CCP035 - Time on Your Hands?
4 Dec 2008 @ 12:20 pm
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 [...]
CCP034 - Overcoming the Limitations of Remote Selling
16 Jul 2007 @ 11:32 am
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 [...]
CCP033 - Interview with Dan Nye, CEO, LinkedIn
6 Jun 2007 @ 11:29 am
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 [...]
CCP032 - Pros & Cons of Outsourcing Telephone Prospecting
22 May 2007 @ 09:49 am
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? [...]
CCP031 - Terminology
8 May 2007 @ 12:01 pm
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 [...]
CCP030 - When to Stop Calling
24 Apr 2007 @ 05:34 am
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 [...]
CCP029 - Hitting The Streets
10 Apr 2007 @ 10:40 am
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 [...]
CCP Special Edition - Pamela
27 Mar 2007 @ 09:42 am
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 [...]
CCP028 - The Queen of Cold Calling
20 Mar 2007 @ 12:52 pm
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 [...]
CCP027 - Using Skype to Fatten Your Pipe
6 Mar 2007 @ 05:49 am
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 [...]
