Experts in Appointment Making, Cold Calling, Prospecting and Lead Generation

Caponi Performance Group, Inc. is focused on solving the number one challenge faced by sales managers and sales professionals today – the need to get in front of more potential customers in less time. Our unique ColdCalling101™ solution provides the skills, tools and processes to help sales professionals reach more decision makers in less time, and turn more of those conversations into appointments.

The Sales Challenge

Sales managers consistently tell us they are confident in their sales team's ability to close business once in front of a target. Their biggest barrier to success is the inability to get enough Initial Appointments to begin the selling process.

Why has it proved so difficult for sales teams to solve this problem over the years?

At the Caponi Performance Group, our research and experience led us to conclude that we've all been operating under a mistaken assumption: i.e., to get quality targets into the pipeline, we can just use the same skills, tools, and processes that work so well to move a prospect through the pipeline. The result has been the application of the same set of traditional pipeline oriented selling approaches to prospecting challenge. For the appointment setting challenge, the result has been ineffective, inefficient and frustrating.

ColdCalling101: Introducing the First Total Solution for Successful Telephone Prospecting

First and foremost is results. Our typical customer experiences a doubling or better of the number of Initial Appointments being set by their sales team after attending one of our ColdCalling101 Prospector's Academies.

The solution is called ColdCalling101, and is our proven, integrated approach to prospecting that can be applied in any sales setting, for any company, in any industry. ColdCalling101 simultaneously addresses both efficiency and effectiveness. It also addresses the differences in the necessary selling skills, tools, and processes that must be applied in the appointment setting process that are different than those applied when in the pipeline stage of the selling process. Our customers find that this unique and distinctive approach has a dramatic effect on sales revenue.

One final distinction: Regardless of whether we are calling warm leads, referrals, or calling off a cold list, the process we must follow is identical. After all, even the strongest referrals say no, don't they? The ColdCalling101 solution applies to all flavors of appointment setting.

This unique and distinctive approach has three components: Art, Science, and Best Practices. Our customers have found that it is only when all three of these components are harmoniously brought together in a customized ColdCalling101 solution, does the well-oiled machine result.