Lead Generation, Prospecting, Appointment Setting, Cold Calling Training

Cold Calling 101 – Sales Training for More Appointments in Less Time

“At Cartridge on Wheels, and our Discount Imaging locations as well, we’re a very big believer in the benefits of addressing the need for getting in front of more prospects with the help of your approach of addressing all aspects of the challenge simultaneously. The telemarketing portion has produced an overwhelming carry over effect into our actual face to face cold calling. There is absolutely no question that our franchise operations that have implemented The Formula so far are setting more appointments and, as a result, are closing more business. We've made this an integral part of our sales directive nationally.

It’s always exciting to hear our franchisees tell their stories of how the techniques of The Formula have worked to get appointments with even the most challenging prospects. The "Bridge Questions" absolutely work brilliantly. But more importantly for us are the long term implications of working the process that you helped us define and implement. In the toughest of economic times, we’re not only selling more right now, but we’re also building better defined territories that will benefit us over time regardless of who the sales rep is solely because of Klpz.

I highly recommend the Caponi Performance Group as a whole, & "ColdCalling101" to anyone who needs to set more appointments, make more sales, expand their customer base, and gain control over territories.”

Tommy Foster - National Sales Director, Cartridge on Wheels

"I want to say thank you so very much for such a wonderful workshop that you gave on Cold Calling one month ago. I have seen you present numerous times and always enjoyed your entertaining humor and the ease that you present the information to us. Your class was just outstanding, your depth of knowledge, combined with your easy style and made the difference for me.

Since I have left your class I have used your techniques and have closed three sales. It was easy for me and fun to do thanks to you and your workshop."

Sarah Beatty - The Preston Group

"We’ve seen three distinct successes from the total approach Barry & Bob bring to the table. First, we’ve certainly seen sales result from the additional appointments our team is setting. Second, we now also have visibility into what our sales teams are actually doing every day to set appointments. Third, we’ve now got the skills to turn more conversations into appointments and the ability to coach our struggling sales people with focused effort."

Bob Sanford - Regional Vice President Terminix Commercial Services

"You should see my calendar! Your techniques really work."

Harry Polly - VP Commercia Bank

“What Coldcalling101 teaches is now becoming part of our culture. Our people are now tracking their calls, their contacts, and their appointments.

It’s part of a larger cultural change arising out of CC101’s training that I am very happy with. One representative in particular made a point of telling me what he had learned as a result of tracking all of his ratios. He mentioned to me that he was closing exactly one out of every 3.65 calls.

This is the kind of specificity we were missing beforehand. As a result of this kind of change, our revenues are up, and our sales are up. Perhaps most important of all, we have gone from a culture of improvising to a culture of measuring."

Rob Russo - Chase Merchant Services

“One of the biggest struggles for virtually any new B2B franchisee is getting enough selling appointments in the beginning to get a new business off the ground. Your total solution that simultaneously addresses both the effectiveness and efficiency of that process should be part of every business’ sales strategy.”

TeamLogic IT - Rich Hall Director of Franchise Operations

"We’re big fans of the combined value of Klpz, The Formula and the set of Best Practices you developed for us. The results were so good when I was using your solution at Terminix that we couldn’t wait to implement it here when we began Green Rain. There is no question that we’re able to get through the appointment setting process in half the time it took before. We’re getting conversations with the decision maker more often and more importantly, turning more of those conversations into quality appointments. There is no question that the result has been a measurable increase in sales."

Calvin Thigpen - President Green Rain Pest Control

Get our free report – Top Ten Biggest Mistakes Cold Callers Make on the Phone (and How to Avoid Them), and a subscription to our newsletter!

Yes! There finally is a Silver Bullet that addresses the need to set more ‘initial appointments’ more efficiently and effectively. And, it works for all kinds of appointment setting: following up on marketing leads, referrals, networking calls, as well as for cold calling!

The Prospectors Academy sales training is a turnkey prospecting implementation that includes all of the necessary curriculum for sales skills, role playing, best practices and coaching, plus the sales management software to succeed at telephone prospecting – going from ‘zero to hero’ in two weeks. The Academy also includes curriculum for a manager’s track to learn how to manage with metrics.

The Silver Bullet has been elusive because the challenge cannot be solved by addressing only one component at a time. The Prospectors Academy, created by ColdCalling101, is the first proven sales training solution that addresses all components simultaneously, through the right combination – for you – of Art, Best Practice & Science.

The Prospectors Academy sales training uses a powerful training approach – Immersion – to make learning all three components faster, easier and immediately productive. (In some cases, sales reps have set more appointments during the two-week Immersion than they set during the last two months.)

Immersion training is a combined 27 hours of class and calling over those two weeks. You learn all the elements – and how they work together – to become successful within a 2 week window: (for callers and managers)

Art – The Formula is the curriculum that teaches the techniques of successful appointment setting. Each session is instructor-led, via webinar format. Immersion includes skills training, plus role play and activity reviews.
Best Practices – The pursuit plan is developed as part of the Curriculum Development and includes messaging for voicemails and emails for each step in the pursuit.
Science – The Klpz software is set-up according to the desired framework and messaging for your Best Practice. Training on Klpz is included, as is the first month of usage.
Manager Training – There is a manager track to train managers on how to manage with metrics and how to use the Klpz reports to stay on top of the program.

This Prospectors Academy sales training approach is important because we all have a limited amount of time each day to set enough ‘initial appointments’ to reach our goals. And, we all use the telephone to contact names which come from one of three sources: marketing leads, networking/referrals, or from cold lists.

Cold calling should not be our first choice. However, cold calling becomes our ‘fail safe’ option since there is no other choice when the other sources do not generate enough ‘initial appointments.

If you have been searching for that elusive Silver Bullet (and we still cold call everyday) call Barry or Bob at 214-483-5800 or click here to learn more about the Prospectors Academy Sales Training.