Please see below for further reading on the 'Appointment Setting Skills Overview' series of blog posts:
Contents
- Part 0
- Skill 1: Agenda, which includes:
- Part 1: Timetable
- Part 2: Writing Out the Timeline
- Part 3: Implementing the Timeline
- Part 4: Timezone Boundaries
- Part 5: Resources - 'Further Reading' not available.
- Skill 2: Knows How to Qualify B2B Prospects
- Skill 3: Is a Good Listener and Build Rapport, which includes:
- Part 1: Active Listening
- Part 2: Conversation Continued
- Skill 4: Handles Sales Objections and Rejections
- Skill 5: Reminders and Follow-Ups
- Skill 6: Creating a Pitch Deck
Part 0
- 'The 10 Best Sales Tips – 4 – Have A List of Prequalifying Questions', Michael Halper, Sales Scripter, July 25th 2016
- 'Definition of an Appointment Setter', Annie Sisk, BizFluent, September 12th 2018
- 'What Is Lead Generation?', Author Unknown, Salesforce, Date Unknown
- 'What is the Meaning of Pipeline in Sales and Marketing?', Brooke Harper, Modern Marketing Blog, May 31st 2022
- 'Sales Funnel', Ben Lutkevich and Jacqueline Biscobing, Tech Target, Date Unknown
- 'Lead Nurturing', Author Unknown, Adobe Experience Cloud, Date Unknown
- 'Lead Qualification – Definition and Techniques', Author Unknown, Adobe Experience Cloud, Date Unknown
- 'Deal Closing', Author Unknown, Attract Capital, Date Unknown
- 'Why is After-Sales Service Important? Definition and Examples', Mariluz Sampalo, Outvio, June 27th 2022
- 'What Is Upselling?', Author Unknown, Salesforce, Date Unknown
- 'Cross-Sell', Adam Hayes and Ebony Howard, Investopedia, July 4th 2021
Skill 1: Agenda
Part 1: Timetable
- 'Why a Timeline or Timetable is Essential for Implementing Your Business Plan', Author Unknown, The CFO Centre, Date Unknown
- 'Project Plan', Author Unknown, Upland, Date Unknown
- 'What Is An Expense Report?', Dock Treece, Business News Daily, June 29th 2022
- 'Check Your Contracts', Author Unknown, Small Business Commissioner, Date Unknown
- '8 Essential Project Reports', Jason Westland, Project Manager, February 16th 2022
- 'What Is A Milestone in Project Management? Examples and Tips', Brett Harned, TeamGantt, September 21st 2021
- 'A Complete Guide to Deliverables in Project Management', Author Unknown, Kissflow, Date Unknown
- 'What Is A Deliverable in Project Management?', Author Unknown, Simplilearn, April 13th 2022
- 'Project Scope', Ben Lutkevich, Mary K. Pratt and Rachel Lebeaux, TechTarget, September 2021
- 'Project Scheduling: Definition, Benefits, Formats and Steps', Author Unknown, Indeed, November 30th 2021
- 'What Is A Project Charter in Project Management?', Author Unknown, Wrike, Date Unknown
- 'What Is A Task in Project Management?', Author Unknown, Wrike, Date Unknown
- '3 Types of Essential Resources for Your Project', Elizabeth Harrin, PMTips, May 16th 2016
- 'What Is Capital? 4 Types of Business Capital', Author Unknown, Masterclass, February 25th 2022
- 'What Is A Business Bank Account?', Author Unknown, FreeAgent, Date Unknown
- 'What Is A Business Bank Account?', Author Unknown, InvoiceBerry, Date Unknown
- 'Receivables', Alicia Tuovila and Khadija Khartit, Investopedia, October 31st 2020
- 'What Is 'Accounts Payable'?', Author Unknown, The Economic Times, Date Unknown
- 'Credit', Ebony Howard and Skylar Clarine, Investopedia, March 7th 2022
- 'Liquid Asset', James Chen, Khadija Khartit and Katrina Munichiello, Investopedia, March 28th 2021
- 'Cash Equivalents', James Chen, Khadija Khartit and Katrina Munichiello, Investopedia, November 27th 2020
- 'Company Resources', Suman (Kul Prasad) Pandit, Businessman Talk, January 13th 2020
- 'Business Machine', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'THINK – A Brief History of ThinkPads, from IBM to Lenovo', Author Unknown, Notebookcheck, Date Unknown
- 'Real Estate', James Chen, Gordon Scott and Michael Logan, Investopedia, July 6th 2022
- 'Raw Materials', Caroline Banton, Charles Potters and Suzanne Kvilhaug, Investopedia, October 30th 2021
- 'Manufacturing', Will Kenton, Gordon Scott and Amanda Jackson, Investopedia, December 1st 2021
