In the technology sales world, you have more success in closing a deal when:
- You have the undivided attention of someone with buying power
- Someone that is interested in the specific services or products that you have to offer.
That’s why B2B appointment setting is so vital to making the best use of the time of your high paid Account Executives.
Appointment setting. Sounds simple right? You set a time and place whether virtually or face-to-face to consult with another business. If you have any experience with B2B sales development, you know that setting THE appointment is not so easy. Imagine what sales can do with that kind of lead.
You want to keep a steady stream of qualified leads in the pipeline and you are not getting the desired results internally. While the sales engine for your organization may be the most essential and intimate part of your business, relinquishing some control to a trusted partner can lead to unexpected benefits.
In this article, we’ll look at three signs that indicate a need for outsourced appointment setting
1. You Aren’t Achieving Revenue Targets with Current Staff
How to improve sales performance is at the top of your priority and you need a strong sales development team, right now. Moving the sales process along requires qualified leads in the short-term pipeline.
However, you may have gaps that need to be filled in your employee base. To use the old sales terminology, you may have a team of farmers focused on cultivating your existing customers but you need hunters who are going to bring in new opportunities consistently to your sales funnel through appointment setting.
· Emotionally stable /Resilient
Maybe you are charging your Account Executives to be both the hunters and the farmers. Or your marketing team or spend is not big enough to keep marketing qualified leads strolling in. You may have plenty of MQLs, but you don’t have any Business Development Representatives to sort through them, so your main team wastes countless hours chasing down dead-end opportunities. This affects the type of deals they are able to close and they end up being either low-margin deals or do not produce a predictable pipeline.
Working with a third-party provider can be a great way to boost opportunities (and morale) by supplying your sales team with high-quality, opt-in leads. THAT type of lead WILL have an impact on your revenue.
2. The Dirty Data in your CRM is Wrecking your Productivity
In this case, we are referring to “dirty data” as a database or CRM that has inaccurate, missing, or duplicate information or lead profiles that are spoiled by expired information, empty form fields, misspellings, or fake email addresses. Following the best tricks in the world working with a tainted database will always be one step forward, two steps back.
That kind of data certainly won’t help you close any deals. And, don’t kid yourself, dirty data is a reality for almost every B2B business. More recently, Dun & Bradstreet’s analysis of 223 million B2B records revealed some startling insights:
A validated third-party provider will guarantee data quality through a rigorous QA process and strict adherence to targeting criteria. With the right data intelligence in your CRM, your sales and marketing teams can personalize their efforts and speak directly to prospect motivators and objections. A quality appointment setting partner, will go through your database, scrub and verify it, and add and replace qualified leads that turn into short-term-close opportunities.
3. Your Demand Generation Efforts are not Producing the Right MQL’s
What does an MQL even mean? Before a lead can become an MQL, it must first be a qualified lead (QL). An important rule of thumb to tech B2B prospecting is that you qualify the company first before you qualify the contact. Once the client profile matches with your established target, they can continue the process of becoming a marketing qualified lead. This is where things really start to matter. A lot of companies begin making mistakes in the funnel management at this stage. The right appointment setting service can deliver bottom-of-the-funnel qualified leads to your Account Executive team: one that matches fit and engagement and adds that the engagement is with the authority (primary persona). This can have a big impact in two areas of your business:
Revenue: when your established sales staff can speak with the right person, at the right time, to their specific needs, it will help them close more deals and win more revenue
Conversion Rates: Your marketing team can spend more time nurturing existing leads to turn them into targeted marketing qualified leads.
You can learn more about the process of outsourcing your appointment setting services here
Outsourcing part of your strategy isn’t a sign of weakness or questionable, back-alley deal. It’s pragmatism — using an available resource to improve your success and connect with more customers. In fact, some of the world’s most successful B2B vendors (Cisco, for instance) supplement their own efforts with appointments set by a third-party.
Find greater success by utilizing Inside Sales Solutions Services.