How the agent sells, call by call.
One call for each kind of business we serve: how it opens, how it handles a concern, and how it asks for the sale and takes payment.
Agencies
A discovery call to a signed retainer.
- Recommends the retainer that fits the goal
- Answers "we tried an agency before"
- Sends the first month's link on the call
How Jessica runs this kind of call, in the agent's own words. A recording is being added.
Consulting
A strategy call to a paid engagement.
- Asks about the business before it sells
- Meets a price concern with the plain facts
- Stays on the line until it is paid
How Sarah runs this kind of call, in the agent's own words. A recording is being added.
Software
A demo request to an annual plan.
- Fits the plan to the team size
- Sends the security overview with the link
- Books your team for anything it cannot answer
How Chris runs this kind of call, in the agent's own words. A recording is being added.
Professional services
A quote call to a booked project.
- Gathers the details and confirms the scope
- Holds the start date with a deposit
- Puts the scope in writing the same day
How Eric runs this kind of call, in the agent's own words. A recording is being added.
Why the first call decides it.
What the studies say about calling fast and selling well.
100x
The odds of contacting a lead were 100 times higher when it was called within five minutes than when it was called after 30 minutes.
Lead Response Management Study (Oldroyd, MIT, with InsideSales), 2007 28%
Sales reps spend about 28% of their week actually selling.
Salesforce, State of Sales, fifth edition, 2022