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]).

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