- 'Software License', Ben Lutkevich and Rachel Lebeaux, TechTarget, Date Unknown
Skill 1: Agenda
Part 2: Writing Out the Timeline
- '15 Word Processing Software Examples 2022', Tom Clayton, Rigorous Themes, July 20th 2021
- 'What's the Latest Version of Microsoft Office?', Chris Hoffman, How-To Geek, October 29th 2018
- 'iWork Update Brings New Features to Pages, Numbers, and Keynote with Version 12.1', José Adorno, 9To5Mac, June 21st 2022
- 'Product Release', Author Unknown, Apache OpenOffice Wiki, Date Unknown
- 'WordPerfect Office Standard 2021', Author Unknown, WordPerfect, Date Unknown
- 'LibreOffice 7.3.4', Author Unknown, LibreOffice, Date Unknown
- 'Best Email Client Software', Author Unknown, G2, Date Unknown
- 'Office 365 vs Office 2019 – What's The Difference?', Author Unknown, Storyals, March 19th 2019
- 'Make Email Easier', Author Unknown, Thunderbird, Date Unknown
- 'Thunderbird Features', Author Unknown, Thunderbird, Date Unknown
- 'The Power of Email. The Simplicity of Chat.', Author Unknown, Spike, Date Unknown
- 'Who Thought Email Could Do It All? We Did.', Author Unknown, Spike, Date Unknown
- 'Best Calendar Software', Author Unknown, G2, Date Unknown
- 'Google Workspace Release Calendar', Author Unknown, Google Workspace, Date Unknown
- 'Online Calendar for Your Business, To Keep Teams Organised', Author Unknown, Zoho Calendar, Date Unknown
- 'Take Scheduling One Step Further With Features You Can Never Say "No" To', Author Unknown, Zoho Calendar, Date Unknown
- 'All Your Platforms In One Place', Author Unknown, Zoho Calendar, Date Unknown
- 'What's The Difference Between Exchange Online Plan 1 and Plan 2?', Author Unknown, RoyalDiscount, Date Unknown
- 'Fantastical', Author Unknown, Flexibits, Date Unknown
- 'Fantastical Scheduling', Author Unknown, Flexibits, Date Unknown
- 'Sunsama Desktop App', Author Unknown, Sunsama, Date Unknown
- 'Eventable Calendar Marketing Platform', Author Unknown, Eventable, Date Unknown
Skill 1: Agenda
Part 3: Implementing the Timeline
- 'Outsourcing', Alexandra Twin, Margaret James and Pete Rathburn, Investopedia, June 18th 2022
- '20 Advantages and Disadvantages of Outsourcing From Your Small Business', Nash Riggins, Small Business Trends, February 21st 2017
- 'Economies of Scale', Will Kenton, Margaret James and Vikki Velasquez, Investopedia, June 11th 2022
- '5 Benefits of Outsourcing', Dave Sutton, Business 2 Community, July 21st 2022
- 'What is Outsourcing? Definitions, Best Practices, Challenges and Advice', Stephanie Overby, CIO, November 6th 2017
- 'Delegation', Author Unknown, Entrepreneur Europe, Date Unknown
- 'Delegating', Author Unknown, CFI, Date Unknown
- 'The Benefits of Delegation and Why Most Leaders Under-Delegate', David Grossman, LinkedIn, October 12th 2020
- '5 Benefits of Delegation – Empower Your Team', Nat Carmack, BOS Staffing, July 27th 2016
- 'DIY', Author Unknown, Cambridge English Dictionary, Date Unknown
- 'The Benefits of Working Alone', Author Unknown, Indeed, Date Unknown
- '10 Benefits of Working Alone', Paul Goodman, ToughNickel, January 19th 2022
- 'Top 20 Advantages and Disadvantages of Working Individually', Chitra Reddy, Wisestep, Date Unknown
Skill 1: Agenda
Part 4: Timezone Boundaries
- '9 Tips for Working With Teams in Different Timezones', Pamela Bump, Hubspot, May 6th 2020
- 'VP', Author Unknown, Cambridge Dictionary, Date Unknown
- 'BST', Author Unknown, Cambridge Dictionary, Date Unknown
- 'GMT', Author Unknown, Collins English Dictionary, Date Unknown
- 'EST', Author Unknown, Cambridge Dictionary, Date Unknown
- 'PST', Author Unknown, Collins English Dictionary, Date Unknown
- 'Split Shift Definition', Author Unknown, Law Insider, Date Unknown
- '15 Best Project Management Tools for Every Project Manager in 2022', Author Unknown, Kissflow, March 7th 2022
- 'Top 10 Task Management Apps for Every Team in 2022', Author Unknown, Kissflow, January 24th 2022
- 'What Is A Kanban Board? The Ultimate Guide', Laura Hennigan and Cassie Bottorff, Forbes Advisor, March 27th 2022
Skill 2: Knows How to Qualify B2B Prospects
