In this guide
Agree the audience and qualification standardPrepare the campaign and callerMake room for the meetingsUse meeting feedback to improve deliveryWhat your team needs to contributeBefore the first prospect reaches your calendar, we need a shared understanding of who fits, what your service can help with and what makes a meeting worthwhile.
That preparation affects the targeting, the caller’s questions and the context your salesperson receives. It is also where we establish what we need from your team and which responsibilities remain with you.
Agree the audience and qualification standard
We start with your business context and the customers you want to reach. Existing client examples can help clarify which companies fit and why they buy, alongside any exclusions relevant to your campaign.
We agree the fit, need, interest and purpose checks before outreach. Additional requirements, such as budget or a buying timeframe, need to be identified as either mandatory conditions or useful information to collect.
A caller should not have to guess which missing answer makes a booking unsuitable. This is the point to settle that distinction together.
Prepare the campaign and caller
Setup usually takes around two weeks. We use that time to agree the audience and qualification criteria, build the script and prepare the caller, with your input on targeting and wording.
Your approval matters because the caller is representing your service. They need an accurate explanation of what you do and enough context to ask relevant follow-up questions when an answer is unclear.
The 90-day delivery window starts after setup. The timeline and commercial terms should be understood together before the work begins; a process overview does not replace the agreement.
Make room for the meetings
Your team needs available calendar time and capacity to take the conversations. Decide who should attend, how they will prepare and who handles follow-up after the sales call.
We manage the outreach and booking work through to attendance, including rebooking when someone misses the meeting. Your team handles the sales conversation, proposal and closing.
Clear ownership helps prevent a qualified conversation from being lost because nobody knows who should respond next.
Use meeting feedback to improve delivery
Once outreach starts, we qualify prospects by phone and pass the context to your salesperson. Your feedback helps us compare the meetings with the standard we agreed.
Useful feedback explains the specific issue: a company outside the target, a missing mandatory answer, a misunderstood meeting purpose or a requirement that needs clarification. A decision not to buy is a separate outcome to examine.
The strongest feedback refers to the conversation and the agreed criteria. It gives us something concrete to review in targeting, questions or handover.
What your team needs to contribute
Your role includes providing business context, approving targeting and wording, making calendar time available and giving feedback on meetings. We manage the campaign and qualification work; you retain responsibility for selling your service.
Before our call, consider who will provide that input and who will take the meetings. We can then discuss what setup would require from your business without assuming you have unlimited sales capacity.
Continue your research
Read our qualification standard · Frequently asked questions