The B2B Appointment Setting Playbook
Most appointment setting fails before anyone dials, because nobody did the math, defined the account or agreed what a qualified meeting is. This playbook walks through the whole system the way we run it on our sales floor, with worksheets for each step. It is written for owners and sales leaders at commercial trades and B2B companies who want meetings with the people who sign.
What's inside
- Pipeline math that turns a revenue goal into a weekly meeting target, with a fill-in worksheet
- Dials-per-appointment benchmarks by trade from 3.1 million calls on our sales floor
- How to pick target accounts and find the person who signs, with real title data
- The eight steps of a call that ends in a meeting, with a sample talk track
- What each common objection teaches you and what to do next
- A qualification checklist, a nurture plan for "not now" and a handoff template
- An in-house versus outsourced cost comparison with sourced pay data
