Sell The Meeting: Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling

by Scott Channell

Think of it this way. Once you lock onto a decision-maker, you will work a process that has you making 9-12 dials to that decision-maker. If you can determine on call #1 that the potential worth is too low to be a good client, you won’t be making those follow-up calls. You just saved yourself from making 8-11 future calls to a low-value or no-value prospect.