Voicemail Disruption in B2B Prospecting Land

Some fun facts about using voicemail in your sales prospecting process. There is disruption happening is voicemail land. You want to be aware of the changes and do what is necessary to stay ahead of your competition. Let’s review some statistics on voicemail volume, rates of retrieval, abandonment and why transcription and smartphones should have […]

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 […]

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. “Cold Calling” should really be called “Cold Outreach” today because reaching a high-level prospect involves more than just phone calls. Many of the sales meetings being set today by […]

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, […]

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. What do you think? Bonus Boy Dear BB: Bottom line, I really don’t recommend basing appointment setter compensation on deals that close. There […]

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 […]

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 insightful. Some will and we want every word we select to encourage that. However, immediate response is not the only purpose of a voicemail. The voicemail works […]

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 decisions about whom to call, in what order and in what priority. You must at all times allocate your limited time and resources to where it will […]