Sell the Meeting, Not Your Service
Why Focusing on the Meeting Books More Discovery Calls The most important B2B appointment setting truth in sales prospecting and B2B lead generation is simple. Your first objective is not to sell your service. Your first objective is to sell the meeting. Because without a discovery call or first sales meeting, nothing else can happen. […]
Stop fixing symptoms in B2B appointment setting: identify the real constraint
In complex B2B appointment setting environments, leaders often respond to weak results by increasing activity. More dials.More scripts. More follow-up. The intention is sound: strengthen the B2B sales pipeline and drive sales performance improvement. But in multi-step, multi-decision-maker environments, most underperformance is not an effort issue. It is a structural issue inside the sales prospecting […]
The B2B appointment setting operating system
How B2B sales teams earn access to decision-makers—consistently Why most B2B appointment setting, cold outreach, and sales prospecting efforts fail Most B2B appointment setting fails for a reason that’s uncomfortable to admit: It’s not a skill problem.It’s not a motivation problem.And it’s rarely a volume problem. It’s a system problem. Table of Contents Sales teams […]
Fanatical prospecting for b2b business development
Turning ‘Not Now’ into Revenue: The Modern B2B Sales Prospecting Playbook In B2B sales, the quest for new accounts can often feel like a relentless uphill battle. You’re making calls, sending emails, and connecting on LinkedIn, but are your efforts truly yielding the high-value leads and consistent revenue you need? Many pour immense energy into […]
Stop Blaming the Reps: Systemic Flaws in B2B Appointment Setting
Let’s be honest. For many, sales appointment setting is a miserable job. It’s a high-pressure, high-rejection grind. Management is breathing down your neck for “more dials,” you’re burning through lists, and the pipeline is an anemic collection of “maybes” and “call me next quarters.” Many b2b appointment setters are trapped on a hamster wheel. They’re […]
This isn’t another list of tips. It’s the operating system every b2b appointment setter needs
I don’t love cold calling. That’s my confession. It may sound strange coming from someone who smiled and dialed his way to setting over 2,000 C-Level sales appointments, but it’s the truth. The industry is flooded with garbage advice: “top 10 hacks,” “5 killer lines,” and endless lists of “magic tips” that promise to solve […]
Cold Calling Opening Lines That Build Instant Credibility
As a guest on the Sales Reinvented Podcast with Paul Watts as host, I was asked the following question. “What are some of the opening lines or techniques that you have found to be most effective when it comes to capturing that prospect’s interest within the first few seconds of that call?” Read or listen […]
B2B Lead Generation: Bumping Into Prospects at Right Time is Key to Closing
Great scripts, pimped out CRM, a magnetic personality and having a great shiny widget. Ya, those things can help close a deal. But you know what beats them all? “Bumping” into the right person, at the right company, at the right time. Hands down. No contest. You can stack up your strategies to the moon, […]
B2B Lead Generation Follow-up is Key to Riches
If your lead generation process involves making phone calls you are making a significant investment. You should get every return you can for that time and money spent. Your objective should not be limited to setting the most appointments and scheduling the most discovery calls. That is just the beginning. In addition to those next […]
B2B Appointment Setting Slump Turnaround
B2B appointment setting is simple but it is not easy. What do you do when you feel you are constantly running into brick walls? Many appointment setters work hard yet get stuck. This 8 minute audio runs through the mental checklist I would use when I was calling and trying to get a new project […]