The Ultimate Guide to Appointment Setting

Tangier is booming right now, and I understand why. The city is beautiful. The history, the light, the energy. It pulls you in. But when you’ve spent your life in sales, it’s hard to turn that part of your brain off. Even on vacation.

You can usually tell within the first line. You open an email or answer a call and immediately think, Yep… this is a script. Not because the person did something wrong — but because you’ve heard it a thousand times before. “Hi, I just wanted to introduce myself…”“I’m reaching out because we help companies like yours…”“Are you the decision-maker?”

AI-generated outreach, inbox overload, call screeners, decision-makers who are already drained by Monday morning… getting someone’s attention today takes more than effort. It takes intention and a strategy that actually respects how people work.

When most people hear “lead generation,” they picture a headset, a script, and a flood of phone calls. And while that model still exists, the landscape has shifted. A lot. If you’re a sales leader, facilities director, or service-based business owner relying on outbound efforts to grow, you need to know this: Not all lead generation is created equal. And not every company claiming to help your sales team is doing it in a way that actually supports your revenue goals. Let

If it feels like you're doing everything right but still being ignored, you're not alone. We’ve entered a new era of prospecting. And if you're still using the same strategies that worked in 2021, you're not just behind—you might be invisible.

A few years ago, I was working with a client who was so close to landing a six-figure facilities maintenance contract. The opportunity was warm. The decision-maker was engaged. Everything was lined up beautifully. Until one follow-up email derailed it.

Picture this: It’s 7:30am. You’re sipping coffee, trying to get your head into the day, when you look out the window and see your neighbor being dragged down the sidewalk by a floppy, golden-furred ball of chaos. The puppy? Adorable. The behavior? Absolute madness.

We weren’t the right fit—at least not yet. A regional pest control company had reached out. But there was one problem: I was already working ....

One of my team members walked into a store the other day and texted me: “Halloween already?!” It was mid-July. Too early for pumpkins and skeletons? Maybe. But for sales teams, it’s a subtle nudge we can’t ignore. Because the truth is...

If your sales pipeline feels quiet right now, you’re not alone. Summer slows down. Calendars empty out. Voicemails stack up unanswered. But here’s the part most teams miss: This silence isn’t a sign to stop. It’s a signal to start preparing. Because the storm is coming.

It happens to the best of us. You kick off the year full steam ahead, stack the pipeline with promising leads, and by summer, something feels…off. There’s activity, sure. Calls are happening, follow-ups are going out, but the deals aren’t landing like they used to.

Appointment setting has a reputation problem. Too many people think it’s just about racking up meetings. Push out enough emails, make enough dials, and eventually something sticks, right? But if you’ve been in sales long enough, you know better.

Don’t let uncertainty derail your pipeline. Learn how strategic moves—not knee-jerk reactions—keep your sales team moving when others freeze.

Summer slowdowns don’t have to stall your pipeline. Learn how to keep your sales team active, engaged, and closing strong during Q2 and beyond.

Could Your Sales Strategy Use a Little Mad Men Magic? Don Draper didn’t waste time on lukewarm leads or meaningless meetings. He knew how...

Let’s face it: the economy is unpredictable. Inflation climbs, tariffs are implemented, interest rates shift, and buyers get cautious. When that happens, your pipeline can take a hit—and if you don’t respond the right way, you could find yourself in panic mode… or worse, silence. But here's what I’ve learned (the hard way): Panic doesn’t fix slowdowns. Strategy does.

Let me say something that might sting a little: your team is probably losing deals—not because of pricing, not because of competition, but b

Now that we’ve stepped into Q2, it’s the perfect time to take inventory of your lead flow and ask: What’s actually moving the needle—and wha

Imagine walking into a sales meeting knowing exactly who you’re talking to and what they need. Instead of wasting time figuring things out

A few years ago, I worked with a sales rep who was doing everything right—at least, on paper. He followed up on every lead, made an impressi