Plan “B”: Part 2. Where Appointment Setting: Where Most of the Economic Value of Sales Prospecting is Found.
WHERE MOST OF THE ECONOMIC VALUE OF SALES PROSPECTING IS TO BE FOUND…AND SIX WAYS YOU CAN TAP IT. Plan “B”. What is it and why is having one and properly implementing it so critical to capturing the highest return on your investment on your sales prospecting and appointment setting efforts. Well… because of these […]
Is your team fully leveraging the information gathered during prospecting calls? Or, is your organization a sales and marketing “stop-short?” You intend to gain maximum results for your lead generation investment, but after making a significant effort of time and money to make calls, generate leads, you fail to take that last small incremental step […]
PLAN “B” – PART THREE: WHEN THEY SAY “NO”: YOUR REAL MONEY LIES JUST BENEATH THE SURFACE. HERE IS HOW TO DIG IT UP. That top executive at a great prospective client company has just declined your request for a meeting despite your best efforts… what do you do now? Exchange meaningless drivel about keeping […]
How your “Plan B” Gets Unreachables and No’s Into Your Sales Pipeline Without Additional Effort Or Expense. Plan B. After scripting strategies it is the #2 concept that big-ticket appointment setters are most excited about – and tell me has helped them the most. Plan B benefits you big-time as it gets qualified unreachables and […]
Your “Plan B”… or lack thereof…is the biggest factor in determining the total return on your marketing dollars. Two realities… 1. Appointment setting prospecting efforts MUST schedule enough appointments that convert to sales of sufficient size and profit margin… within a reasonably short time… to justify the cost and aggravation in the short term. No […]