Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Delusion gets you nowhere. So here is a simple rule: It is only an appointment when it is on your calendar and your prospect's calendar and your prospect is expecting you to show up at a specific time, date, and place (physical or virtual).