Many executives and decision makers are difficult to reach. Having a scheduled time to speak with them saves you from having to make repeated phone calls to reach them. This helps you quickly advance the sales cycle.
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This “actions speak louder than words” approach can act as an important qualification criteria to distinguish A-Leads from B-Leads. In general, if a prospect will not agree to allocate follow-up time to speak with a subject matter expert then the prospect’s purchasing needs for the product or service must not be too urgent.