Connecting with the decision maker
So now you know who you are targeting you need to know more about them. Put yourself in their position, what are their motivations? What’s putting them under pressure, what’s incentivising them? Chances are they are running a high work load and you need to think about how that affects your […]

Your product might be the most innovative thing in your field for years, but unless you can get to the people who want to buy it (though they may not know it yet!), you might never find the potential of your market.
Since sales has become more aggressive and all pervasive, we have seen a […]

If you are involved in making appointments for sales staff to meet with decision makers, you may have come across the following frustrations…
A person won’t make an appointment.
You have had your appointment rescheduled several times.
The staff won’t put you through to the decision-maker.
Your salesperson was stood up at the appointment.
The contact won’t return your phone […]

A face to face sales appointment is a desirable situation.  Outbound telemarketing staff will work from a database of contacts to secure an appointment with the most suitable representative from your target companies.  The appointment times and dates are managed through shared diaries, each sales person is able to access an up-to-date version of their […]