192: Cold calling is back, baby!
Episode description
Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other channels (23:15), navigating gatekeepers (29:55), objection handling (31:54), and voicemail strategy (37:10).
SHOW NOTES:
More on cold call strategy:
The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018
How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Biberston