Author Archives: David Weiss

I’m Shouting from the Rooftops!

The Appointment Source is at the very top of Google search results for both “qualified sales appointments” and “B2B Sales Appointments”

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Here’s a neat trick…

How many times have you gotten a response like this: “Go ahead and email me your information, I’ll forward it to the person in charge, and if he’s interested, he’ll get back to you”? Myself, I’ve heard that countless times. Continue reading

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Don’t Get Bamboozled by Gatekeepers!

To my complete amazement, she replied, “Then you must know something that I don’t know. The person handling the project is Bill Donnelly. Here is his direct number and his email address is ________”. This proves a point that I have made time and again: underlings are told to lie Continue reading

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Sometimes you just have to Steamroll!

Booking high quality sales appointments is, like so much in life, about persistence; being unwilling to take “no” for an answer. This is not an arena for the shy and retiring. This story will illustrate how applying the principles I’ve outlined in many of my previous posts leads to success. Continue reading

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An Excellent Resource—check this out!

Proteus B2B Marketing Blog

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End of the Year Advice: Top 10 Cold Call List—Ignore at your Peril!

A compendium and synopsis of expert cold-calling tips and advice for salespeople and marketers seeking to obtain appointments with top decision-makers. Continue reading

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The Coldest of Cold Calls…

What do you do when you have nothing but the company name and a phone number and solid intel that the company might need your product or service (they’re opening a new office; they’re moving; they’re expanding on-site, whatever…). You’ve … Continue reading

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Prospects lie!

When I first contacted the client, I was told that they were taking bids from interior designers. A couple of months later, the operations manager told me, “the company president has already selected furniture”. This was in February 2010. Since I knew that they weren’t occupying the new building until 2011 this seemed very doubtful to me. I tried reaching the president directly but his phone was very well defended. Continue reading

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You’ve got tools—use them!

I got him on the phone and was told (and I quote), ” I can‘t make any promises as I have several vendors already but I will keep you posted”. I know what this means, and it doesn’t bode well. Continue reading

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Here’s how to win on the phone.

The prospect: a company with a 70k sqft office and warehouse building and a scheduled relocation
I reached the CFO of the company who politely but firmly told me that they had already fielded quotes from 3 other movers and were not interested in any more. I pushed and told him that my clients references were the best he would ever see. He responded by saying that the competition also had excellent references. Continue reading

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