How to be more efficient working remote areas of your territory
I’m sometimes asked how to best manage remote areas of a large geographic territory. This applies to whether it is an ‘airplane’ territory or just a territory that includes more targets outside of a one-hour driving radius.
I am also going to make an assumption here that we are talking about a part of your territory that falls into one of three categories. It is very expensive to visit, you’ve got more opportunity than you can say grace over close to home, or the areas farther away just don’t have as many ‘quality targets’ in it so you don’t go there very often. Continue reading “Six hints for setting appointments in a large geographic territory”
Or should I hit ‘zero’ and be connected to the operator?
If you’re not familiar with our philosophy and approach to appointment setting, we are all about being as effective as we can on each call so we are as efficient as we can be over time in the process of pursuing many targets simultaneously. The reason is that very few of us have extra time to sit and make appointment setting calls, nor do many of us like doing it. Ergo, the fewer the dials we need to make and the less time we need to set aside to do it, the better. Continue reading “Dial by name directories – should I use it or not?”
How to find the Highest Executive Responsible for Buying within a target company.
Many times acquired lists (or certainly lists of companies we compile on our own) will not have the name of the person we want to meet with. So, where do we go to get this information prior to placing the first call to H.E.R.B? Continue reading “Finding H.E.R.B.”
Why our approach is different and why it has never failed to double the number of appointments a group of sales professionals set after going through our program.
When I make my own appointment making calls, prospects ask me all the time, why would investing in one of my Prospector’s Academies benefit them? They say that their team seems to be doing okay. And if my sales team knows how to close, they must also know how to set appointments, right? After all, selling is selling? “I just don’t think I’m interested.” Continue reading “The four reasons sales professionals fail at appointment-setting.”