Scott Channell Information

Sell a meeting, and you have a chance to sell a new account. No meeting? No chance to close a new account. The buyers are out there. They are meeting with, evaluating and signing checks to others, right now, and they haven’t met you. For many, when you or your team can get a meeting or discovery call, you can close. But if you can’t get in… The good news is that some industries and many sales reps are very good at setting sales appointments, discovery calls, and demos. There is no reason why you or your team can’t do the same. We help sales teams solve two problems 1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts. 2. When you earn that often momentary attention, communicating something substantial enough to enable someone who is going to write a big check to conclude you are worth more of their time. That’s it. Work a system that gives you the opportunity to pitch a top dog. Then don’t screw it up when you do. Have something worthwhile to say. I set more than 2,000 C-level sales appointments. My paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. Check out my books on this process. Find them on Amazon. Learned how by sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. I have seen what works in many environments and adapted to the changes over time. What used to be a true “cold call” is now a process of interaction which includes multiple touch points and technologies. The buyers are out there. Let's get em. Scott Channell