The idea of planning to be effective when you need to both make and receive calls seems pretty basic stuff.

Planning affects the most seasoned sales professional and the inside sales teamt hat needs to get results. We have been in companies that regularly utilize the telephone for business and even they forget some of the basics that can and will affect the results:

When can you reach and decision maker/influencer and when should you? For example, Dental offices tend to be closed on Wednesday and work half days regularly.The CEO or a company is often best reached early in the morning (oh, I forgot, we all know that) and so on.

We had a client who did an expensive mailing campaign into an industry inviting a phone call response. They staffed up for that response. That industry had their annual conference/exhibition the week that the mailer was to hit and the response which they had planned for was virtually nil.

We are back to talking about planning, you have to plan everything - we know from experience