Six times more Initial Appointments thru cold calling.
A case study of a 600% increase in appointments set in less than three months!
We just completed a Prospector’s Academy™ for one of our customers in which a team of 22 outside sales people increased their Initial Appointments set from 25 in the first two weeks of the Academy to 149 in weeks eleven and twelve.
I do submit to you that what they were doing before we ran the Academy was not very good, but it is not unusual. Many of our customers tell us that their sales team is spending all of their new business prospecting time responding to the few leads that come in door. The rest of their selling time is spent calling on existing customers trying to upsell and cross sell instead of finding new customers. It is not that they don’t want them to do that, but in all instances, these sales professionals also had responsibility for finding new customers as well as growing the installed base—and they weren’t doing a very good job of that at all.
If you’d like to read a case study on how they were able to accomplish that (and pay for the entire program within one buying cycle), send me an email at bcaponi@caponipg.com. Although a 600% increase may not be typical, 200% or more certainly is, and paying for our program within one buying cycle absolutely is.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 817 224-9900 or at barry@coldcalling101.com. You can also find answers to many of your challenges in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Makingand Volume II: Efficiency, the Science of Appointment Making.
December 10th, 2011 at 3:47 pm
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December 18th, 2011 at 10:40 am
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February 3rd, 2012 at 7:40 am
Thank you. I hope you’ll continue to visit us, and if you must set appointments to generate business, check out our related website at http://www.caponipg.com…Barry
February 3rd, 2012 at 7:41 am
Thank you for your kind comments. I hope you’ll continue to visit us, and if you must set appointments to generate business, check out our related website at http://www.caponipg.com…Barry
May 2nd, 2012 at 2:28 am
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