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The Center for Sales Strategy Blog

One Solution to the Biggest Problem in Sales: Setting Quality Appointments

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Research with our client base, practical experience, and many years of consulting sales organizations of all sizes makes one thing abundantly clear: the biggest single problem salespeople experience is securing high-value appointments with key decision makers. If you agree, keep reading.

Topics: business development Management Decision Makers appointment lab Sales

10 Tips for Getting Past The Gatekeeper

10-tips-for-getting-past-the-gatekeeperIn the B2B sales process, the gatekeeper is typically a receptionist or an executive assistant or a designated person who is trained and responsible for keeping a prospect from being bothered by irrelevant callers.

Topics: appointment lab Sales sales process

Sales Strategy: Attempts and Contacts... Knowing the Difference

Sales Secret Great salespeople understand the difference between attempts and contactsWe run a division of our company called the Appointment Lab, where our team takes ideal prospects that our clients identify and we do the hard work to set appointments with those accounts. Anyone in sales knows this is one of the toughest parts of the sales process—if not the toughest.  

Topics: business development Management appointment lab sales performance Sales