This framework is how my clients consistently book 20+ calls every week:
Call Qualification Criteria
To ensure you're booking quality calls that convert to revenue:
| Must-Have Criteria |
Good-to-Have Criteria |
Disqualifying Factors |
| Decision-maker role |
Expressed specific pain |
Current contract (6+ months) |
| Relevant budget range |
Recent trigger event |
Misaligned values/approach |
| Aligned timeline |
Clear success metrics |
Wrong company size |
| Genuine interest |
Competitive advantage |
Geographic limitations |
Question Framework for 15-Minute Discovery
- "What prompted your interest in discussing this today?"
- "What are your top 1-2 goals related to [focus area] this quarter?"
- "What's currently not working in your approach to [focus area]?"
- "What would success look like 90 days after implementation?"
- "Who else would be involved in a decision to move forward?"
Strategic Call Scheduling
For maintaining 20+ calls/week pace:
- Block 30-60 minute "outreach power hours" daily
- Schedule calls in clusters (3-4 back-to-back) for momentum
- Set aside 2 hours weekly for follow-up and proposal creation
- Always offer 2 specific time options when booking calls