcallingpodcast.com/2006/09/05/ccp009-cold-calling-for-newbies/feed/ 25:18 CCP009 - Episode 009 - Greg and Mike go back to basics and summarize all the things that people who ae new to cold calling should be doing 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 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! As usual, send any comments, questions and feedback to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/08/29/ccp008-the-right-value-statement/ http://www.coldcallingpodcast.com/2006/08/29/ccp008-the-right-value-statement/#comments Tue, 29 Aug 2006 22:03:33 +0000 mike http://www.coldcallingpodcast.com/?p=11 http://www.coldcallingpodcast.com/2006/08/29/ccp008-the-right-value-statement/feed/ 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 have any questions or feedback (or if you want to record and send us an audio comment to play on a future show), you can contact us at mike@coldcallingpodcast.com??or greg@coldcallingpodcast.com. The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/08/22/ccp007-call-objectives/ http://www.coldcallingpodcast.com/2006/08/22/ccp007-call-objectives/#comments Tue, 22 Aug 2006 16:13:43 +0000 mike http://www.coldcallingpodcast.com/?p=10 http://www.coldcallingpodcast.com/2006/08/22/ccp007-call-objectives/feed/ 27:28 Episode 007 - Greg and Mike talk about the objectives of the cold call, the call to action and closing for an appointment 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 have any comments, questions, suggestions or feedback, please let us know at mike@coldcallingpodcast.com or greg@coldcallingpodcast.com. business, marketing, sales, leads, b2b, prospecting Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/08/15/ccp006-your-opening-pitch/ http://www.coldcallingpodcast.com/2006/08/15/ccp006-your-opening-pitch/#comments Tue, 15 Aug 2006 11:55:22 +0000 mike http://www.coldcallingpodcast.com/?p=9 http://www.coldcallingpodcast.com/2006/08/15/ccp006-your-opening-pitch/feed/ 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. Comments, suggestions and feedback are welcome, as always, to mike@coldcallingpodcast.com and greg@coldcallingpodcast.com The Cold Calling Podcast Mike O'Hara and Greg Grimer no No http://www.coldcallingpodcast.com/2006/07/25/ccp005-voicemail-and-e-mail/ http://www.coldcallingpodcast.com/2006/07/25/ccp005-voicemail-and-e-mail/#comments Tue, 25 Jul 2006 17:33:16 +0000 mike http://www.coldcallingpodcast.com/?p=8 http://www.coldcallingpodcast.com/2006/07/25/ccp005-voicemail-and-e-mail/feed/ 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. Please send your comments, suggestions, questions and general feedback to mike@coldcallingpodcast.com We will now be taking a short break for the summer holidays, and will be back online around mid-August The Cold Calling Podcast Mike O'Hara and Greg Grimer no No