What prospecting problem do you have?

A chain is only as strong as its weakest link. Same applies to prospecting. You can do many things right, but one weak link ruins everything. I see people who are doing a lot of things right, more than they know, yet getting little results. If you don’t know what prospecting problem to fix, you […]

FOMO is killing your lead generation

This is a tough love article. Fact: Your fear of missing out is killing your lead generation. 3 keys to avoiding this trap below. When it comes to prospecting, too much FOMO leads to… NEGLECT of your highest probability-highest value prospects. MISALLOCATION OF RESOURCES (Time and money,) into low-probability and lottery ticket land. WATERS DOWN […]

331 calls, 36 conversations, 1 meeting. Trick to help is….

Sometimes when you are prospecting you can be doing many things very well, yet there is one weak link in the chain and you are not getting enough meetings. You are only as strong as your weakest link. Properly evaluating what you are doing correctly and where you need to put your focus is key […]

Appointment Setting Fulcrum. Before the script…

Every job has its aggravations. With me it’s the frustration felt when people call up and say “I just need a script.” It’s frustrating because in terms of getting the results they seek, a “good script” should not be the first thing on people’s minds. When scripts are focused on first, prerequisites to having a […]

Get Out of the Hamster Wheel. 4 Low Level High Result To-Do’s

4 surprising strategies for drastically different sales results. Most people work very very hard. Most people reap results far below their abilities and efforts deserve. If your thought is that you will work harder yet essentially do more of the same… and expect vastly different sales results… you have already lost. Here are some tips […]

Discovery Calls & Appointment Setting B2B. Top 10 “Scottisms” for Success

Success in scheduling discovery calls and appointment setting B2B, Lead Generation and sales prospecting all boils down to some basic core principles. Over the years of smiling and dialing and helping sales teams to do the same these core principles have been embodied in “Scottisms.” Stupid simple sayings that capture the essence of appointment setting […]

9 tips to get past gatekeepers when cold calling

Getting through the gatekeeper. If you feel that is your problem, you are probably making other mistakes. Fact: In all my years of appointment setting I never tried to “get through the gatekeeper.” Never. Why? Well, trying to “get thru the gatekeeper”  is a low-probability of success action. A very low probability of success action. […]

Prospecting One Level Below The Check Writer: The Impact On Closing Ratios

I’m going to share with you a rule of thumb I have used in prospecting I call the 6x rule. The origins of the rule came out of an appointment setting project I did years ago. This project was done for a management consulting company that worked across the United States. They had very strict […]

46 Top Tips to Sell the Meeting. Part 2

12. Eliminate calls to less worthy prospects. At the core of bad prospecting is inadequate (non-existent?) target selection. Dumb, wasteful and can be fixed with just 3-5 hours of effort. “Profile” your current and previous best accounts. Identify clones of those accounts. Call them first. In many organizations multitudes of grade A prospects are not […]