CRM / Contact Manager Functionality for Appointment Setting

A CRM is not a CRM is not a CRM. Especially when it comes to booking sales appointments and discovery calls. Appointment setting has some special requirements as to functionality and layout you want to be aware of. What works and might be acceptable in one sales environment is woefully inadequate when it comes to […]

Three Core Reasons for Appointment Setting Success (or Failure).

Hi, this is Scott Channell. B2B lead gen and appointment setting programs can under-perform for a variety of reasons, but there are three core reasons I see again and again, as the root cause for failure. If you fix, or don’t make these mistakes in the first place, you greatly increase your odds of creating […]

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 […]

Appointment Setting B2B. “No” Is an Acceptable Result. “Maybeland” is death.

With your every calling action you are seeking to get more clear “Yes’s” and “No’s.” The most successful appointment setters communicate value such that qualified buyers can grasp it and they say “Yes.” But the flip side of that is that those with no needs will “get it” and say “No.” “No’s” are good. When […]

Cold Calling Tip: Never Refer to Info Sent When Appointment Setting

Here is a common self-sabotaging lead generation behavior that you can stop immediately. Do not evah (as we say in in Boston) refer to mailing, Emailing or sending something to a prospect when you get them to finally pick up the phone. This is a great example of a sales behavior that at first glance […]

B2B Appointment Setting Slump? How to Turn it Around.

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 […]

Appointment Setting Moneyball: More Closed Accounts with Less

 How do appointment setting companies with limited resources excel at setting sales appointments effectively for market share and new accounts against richer rivals? They play appointment setting moneyball. “Moneyball” is a philosophy. No, it is a reality of gaining competitive advantage with fewer resources than your rivals. The concept of playing moneyball entered our conscience with the […]

Appointment Setting C-Level Newbie Reveals 7 Lessons for Call Success

We learn lead generation/appointment setting best from the mouths of those actually doing it. Learn 7 lessons from an overseas coaching client that had never sold before. He started by “*#$*ting my pants,” (his words), and ended up setting two appointments in his first two hours. Not typical, but not that unusual. Review the 7 […]