Patient

VP of Sales of a provider of software services

Dis-EASE Symptoms

• Sales team not blocking time in their schedule to make prospecting calls.
• Sales team not reaching key contacts during prospecting calls.
• Some members of sales team not proficient at making prospecting calls.

Desired Outcome

He wanted to increase the number of prospecting calls made by his team. In addition, he wanted a way to make sure that his team got into the habit of making prospecting calls and received coaching during the calls to help them get to key contacts.

Prescription

Cure for the Common Cold Call^TM

Actual Outcome

Utilizing the principles of Cure for the Common Cold Call^TM, The Sales Surgeon® helped his team reach 41 key contacts and schedule 7 appointments in 60 hours of tele-coaching sessions.