Thank you for buying my new book “Sell The Meeting,” available on Amazon.

I have used ACT as my CRM for about 18 years. Below is my new improved, updated February 2020 layout. Below that is my previous layout.

Effective appointment setting is far more about strategy, resource allocation and the “how” of reaching your goals. Those that emphasize scripts and activity levels and don’t focus enough on the efficiency with which callers can work, and your ability to code, segment and prioritize records by potential worth, recency of inquiry, vendor status and other factors are doomed to fish where there are few fish.

Any CRM user can pick up some ideas from this to improve call efficiency and better allocate time to those most likely to buy. If you or your team are wading through a lot of crappy records you cannot fix that by making more dials.

Note the following on these layouts.

• How all info on status and what needs to be done on a call is immediately visible by the caller when they open the record. No bopping among multiple pages and scrolling around to figure out what is happening and what to do.
• How similar info is organized together so that at a glance you can size up what to do.
• How info on revenue range, employee size, what they do, key info and what they have requested is right in your face.
• Continued below