Tag: prospecting

Three Metrics required to manage the appointment setting process.

“Make more dials!” goes the typical sales manager mantra.  But is that the best way to set more  appointments?

Many clients we’ve worked with originally only had their sales teams reporting to management each week the number of dials they were making to set appointments. Most also track the number of appointments set. But, even in those situations that track them both, it’s not enough to effectively manage the process. Continue reading “Three Metrics required to manage the appointment setting process.”

Plan your calendar before making the first appointment making call of the day.

Before we begin calling, we should have already mapped out the times on our calendar we’ll be asking for appointments.

Time fliesRemember, when calling for appointments, we recommend asking for specific dates and times. We’ll cover the reasons for that in another blog. For now, let’s talk about the concept of knowing when we want the appointment, as that will become an issue whether you ask for a specific date and time up front or not.

Continue reading “Plan your calendar before making the first appointment making call of the day.”