Section 15 · Field Guide
15Quick-Reference Cards
Keep this section close while you work. These are the choices you make dozens of times a day — the dispositions, the blocks, the gates, and the plays — collected in one place so you never have to hunt.
Call dispositions — log one on every call
| Disposition | When it happened |
|---|---|
| GK No Answer | Reached the gatekeeper line; no answer. |
| GK Connect | Spoke to the gatekeeper; no further this time. |
| GK Block | Gatekeeper blocked you from the decision maker. |
| GK Qualified | Gatekeeper gave you real qualifying information. |
| DM Cell Phone Attempt | Tried the decision maker's direct/cell number. |
| DM No Answer | Reached the decision maker's line; no answer. |
| DM Connect | Got the decision maker on the phone. |
| DM Block | Decision maker shut the conversation down. |
| FTA Booked | Booked the First-Time Appointment. |
| Bad Line | Wrong number, dead line, or list error. |
Block tracker — only when an objection ends the call
The three classics
- We don't need IT support
- We already have IT support
- We don't take sales calls
Cost & belief
- Cost objection / you cost too much
- I don't believe you can help me
- Nobody will hack me
Self-reliance
- We buy our own equipment
- Why wouldn't I do it in-house?
Fit & temperament
- We're too big / too small
- FOAD / rude prospect
The gates — what each stage needs
Suspect → Prospect
- Industry set
- Location set
- Staff ≥ 20
Prospect → Qualified Prospect
- Staff, endpoints, locations
- How they get IT
- Decision maker + title
- (3rd-party IT) provider, contract end, health 1–10, a real pain
Qualified Prospect → Qualified Opportunity
- Book the FTA — the only way through
To Disqualify
- A reason
- A company type
- An employee count
The follow-up rule of three
| Situation | Next touch in… |
|---|---|
| No human reached | 3 days |
| Talked to a human | 3 weeks |
| Timing / long-term nurture | 3 months |
| Bad call | Double the sequence |
| A specific time was given | Show up exactly then |
The ten plays at a glance
New-logo plays
- Cold Outbound — the default engine
- LinkedIn Nurture — warm a social-active QP
- Shake Loose — last resort after ~5 DM misses
- Tradeshow Leads — event follow-up
- Web Form / Inbound — fast, still qualified
- Referral Generation — targeted intros
Deal & client plays
- New Logo Sales Process — runs the deal (auto on FTA)
- vCIO / AM Cadence — the steady rhythm
- Existing-Customer Opportunity — routine vs major
- Retention Mode — stabilize a strained account
The descriptive task format
Write every task like this
DM reach out — [name], [role], [spoken? never/once], PP: [pain point], Attempt #[N]
The bottom line
The choices you make all day, in one place.
Dispositions, blocks, gates, plays, and the rule of three. When you're moving fast, glance here — not into your memory.