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Sales Management Debt: The Trade Offs That Managers Will Pay Back – With Interest

Borrow by taking a quick and easy loan and you get things you want now, no waiting. You pay the loan back -- with interest. Often that is good decision making. It’s a … [Read More...]

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 … [Read More...]

Cold Calling and B2B Appointment Setting – What’s Changed in 20 Years?

I set my first C-Level B2B Sales Appointment in 1994. The first million-dollar account obtained from one of those appointments changed that same year. Some things that used to … [Read More...]

Lead Generation ??: Is the Sales Juice Worth the Squeeze?

Sales leaders are in a constant search for a larger number of better qualified leads and more new business. The hunt for a better way, a more effective sales technique, a … [Read More...]

Key Sales Prospecting Tools: Binoculars and a Microscope

There are two important lead generation tools that you may have overlooked. Not using them, and not using them in the right order, is punching more and more holes in your … [Read More...]

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 … [Read More...]

Basic Roadmap and Strategic Focus to Conduct Effective First Meetings with Sales Prospects

1. How long does a typical first sales meeting of discovery call last? Probably 30-60 minutes. As a general rule we have certain objectives to accomplish and we only have a … [Read More...]

10 Sales Pitch, Discovery Call and First Prospecting Meeting Tips

1. Very easy to rush through beginning phases of a sales call. 2. Very easy to talk about what we want to talk about. 3. Difference between sales efficiency vs sales … [Read More...]

What Top Sales Performers Do on First Meetings and Discovery Calls

Plan questions rather than presentations. They focus on larger strategic sales rather than quick hits. Have different strategies for different competitors. Get … [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...]