Three business days later, when you open your CRM that follow- up call you scheduled pops up. You again make 3 dials over a day or 2. Just as in the first cycle, on the first 2 dials, if you don’t speak to your decision-maker, you do not engage or try to get through the gatekeeper. On the 3rd dial, if you do not speak to your target, you leave your touches: a voicemail and an email. You schedule your next call for three business days later.
