The ultimate goal of all sales teams is attracting, engaging, and closing qualified leads. Two major factors within marketing your business are generating leads and converting prospects via your in-house sales team.
Sales and marketing automation have become essential to the lead generation process as well as prospecting and lead nurturing. For most sales representatives, early-on sales processes including cold calling, lead qualification, and appointment setting can distract from sales meetings and closing deals.
The cold reality is: Without lead generation, your sales reps cannot close deals.
B2B appointment-setting services are essential tools for increasing the flow of your sales pipeline and maximizing the efficiency of your sales reps.
When your sales representative can focus on qualified appointments and key decision-makers, you close more deals and build successful partnerships with your existing clients.
For many businesses including start-ups, niche industries, and SMBS experiencing business growth, outsourced appointment setting radically transforms that sales development process. Professional appointment-setting services focus on the lead generation funnel including cold calling, prospecting, lead nurturing, and scheduling meetings for your in-house team.
Let’s explore when to outsource your outreach efforts for better B2B appointment setting.
What is B2B Appointment Setting?
Setting an appointment is one of the initial steps in your sales process.
In fact, there are two sales involved in every transaction: the value proposition and the close.
In order for sales reps to close a deal, you must first successfully secure the appointment with your potential lead. There are two advocates who execute lead generation services: the sales development representative (SDR) who actively pursues all inbound leads and the business development representative (BDR) who actively pursues all outbound lead generation.
Both of these roles can be performed by in-house teams. However, these roles often are filled by members of your sales team. This can lead to a number of issues within the sales pipeline and less than successful appointment setting processes.
The main issue that businesses face when sales reps act as appointment setters is not understanding that lead generation and lead nurturing. Early sale process steps are distinct from closing techniques. While a sales representative is highly skilled at closing the deal and building long-term partners, pursuing key decision makers is far different.
Instead of wasting talented closing representatives on B2B appointment-setting services, you should consider outsourcing to an appointment-setting company. This gives your access to the latest technology and the resources of skilled appointment setters.
While it may sound straightforward, the truth is that setting appointments can be one of the most time-consuming aspects of making a sale and marketing your business.
Consider that, on average, it requires eight contacts per lead to close a sale, yet many sales representatives reach out to leads only twice. This is not due to a lack of ambition or drive to succeed.
Imagine the amount of time and energy required to contact a single prospect eight times. When you outsource B2B appointment-setting services to Valve+Meter, our specialists design cutting-edge processes and bleeding-edge automation tools to pursue leads at all stages of the sales funnel.
Good companies develop strong teams and implement training to succeed within all facets of the sales process.
Great companies identify weaknesses and execute processes to reach your full potential.
If there are issues within your business, Valve+Meter can help identify these threats and provide tools to strengthen your sales.
Nine Reasons to Consider B2B Appointment Setting Services
As a leading appointment-setting company, Valve+Meter executes our B2B Lead Generation Audit for many businesses and organizations. There are several common issues that lead to fractures in the sales pipeline. You can diagnose several of these issues within the lead generation process.
Know When to Outsource Appointment Setting
There are many frequent challenges with B2B sales and marketing. Outsourcing B2B appointment-setting services can be a game-changer both as a long-term marketing strategy and a short-term stop gap.
Great businesses strive to address challenges and optimize your sales process. By partnering with professional appointment-setting companies like Valve+Meter, you gain access to a team of trained experts who can effectively generate leads, nurture prospects, and set appointments with key decision-makers.
Outsourcing appointment setting helps overcome issues such as messy or inaccurate customer data, lack of lead nurturing processes, missed revenue goals, exhausted sales and marketing teams, slow pipeline, lack of marketing resources, lack of measurable metrics and performance data, and the need to scale appointments up and down. These challenges, when left unaddressed, can hinder your sales growth and impact your revenue potential.
Valve+Meter’s combination of experience, resources, and cutting-edge technology provides a powerful resource for your sales team. Heal the fractures in your sales pipeline and take control of the flow of leads into your business.