DATA DRIVEN LEAD GENERATION
ACCOUNT BASED MARKETING
WEBINAR & LIVE EVENT
Business-to-business or B2B appointment setting is a business growth strategy where appointment setters (such as sales development reps or other sales team members) contact potential buyers, pitch a company’s product or service offerings, and schedule sales appointments between their company and the prospective client. During sales appointments, members of your internal sales team have the opportunity to talk one-on-one with a key decision-maker (KDM) and explore how your company could be a good fit for any pain points they are experiencing.
WHY APPOINTMENT SETTING IMPORTANT FOR LEAD GENERATION?
While B2B appointment setting is an incredibly effective way to grow your business, unfortunately, many companies don’t know the steps to take to have a sustainable program. To have a successful appointment setting program, your appointment setters must:
Prospect: During the sales prospecting process, sales teams find potential business opportunities. Whether you decide to find prospects on social media or through a database, this is how outbound leads enter the appointment setting sales pipeline.
Qualify leads: When sales development representatives (SDRs) call prospects, they must practice lead qualification. This is to ensure they’re only pursuing and setting appointments with leads that meet your ideal customer criteria.
Nurture leads: Lead nurturing is a crucial component of B2B appointment setting. It builds top-of-mind awareness and reminds the potential client that you haven’t forgotten about them or their business.
Set appointments: Lastly, setting appointments is the final step of the B2B appointment setting process. This allows your internal sales team to present a customized pitch to the prospect and convert them from leads into long-term customers.