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Sell more sales strategy: Leverage the power of “no”

“The difference between successful people and really successful people is that really successful people say no to almost everything.” Warren …

50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.

Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually …

Phone Script Audit Checklist-15 Sales Script Factors to Boost Discovery Calls and B2B Appointment Setting

Before I started sales coaching, I worked the phones to book more than 2,000+ C-Level appointments in diverse industries. That …

If Your Appointment Setting System Is Not Working, What Do You Do? 3 Core Reasons For Poor Results.

What if you or your team are smiling, dialing, emailing, leaving messages, working hard and yet, too few sales appointments …

7 Self-Sabotaging Sales Script Choices

When you get decision-makers on the phone, are you interrupted, cut-off, hung up on or quickly hear “We are all …

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Phrases of B2B Prospecting and Appointment Setting Shame

Phrases of shame used in sales prospecting.
How commonly used words self-sabotage your prospecting efforts and snatch defeat from the jaws of sales victory.
Why do people work so hard to call call call to get Ms. Top Decision Maker on the phone… only to do everything they can to chase them away?

Avoiding sales mistakes and knucklehead land.

Loyal reader Connor dropped me a note about how he enjoyed hearing stories, reasons and evidence for not being another …

Discovery Call Formula of Success: 50/20/20/10

I used to believe in the 60/30/10 rule when it came to be booking sales appointments and discovery calls. That …

Ten Tips To Really Screw Up Prospecting.

If you like to work hard trying to set discovery calls and don’t care about your appointment setting results, this …

Call Reluctance and Cold Call Sales-Beat Avoid Dialing Disorder (ADD)

Four strategies to overcome call reluctance. It takes psychology, discipline and reasonable expectations to make more sales calls when you …

Sales wins largely predetermined by sales preparation

[Raw Video Transcript-not yet edited] Hey everyone. Scott Chanell here. Welcome to, this episode of selling with Scott and today’s …