CCP034 – Overcoming the Limitations of Remote Selling - December 3, 2007

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).

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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 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).

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 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.

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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? 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).

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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 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).

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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 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).

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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 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).

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CCP028 – The Queen of Cold Calling -

Wendy WeissThis 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).

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 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).

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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 “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).

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