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 process and script strategies used by those who are successful appointment setters. Let me share some b2b sales tips and contrarian practices used by b2b sales reps […]

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 […]

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 most popular belief, discussing the point that most get wrong and summarizing where research can, and should be used for greatest leverage. https://s3.amazonaws.com/scottchannell/Researching_myth.mp4 Now […]

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 […]

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 the right person, at the right company, at the right time. Hands down. No contest. You can stack up your strategies to the moon, […]

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 […]

One Sales Floor Below: Cost of Starting Sales Process Too Low.

I’m going to share with you a rule of thumb I have used in prospecting I call the 6x rule. The origins of the rule came out of an appointment setting project I did years ago. This project was done for a management consulting company that worked across the United States. They had very strict […]

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 […]

Connect With Qualified Prospects Webinar Replay: Sales Scripts, Call Process and Practical Tips

Conducted a webinar for a major B2B Franchise Company in July 2016. If you seek to punch up your scripts or call process here is a great overview of the issues you should be aware of and focus on. Watch the webinar here

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 […]