Guides
Plain answers for business owners weighing up appointment setting, and for getting the most from the calls or meetings it books.
Buying appointment setting
- Are you ready for appointment setting? A readiness checklist
A short checklist to work out whether booked sales calls or meetings would turn into work for your business now, and what to sort out first if they wouldn't.
- Buying B2B leads vs paying per qualified call or meeting
What you actually get when you buy B2B leads versus pay per qualified call or meeting, the work left with you, and a worksheet to compare them on your own numbers.
- In-house SDR or outsourced appointment setting? A decision guide
A decision guide for business owners: what an SDR does, what you provide either way, the trade-offs side by side, and a cost worksheet with your own figures.
- How pay-per-held-meeting appointment setting works
What you pay for, what you don't, and the questions to ask before you agree to pay per held call or meeting with any appointment setting provider.
Qualifying calls and meetings
- What makes a sales call or meeting qualified? A checklist
A practical checklist for agreeing what counts as a qualified call or meeting before anyone books one, so you pay for real opportunities and nobody argues afterwards.
Running the sales conversation
- From booked call to sales conversation: a practical handoff guide
How to turn a booked call or meeting into a useful sales conversation: what should reach you beforehand, how to open, leaving with a next step, and closing the loop.
- Sample meeting brief: what you get before a booked call
A clearly labelled sample of the brief you'd receive before a booked call or meeting, what each part is for, and a five-minute way to prepare with it.
Finding the right prospects
- How to describe your ideal client for appointment setting
A one-page worksheet for describing your ideal client so someone else can find them: the business, the people, why now, who to leave alone, and how to test it.
- How MSPs can reach businesses that are ready for outsourced IT
How managed IT providers can find businesses that fit, spot the moments they rethink their IT, reach the person who decides, and qualify and hand over first conversations.