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How to Find Your Prospect’s Email Address: Tools to Use.

Let’s review tools to find the email addresses of your highly targeted prospects and decision-makers. Email is becoming more and more important in appointment setting land. … [Read More...]

Researching Before Your Appointment Setting Call. Worth it or Waste of Time?

When seeking to set a sales appointment or discovery call, should you research a company before you call or send an email? We’ll answer that question 3 ways, by pondering the … [Read More...]

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, … [Read More...]

Lead Generation: Bumping Into Prospects at Right Time is Worth a Big Bang at Closing Time

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 … [Read More...]

These Two Phone Scripts are Real and They’re Spectacular

Your “Set the Meeting” Script: Two Sample Scripts with Variations. Consider this. You launch your call process with many decision-makers by making the first call to get … [Read More...]

Dear Scott: Should I Bonus Appointment Setters on Deals Closed?

Dear Scott: We are establishing a small in-house team to set up meetings. In addition to the base was thinking of giving a bonus based on a percentage of deals that close. … [Read More...]

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 … [Read More...]

A Message About Voicemails

Lets Review Some Voicemail Basics, Then Analyze a Voicemail Script, Phrase by Phrase (below) Bulletin: Very few people who listen to a voicemail will return the call. How … [Read More...]

How to “Bump” Into a Many More Qualified Buyers When You Prospect

  You or your sales team have limited time. Every business has limited resources. You must get maximum return for dollars and time invested. You must make informed … [Read More...]

Most Popular

B2B Sales Cold Calling Contrarian Truths: Get It Right by Knowing What Most Get Wrong

B2B sales people who optimize sales performance by gaining access to decision makers, convert those meetings to business cost-effectively... and sustain that success, stay congruent with the sales … [Read More...]

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 … [Read More...]

50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.

Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually thought that meant they were “not interested.” Hilarious. Newbie … [Read More...]

5 Components of 30-Second “Appointment Setting” Script That Works

Your Appointment Setting Script must accomplish 5 things in a matter of seconds. When someone that has a need you can fill says "Hello," how do you structure what you say in a sales script to get … [Read More...]

Model Responses to Cold Call Objections. Sales Scripts to handle Blow-Offs and Sales Resistance.

MODEL SALES SCRIPTS OBJECTION RESPONSES TO "SEND ME SOME INFO", "WE ARE ALL SET", "CALL ME BACK", "I WILL MEET WITH YOU BUT CALL ME IN SIX WEEKS", "TELL ME WHAT YOU DO" AND "I GET 20 CALLS LIKE THIS A … [Read More...]

“Send Me Some Information” Wimp Test. Is Your Sales Objection Response Strong or Weak?

SAMPLE BEST RESPONSE TO THE " JUST SEND ME SOME INFORMATION" SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO "SEND ME SOME INFO" IS OFTEN "UM, OK" YOU ARE AN OFFICIAL WIMP. Here is a word … [Read More...]

Door to Door Sales Scripts 911 Rescue. “Sell Now or Die.”

Door to door sales challenged? Door to doorers take heed of this true tale of cold calling on front steps success. Mark from TX creates 6-figure income knocking on doors with new door-to-door sales … [Read More...]

Sample Appointment Setting Script was Super Successful

Here is a sample appointment setting script that helped a salesperson go from 2/3 appointments a month to 10-15 a week..... more B2B prospects found by calling while increasing the size of the average … [Read More...]