- 'BANT vs. NOTE – The Ultimate Lead Qualification Guide', Anastasiia Holovnenko, Cience, August 11th 2020
- 'What's the ANUM Sales Framework and When Do I Use It?', Author Unknown, Copper, March 3rd 2021
- 'Guide to Lead Qualification – Process, Definition', Author Unknown, BIGContacts, November 14th 2021
- 'Close More Deals With The MEDDIC Sales Process', Author Unknown, LucidChart, Date Unknown
- 'Guide to Understanding Sales Qualification in 2022', Author Unknown, Deskera, Date Unknown
- 'Using N.E.A.T. Selling Methodology in your Sales Process', Saptarshi Das, Salesmate, Date Unknown
Skill 3: Is a Good Listener and Build Rapport
Part 1: Active Listening
- '10 Steps to a Great Business Conversation', Amber Wojcek, Vonix, July 8th 2020
- 'How to Carry a Conversation – The Art of Making Connections', Shonna Waters, PhD, BetterUp, November 15th 2021
- 'Active Listening Definition, Skills and Examples', Alison Doyle, The Balance Careers, March 28th 2022
- 'What Is Emotional Intelligence?', Kendra Cherry, VeryWellMind, June 3rd 2020
- '37 Validation Statements (A Quick Cheat Sheet For When You Are Stuck)', Author Unknown, Amanda Smith Treatment And Consultation, Date Unknown
- 'Courtesy', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Problem Sensitivity', Author Unknown, O*NET OnLine, Date Unknown
- 'Professionalism', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Nonverbal Communication Skills – Definition and Examples', Author Unknown, Indeed, June 25th 2021
- 'Integrity', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Humility', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Proactive', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'How To Give Constructive Criticism', Author Unknown, Indeed, May 21st 2021
- 'How To Manage Expectations at Work (and Why It's Important)', Author Unknown, Indeed, July 27th 2021
- 'Confidence', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Empathy', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Compassion', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Observation', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'Understanding', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'How To Improve Your Attention to Detail', Author Unknown, Indeed, May 21st 2021
- 'Tone of Voice – What It Is and How to Develop Yours', Celeste Mora, Sr, Grammarly, October 8th 2019
- 'Interpretation', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'What Is Self-Awareness and Why Is It Important? (and 5 Ways to Increase It)', Courtney E. Ackerman, MA, PositivePsychology, April 1st 2020
- 'Situation Awareness – Making Sense of the World', Author Unknown, Human Factors 101, Date Unknown
- 'Uncovering Hidden Customer Needs', Matt Wilkinson, Strivenn, April 30th 2019
- 'Collaborate', Author Unknown, Merriam-Webster Unabridged Dictionary, Date Unknown
- 'The Four Main Types of Business Collaboration', Oana-Maria Pop, Hype, July 18th 2017
Skill 3: Is a Good Listener and Build Rapport
Part 2: Conversation Continued
- 'What Is A Portfolio?', Carla Tardi, Thomas Brock and Amanda Bellucco-Chatham, Investopedia, March 3rd 2021
- 'Business Ecosystem', Adam Hayes and Michael J Boyce, Investopedia, January 20th 2021
- 'Tactics for Asking Good Follow-Up Questions', Richard Davis, Harvard Business Review, November 7th 2014
- '20 Open-Ended Sales Questions That'll Get Prospects Talking to You', Tony Alessandra, Hubspot, October 11th 2021
- 'Why Asking Questions Is Good For Your Brand And Your Career', Goldie Chan, Forbes, February 1st 2021
- 'What is Non-Contact?', Author Unknown, Go4Customer, Date Unknown
- 'How to Carry on a Conversation During a Business Meeting', Madison Hawthorne, Chron, Date Unknown
Skill 4: Handles Sales Objections and Rejections
- 'The Top 5 B2B Sales Objections and How to Overcome Them', Author Unknown, Revenue, December 5th 2018
- 'Overcoming Sales Objections in B2B', Terry Kelleher, Internal Results, April 27th 2021
- 'Objection Handling: 44 Common Sales Objections & How to Respond', Leslie Ye, Hubspot, Date Unknown
- 'Overcoming Sales Objections: Plan, Persist, and Convert', Author Unknown, Pipedrive, Date Unknown
