Business-to-Business appointment setting is a crucial stage in the business development activity of B2B organizations. Sales Representatives can focus on closing deals faster if experienced appointment setters set appointments.
Many B2B organizations are involving their Sales Representatives in the business development process. However, different surveys and research has shown that this practice has many disadvantages. Business development consists of looking for prospects, generating qualified leads, updating sales and marketing pipeline, finding decision-makers and influencers, and setting appointments with them.
Sales Representatives are already under tremendous pressure to meet prospective buyers, convert them into customers, and exceed their quota. Adding the responsibilities of Business Development Representatives will only make their job harder.
Also, the set of skills required for appointment setters are different from sales. Business development is a gradual process and requires a lot of patience and perseverance. As appointment setting campaigns are an inbound marketing activity, all conversations take place over the phone. Appointment setters should have the uncanny skill of judging people only by listening to them as facial expressions cannot be seen. Their ability to read reports and analyze data should be flawless as the appointment setting is data-driven. They should master phone etiquette.
In such scenarios, a Sales Representative will neither hone their skills nor acquire business development skills. It would hamper their performance and upset them. Out of frustration, they may leave your organization. It would lead to higher turnovers of Sales Reps, harming your revenues and earning a bad reputation in the job market.
Sales Representatives should always be focused on how to close more deals. They are hard-pressed for time as they are under pressure to exceed their quota. Involving them in business development activities like prospecting, cold calling, qualifying leads, setting appointments, etc., would only make them lose more time.
Setting appointments for B2B organizations is extremely challenging and is a well-known fact in the industry. Under the current circumstances, B2B appointment settings have only become tougher. A solution to overcome this extraordinary situation is by outsourcing appointment settings.
How do Sales Teams of B2B organizations benefit from Outsourcing Appointment Setting Service?
1. Appointments with Right Decision-makers and Influencers
Sales Representatives of B2B organizations should be focused on converting prospects into customers. It is challenging for them to spend time on business development activities like cold calling, qualifying leads, and setting appointments with decision-makers. It stagnates their sales and marketing pipeline.
However, experienced Business Development Representatives of B2B Appointment Setting service organizations know how to identify and fix appointments with influencers.
2. Reduces Time Spent on Ineffective Prospecting
Reducing your Sales Representatives’ time spent on non-revenue generating activities is the primary benefit of outsourced appointment setting service. An outsourced appointment setting service will help your Sales Reps save time and make them more efficient at closing deals.
Skilled appointment setters, working with sales appointment setting companies, cold call, gather information, analyze it, qualify the leads, and make appointments with the decision-makers. Your Sales Reps will be relieved of the most challenging aspect of the business development process and can focus on converting qualified leads into customers. It increases the company’s sales.
3. Updated Sales and Marketing Database
An outdated sales database is a deterrent to business development activity. Wrong information captured in your sales pipeline slows down cold calling and demotivates Business Development Representatives.
Skillful appointment setters working with appointment setting firms, supported by best practices and advanced technology, swiftly evaluate and clean up the vast database. They assist in selecting prospects who can be easily acquired. Your sales and marketing pipeline will be devoid of obsolete data and will have the latest market information.
4. Generates Interest from Qualified Prospects
Assisted by a well-written script, the Business Development Reps raise curiosity among the call recipients. The conversational skills and problem-solving suggestions of BDRs keep the potential buyers interested in the suggested solutions. B2B appointment setting firms employ the latest technology and analytical applications that enable appointment setters to have a targeted approach to choose the prospects they want to speak with.
5. Increases Brand Awareness
As experienced appointment setters are continually trying to qualify leads, they would be interacting with several prospects. Though these conversations may not convert into a lead, it helps to spread awareness about your brand. More people from the relevant industry would become aware of your brand.
As the frequency of your Sales Representatives converting prospects into clients rises, your customer base expands. Sales Reps will also have more time to nurture the existing clients, which strengthens the customer relationship. Thus, increasing the brand awareness of your organization.
When your brand reputation grows, more doors will open for your Sales Representatives and leading to higher revenues.
6. Enables Sales Reps to Effectively Plan their Day
When your Sales Representatives have set appointments at hand, they can plan their days better. They will only meet people who make the calls. It avoids wasting time in meeting gatekeepers who slow down the progress of your sales teams. The prospects would also be looking forward to meeting your Sales Rep as appointment setters would have already warmed them up.
7. Improves Conversion Rate and Efficiency of Sales Team
As your Sales Reps have confirmed appointments with decision-makers and influencers of prospects, their conversion rate dramatically rises. Since they are relieved from business development activities, they can focus more on closing. They become efficient at acquiring customers.
8. Lowers Investment in Business Development and Technology
A B2B appointment setting company’s team comprises experienced Business Development Representatives. You directly save the recruitment process’s overheads, maintaining and retaining these highly sought-after Business Development Reps.
Additionally, your expenditure on the technology required for business development activities drastically falls.
Because the appointment setters and the relevant tools and applications are at the center of our systems and processes, our services are more reasonable.