Remember the framework: Select targets. Create and deploy weapons. Plan and execute the attack. Selecting targets is first for a reason: If we’re proactively calling target accounts, the decision has already been made that we want to see them face-to-face. We put that account on our list for good strategic reasons. Let’s not rethink that decision on the fly during a first phone call to that prospect. Therefore, the only logical objective for an outside salesperson’s call is to score the appointment.
