First it was secretaries and receptionists, then it was caller ID, next it was voicemail. These are just a few of the obstacles which have kept us from connecting to decision makers whom we are convinced need our help; but for some strange reason think they have better things to do than hear our pitch.
If you’d like some new approaches and a quick tutorial on the art and science of scoring…(a meeting that is!)…then this article from HBR: “Scoring a Meeting with Just About Anyone” has great insights and references to other proven resources on the subject that may give your sales team some new tools. Share it with others who are in sales.