The Appointment Making Formula™:  

The next web-based workshop for 2011 will be on June 28th

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Each month we provide a series of webinars about telephone prospecting challenges and techniques. 
Click Here to see this month's topics and registration form.


The Appointment Making Formulais  designed for both the individual and the  corporate sales team.

Click Here for Details of The Appointment Making Formula


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 Upcoming Sales Speaking Events

In the speaking arena, Barry Caponi is known as a dynamic and engaging public speaker.  He has spoken to basically three types of audiences; sales forces and/or sales managers, senior non-sales management or general business audiences.  Topics are general motivation and sales or sales management oriented and are usually customized to the concerns and challenges of the audience as well as the setting.   Contact Mr. Caponi to discuss your public speaking needs.  Topic ideas might include: setting more appointments, cold call reluctance, becoming more efficient in your prospecting efforts, better forecasting accuracy, latest sales management challenges, more effective lead generation, how to go about territory design, compensation design ideas, are your quota assignments realistic, cost of sales reduction, and creation of sales best practices.


Barry Caponi Scheduled 2011

Speaking Engagements 

Upcoming Events:

Richardson Chamber of Commerce  –  Small Business Leadership Conference
Tuesday, February 22, 2011
7:30 AM to 11:30 AM

Nationally acclaimed business consultant and speaker Bob Prosen will kick off the Richardson Chamber of Commerce Small Business Leadership Conference on February 22. His keynote address “Managing for Success” begins an action-packed half day workshop that is designed for the owner, manager, decision maker or leader of any small business. Following Bob Prosen’s opening address, Barry Caponi and other business experts will present key topics in two rounds of concurrent breakout sessions. Become a leader in your business by making plans to attend this information packed conference today.


Doubletree Hotel Dallas-Richardson
1981 N. Central Expressway
Richardson TX 75080
Map to Event








Past 2010 Events:

Sales Integrity  – Sales Achievement Roundtable, Dallas

"Get In Front Of More Qualified Prospects In Less Time."    

June 3, 2010

7:30 a.m. - 9:00 a.m.

$25 per person


If you are the type of person who wants a systematic prospecting approach to get in front of more qualified prospects in less time then you will want to attend June's Sales Achievement Roundtable.

By attending June's Sales Achievement Roundtable, you will discover:

bulletHow to succeed on purpose by applying the four key components of successful prospecting.
bulletA strategic set of best practices for prospecting to help alleviate a "wing it" mentality.
bulletAn effective and efficient methodology that works for all types of appointment setting: following up on marketing leads, referrals, networking calls, as well as for cold calling!
bulletHow to successfully apply Dr. Robert Cialdini's Principals of Influence to the prospecting process such as: "Reciprocity & Scarcity", "Authority, Creditability & Proof", and "Commitment & Consistency", which will help put you in front of more qualified prospects in less time.
bulletHow to successfully invoke the "Law of Effective Communications" to get your prospects to respond less to "what" you say and more to "how" you say it.
bulletAnd much, much more!


Westin Hotel Galleria, Dallas TX    view map

Waco Conference Room - 2nd level

13340 Dallas Pkwy
Dallas, TX 75240





SMEI  – Dallas

"Telephone Techniques."

April 9, 2010

7:30 a.m. - 9:00 a.m.


The art and science of telephone selling Share ideas for using the phone to prospect, sell and service more effectively. How do you get the prospect to listen to you in the first 10 seconds? Is the telephone dead as a prospecting tool? How have techniques had to change with the widespread use of cell phones? This interactive roundtable discussion format has proven extremely valuable to attendees.

Discussions are guided by the facilitator (Barry Caponi), but personalized to your own current issues, needs and ideas.

Grand Homes Bldg, Dallas TX    view map

Tower II

15950 N Dallas Pkwy

Dallas, TX


Registration Link




Richardson Chamber of Commerce  – Small Business Roundtable

"The Secret to Setting More Appointments."

February 18, 2010

7:15 - 9:00 a.m.


Learn the easy step by step process to employ the techniques that thousands of others have used to double or better the number of first appointments they were setting.

No matter whether you call inbound marketing leads, warm referrals, opportunities developed through networking or must cold call, learn how the pros use a comprehensive approach to the challenge that includes both technique and a tool.
       check out Barry's weekly blog at www.coldcalling101.com/blog/

Participants will receive:


A copy of - Top Ten Biggest Mistakes Cold Callers Make on the Phone (and How to Avoid Them)


An Activity Calculator to determine how many Initial Appointments, Conversations and Dials you need to hit your goals


The secret (technique) to shortening buying cycles and closing more deals


A chance to win a free seat in an upcoming The Appointment Making FormulaTM web-based workshop


Holiday Inn Select

1655 N. Central Expressway

Richardson, TX  75080

Registration Link


Past 2009 Events:

Richardson Chamber of Commerce – Small Business Roundtable

"The Five Reasons Why Telephone Prospecting Programs Fail and What to do About it"

February 19, 2009

7:30 - 9:00 a.m.

Holiday Inn Select

1655 N. Central Expressway

Richardson, TX  75080


Past 2008 Events:


Richardson Chamber of Commerce – Small Business Roundtable

"The Art and Science of Appointment-Making: Is There Really a Silver Bullet?"

May 15, 2008

7:30 - 8:30 a.m.

Holiday Inn Select

1655 N. Central Expressway

Richardson, TX  75080



Promotional Products Association

June 2, 2008

Atlantic City



Richardson Chamber of Commerce  – Small Business Roundtable

"Leverage your Value Proposition to Beat your Competition"

Holiday Inn Select

1655 N. Central Expressway

Richardson, TX  75080


September 18, 2008

7:30 - 9:00 a.m.

Surveys consistently show that less than five percent of our universe of suspects is in the market for what we're selling when we call them. However, we all must create opportunities from the remaining ninety-five percent or we shall perish. Creating a prospect from that ninety-five percent category of suspects requires getting them to open their minds to the challenges our Value Proposition addresses. That requires thought, preparation and solid questioning skills. Barry Caponi will actually step us through exercises designed to help us think in terms of your Value Propositions and create a series of 'Power Questions' that help turn those suspects into prospects. They will also share with us tools to effectively plan sales calls that will shorten your buying cycles and raise your closing ratios.


United Stationers Annual Dealers Conference

Orlando, FL

November 6, 2008



Past 2007 Events:

National Long Term Care Network

January 5 & 6, 2007

DFW Airport Hyatt Regency - Dallas, Texas

Getting Appointments with Centers of Influence



Contact Science

March 6, 2007


The Five Key Metrics Every Sales Manager (and Person) Should Know About Their Business and How to Improve Them



Dallas Community College – Small Business Development Center

March 8, 2007

Bill Priest Campus

1402 Corinth Street

Dallas, TX

The Value of Good Questioning Skills



Sales and Marketing Executives International

Date:  August 13, 2007

Double Tree Inn, LBJ and Midway

4:30 - 6:00 p.m.

The Five Key Metrics Every Sales Manager (and Person) Should Know About Their Business and How to Improve Them

To Register:  Go to www.smei.org and go to their Events tab and select Dallas location. 



National Automatic Merchandising Association – Chicago, IL

October 11, 2007



Richardson Chamber of Commerce – Business Breakfast Series

November 15, 2007

7:15 AM – 9:00 AM

Holiday Inn Select – Central Expressway, just south of Campbell Rd.

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