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SBP027: If cold calling is dead, how does The Cold Calling Company succeed at it?

Roger Knocker • January 28, 2024

SBP027: If cold calling is dead, how does The Cold Calling Company succeed at it?


People say that the topic of cold calling was dead many years ago.


Or… is it?


My guest today says, “false,” and by the end of this episode, you will be too!


In this of the Smart Business Performance Podcast, Roger talks with Chantell Kanes, Managing Director at The Cold Calling Company. She has a strong passion for sales consulting and lead generation.


She breaks down everything you need to know about the benefits of Cold calling. She definitely will revamp your thoughts about Cold calling by the end of this episode!


Tune in now and make sure to take away the notes with you!


Conversation Highlights:


[01:28] Cold calling is the only way to get through a potential prospect in a direct form. She explains that if executed and monitored correctly it’s definitely not dead!


[03:13] She describes Cold calling as the most cost-effective way to generate new leads and business. Cold calling directly targets specific people.


[07:10] There is no Cold calling without planning and preparation. The biggest part of Cold calling is to pass the gatekeeper. It takes blood to do this job!


[13:19] All goes down to preparations! You’ve got to be prepared and planned before even making the first call.


[16:50] You will definitely get 100 No’s every day! Chantell believes that everyone can be taught to cold call if they are having the right mindset.


[19:02] Cold calling is actually a full-time job because you need to follow-up on the calls you made the previous day. She explains that they decided to go virtual in order to manage their employees.


[23:12] Business owners choose the Cold Calling Company for monitoring and managing whether the B2B Cold calling is being executed correctly.


[28:40] They do Cold call to the whole of South Africa. They also have run some campaigns for UK and would be keen to help you out!


[30:13] Cold calling is not dead. If your preparations are correct, then you will be able to provide this service in a very cost-effective way.


[31:31] Chantell is passionate about Cold calling because at the end of the day she sees that it really does work.



Connect with Chantell:

  • On LinkedIn
  • Twitter
  • Instagram
  • Facebook


The Cold Calling Company website

Email her at chantell@coldcall-company.co.za

Phone her on: +27 71 275 6293

 


If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

By Clerissa Holm March 18, 2025
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Financial KPIs Every CFO Should Track in 2025
By Clerissa Holm February 17, 2025
In the ever-evolving financial landscape of 2025, CFOs are tasked with navigating complexities ranging from global economic shifts to technological advancements. The ability to track and analyse the right financial Key Performance Indicators (KPIs) is no longer a luxury but a necessity. These metrics not only provide insight into an organisation’s financial health but also support strategic decision-making. Here are the top financial KPIs every CFO should prioritise in 2025: 1. Revenue Growth Rate Revenue growth is a clear indicator of a company’s ability to generate sales over time. This KPI allows CFOs to evaluate the success of business strategies and identify trends in market demand. Formula: Revenue Growth Rate = [(Current Period Revenue - Previous Period Revenue) / Previous Period Revenue] x 100 Why It Matters: Monitoring revenue growth helps CFOs assess performance against strategic goals and anticipate future cash flow needs. 2. Gross Profit Margin Gross profit margin measures the profitability of core business operations, excluding indirect costs like administrative expenses. Formula: Gross Profit Margin = [(Revenue - Cost of Goods Sold) / Revenue] x 100 Why It Matters: It reveals the efficiency of production processes and pricing strategies, enabling CFOs to identify areas for improvement. 3. Net Profit Margin While gross profit focuses on operational profitability, net profit margin considers all expenses, including taxes and interest. Formula: Net Profit Margin = (Net Income / Revenue) x 100 Why It Matters: A high net profit margin indicates strong financial health and the ability to manage expenses effectively. 4. Cash Conversion Cycle (CCC) The CCC measures how quickly a company can convert its investments in inventory and receivables into cash flow. Formula: CCC = Days Inventory Outstanding + Days Sales Outstanding - Days Payables Outstanding Why It Matters: In 2025, with supply chain disruptions and rising interest rates, efficient cash flow management is critical. The CCC helps CFOs identify bottlenecks and optimise working capital. 5. Operating Expense Ratio (OER) This KPI compares operating expenses to revenue, offering insights into cost management. Formula: OER = (Operating Expenses / Revenue) x 100 Why It Matters: Keeping operating expenses in check is vital for maintaining profitability, especially in uncertain economic climates. 6. Debt-to-Equity Ratio This KPI highlights the financial leverage of the company by comparing total liabilities to shareholder equity. Formula: Debt-to-Equity Ratio = Total Liabilities / Shareholder Equity Why It Matters: With interest rates fluctuating in 2025, maintaining a healthy balance between debt and equity is crucial to avoid over-leveraging. 7. Return on Equity (ROE) ROE measures the efficiency of a company in generating profits from shareholders' investments. Formula: ROE = (Net Income / Shareholder Equity) x 100 Why It Matters: A strong ROE signals to investors that the company is effectively using their capital, which is vital for securing future funding. 8. Earnings Before Interest, Taxes, Depreciation, and Amortisation (EBITDA) EBITDA provides a clear picture of operational profitability without the influence of financing and accounting decisions. F ormula: EBITDA = Net Income + Interest + Taxes + Depreciation + Amortisation Why It Matters: CFOs use EBITDA to benchmark performance against competitors and industry standards, making it a key metric for strategic planning. 9. Customer Acquisition Cost (CAC) As businesses invest in growth strategies, understanding the cost of acquiring new customers becomes crucial. Formula: CAC = Total Sales and Marketing Expenses / Number of New Customers Acquired Why It Matters: Tracking CAC helps CFOs ensure marketing spend aligns with long-term profitability goals. 10. Economic Value Added (EVA) EVA measures the value a company generates beyond the required return of its shareholders. Formula: EVA = Net Operating Profit After Taxes (NOPAT) - (Capital Employed x Cost of Capital) Why It Matters: EVA provides a holistic view of financial performance, emphasising value creation over short-term profits. Final Thoughts In 2025, CFOs must adopt a forward-thinking approach, leveraging advanced analytics and real-time reporting tools to stay ahead. By focusing on these essential financial KPIs, CFOs can drive strategic growth, ensure resilience, and foster long-term success in an increasingly competitive landscape. Tracking these metrics isn’t just about numbers; it’s about enabling informed decisions that align with the company’s vision and goals.
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