Leading During Rapid Disruption

More than ever before, sales leaders are navigating in environments of rapid disruption. Tight budgets, remote working, and other restrictions have placed a huge stress on how leaders need to adapt to the ever-changing landscape. Being an effective (and respected) leader has never been easy, but it’s certainly much harder in a high-risk environment.

Sales Scripts are Necessary – Why You Should Be Using Them!

Working in sales can be one of the hardest jobs at any company. No matter what type of sales call you make – from referrals to cold calling, to following up with a “qualified” lead – you should always have a detailed plan in place before you dial.  We know sales scripts have received a […]

Keep calm and Sell on: How to scale through a pandemic – 10 Weeks In

appointment setter

Written by VP of Operations, Vernon Madison. Every day is still a new adventure.  From the days of trying to find toilet paper, to now waiting in long lines for food.  The initial shock of the global economy being hit hard with an invisible enemy is over, but what does that mean for your business […]

Traits of the Best Cold Caller Ever

What Makes The Best Cold Caller Ever? The “cold calling” skill is key in the sales development rep tool kit. The ability to convert conversations with stakeholders or decision-makers is so essential to the effectiveness of salespeople as much of the prep work and planning is designed to get you to this critical conversation. I asked those […]

Cold Calling Through the Coronavirus

As of today, COVID-19, the novel Coronavirus has infected only .0013% of the Earth’s population, and yet we are already seeing industry impacts worldwide. Last week, we heard several international and domestic trade shows were cancelled due to the virus.  Many businesses  are depending on industry trade shows as a primary source for their networking, lead generation, appointment […]

Commercial Insurance Appointment Setting Project | CASE STUDY

We’ve been providing ongoing B2B appointment setting with a commercial insurance company in the Midwest.  The following is a case study rendered to help those interested in using outbound prospecting or cold call services to understand how it can work for their business. Here we identify the pain or issue the client was having, the primary objective […]

The Importance of Gatekeepers for Decision Maker Conversations

If you think gatekeepers and automated phone systems are for the birds, think again! Conversations with gatekeepers are so important because they can be the difference between a high & low level of decision maker conversations! Understanding whether to pass through or engage gatekeepers, how to work automated phone systems; and knowing back access ways […]