When calling high in an organization to Chairpersons, Vice Presidents or Directors, it can take an hour of dialing before one of these people actually answers the phone. That means agents may only hear the voice of their desired contacts 8 or so times per day. These are very precious opportunities. If the salesperson’s behavior makes the call seem frivolous, or the only outcome is agreement that your company will send a $5 marketing piece, then you have your results. These results may even be permanent. It could take months to catch this decision-maker answering the telephone again and you still don’t even know if.
