In this episode, Helen tackles the bit most business owners avoid: follow-up. Drawing on ideas from No One Gives a Bleep About Your Business (Chris Dillon) and her own setups, she shows how automation makes follow-up timely, professional, and painless. You’ll hear how Exceptional Thinking uses Go High Level with WhatsApp to handle no-shows and nurture leads: a short video apology, three clear options (rebook, not now, not interested), and automatic next steps—rebooking links, long-term reminders, or respectful removal—without a human lifting a finger.

Helen explains why giving prospects an easy opt-out actually improves trust (and saves you chasing ghosts), how to route “call me later” replies into six-month reminders, and ways to confirm appointments and drip useful info via WhatsApp—where open rates are sky-high. The result: less awkward chasing, fewer tasks slipping through the cracks, and a cleaner pipeline that moves at the prospect’s pace while still protecting your diary.

👉 Want to fill your diary with qualified appointments—and have your follow-up run itself? Visit www.exceptionalthinking.co.uk/contact to chat.

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In this 9:30 Advantage session, Helen shows senior leaders how to create reliable lead flow without adding headcount. She unpacks the real reasons pipelines look “full” but don’t convert—overreliance on cold leads, blurred roles (asking closers to self-prospect), weak follow-up, and fuzzy definitions of a “good” appointment. Drawing on hard-won lessons from reshaping her own sales function, Helen shares a five-point plan to stabilise results:

1. Define a qualified appointment using BANT (Budget, Authority, Need, Timescale) and make that definition shared across the business.
2. Front-load qualification with a simple, visible five-step sales process everyone can explain—from kick-off to weekly reporting.
3. Separate roles: let appointment-setting feed the diary so your salespeople can do what they do best—close.
4. Follow up like clockwork (use Helen’s “rule of three” and reset on contact) so “dead leads” stop dying prematurely.
5. Instrument with KPIs so forecasting reflects reality: meetings → proposals → wins, not wishful thinking.

If you’re tired of erratic months, demoralised reps, and fictional forecasts, this playbook helps you swap volume-chasing for quality conversations that convert—and build a pipeline you can actually plan around.

👉 Ready to fill your diary with qualified appointments and create predictable lead flow? Visit www.exceptionalthinking.co.uk/contact to chat.

Hosted on Acast. See acast.com/privacy for more information.

In this 20-minute 9:30 Advantage session, Helen breaks down why sales teams underperform when they’re fed cold, unqualified leads — and what to do instead. She explains the hidden costs (wasted hours, demoralisation, bad forecasting) and the common trap of pushing salespeople to both set appointments and close deals — two very different skill sets. You’ll learn a four-part fix:

1. Introduce BANT with a shared definition of a qualified appointment and independent scoring (Budget, Authority, Need, Timescale; pass threshold 4.5/6).
2. Front-load qualification by publishing and following a simple, five-step process everyone can explain — from kick-off to weekly reporting.
3. Stop making closers book their own calls — use a dedicated appointment-setting motion (or a partner) so sales spends time closing, not chasing.
4. Run a consistent weekly cadence with follow-ups and a scorecard that tracks meetings → proposals → wins, so the pipeline becomes real, not wishful.

If you’re done with “more meetings at any cost” and want quality conversations that convert, this episode shows how to rebuild your system so great salespeople can actually sell.

👉 Ready to fill your diary with qualified appointments and lift your conversion rates? Visit www.exceptionalthinking.co.uk/contact to chat.

Hosted on Acast. See acast.com/privacy for more information.