Skill 5: Reminders and Follow-Ups
- '5 Ways to Reduce No-Show Rates', Author Unknown, Communicate Excellence, Date Unknown
- 'The Ultimate Guide On How To Write A Follow-Up Email', Author Unknown, Hubspot, Date Unknown
- 'How to Write Effective Follow Up Emails (Plus Examples)', Irek Klimczak, GetResponse, November 21st 2019
- 'The Complete Guide to Business Text Messaging and Customer Communication', Ron Kinkade, Text-Em-All, Date Unknown
- '7 Benefits of Text Messaging for Business Communication', Stephanie Walker, New Media Services, February 8th 2019
- 'Automated Voice Messaging – The Simple Feature Guide', Corey McCraw, Fit Small Business, October 4th 2021
- '5 Benefits of Using a Voicemail Campaign for Your Business', Author Unknown, VoApps, Date Unknown
- 'Advantages and Disadvantages of Voicemail in Business Communication', Arun Chaudhary, KrispCall, July 29th 2022
- 'The Calendar-Sharing Benefits of Electronic Scheduling Tools', Dirk Zeller, Dummies, March 26th 2016
- 'Optimizing Number and Timing of Appointment Reminders – A Randomized Trial', John F. Steiner, MD, MPH, Michael R. Shainline, MS, MBA, Jennifer Z. Dahlgren, MS, Alan Kroll, MSPT, MBA and Stan Xu, PhD, The American Journal of Managed Care, August 16th 2018
- 'The Effectiveness of Outpatient Appointment Reminder Systems in Reducing No-Show Rates', Amay Parikh, MD, MBA, MS, Kunal Gupta, MD, MBA, Alan C. Wilson, PhD, Karrie Fields, CPC, Nora M. Cosgrove, RN and John B. Kostis, MD, The American Journal of Medicine, June 1st 2010
Skill 6: Creating a Pitch Deck
- 'How to Create a Pitch Deck for Investors – Templates and Design Tips', Masooma Memon, Visme, September 9th 2021
- 'Hot Chocolate', Author Unknown, BritSuperstore, August 9th 2022
- 'Unique Selling Point', Ivy Wigmore, TechTarget, June 2013
- 'Minimum Viable Product – MVP', Author Unknown, ProductPlan, Date Unknown
- 'Financial Projection Definition', Author Unknown, AccountingTools, March 3rd 2022
- 'Data Visualisation', Author Unknown, Salesforce Tableau, Date Unknown
- 'Sales & Marketing Strategy: The What, Why, and How of a Successful One', Author Unknown, LinkedIn Sales Blog, September 19th 2018
- 'Call to Action – CTA', Will Kenton, Investopedia, March 29th 2020
- 'Cover Letters', Jemma Smith, Prospects, March 2021
- 'Business Plan', Adam Hayes, Khadija Khartit and Vikki Velasquez, Investopedia, May 4th 2022
- 'Marketing Plan', James Chen, Eric Estevez and Pete Rathburn, Investopedia, July 8th 2022
- 'Definition of Sales Strategy', Fraser Sherman, Chron, August 23rd 2021
- 'Growth Objectives', Author Unknown, Monash University, Date Unknown
- 'Key Performance Indicators - KPIs', Alexandra Twin, Margaret James and Amanda Jackson, Investopedia, June 12th 2022
- 'Sales Techniques: 5 Highly Effective Modern Sales Methods', Author Unknown, Teamleader, February 4th 2018
- 'What is Product Positioning?', Author Unknown, Aha!, Date Unknown
- 'How to Create a Buyer Persona', Stacey McLachlan, Hootsuite Blog, November 9th 2021
- 'Team Structure', Author Unknown, Definition, Date Unknown
- 'What Is A Sales Process?', Author Unknown, Unito, May 17th 2022
- 'Sales Strategy – What's Most Effective? A Great Message', Tim Riesterer, Corporate Visions, November 22nd 2019
- 'Competitor Analysis: What It Is and How to Conduct One', Author Unknown, Mailchimp, Date Unknown
- 'What is a Financial Plan?', Gordon Scott and Ariel Courage, Investopedia, October 14th 2021
- 'Risk Analysis', Adam Hayes and Charles Potters, Investopedia, September 29th 2021
- 'Equity', Jason Fernando, Thomas Brock and Kirsten Rohrs Schmitt, Investopedia, July 5th 2022
- 'Liability', Adam Hayes, Somer Anderson and Kirsten Rohrs Schmitt, Investopedia, July 5th 2022
- 'What is an Asset?', Jean Folger, Amy Drury and Kirsten Rohrs Schmitt, Investopedia, September 7th 2021
- 'What is Financial Reporting?', Author Unknown, Xero, Date Unknown
- '6 Great Tips for a B2B Sales Pitch', Kateryna Ryzha, Cience, December 9th 2021
- 'Pain Points', Author Unknown, Gartner Glossary, Date Unknown
- 'Call to Action', Author Unknown, Optimizely, Date Unknown
