using appointment setting
Getting the Appointment

Using Appointment Setting for Year Round Lead Generation

With a new year just around the corner, many sales organizations are in crunch mode trying to achieve year-end goals while also gearing up to kick-start the New Year with a big bang.

While the 1st and 4th quarters are critical, there’s a lot of momentum and closed deals that take place in the 2nd and 3rd quarters and contribute to a company’s annual revenue growth. Therefore, a good lead generation playbook can offer a sales organization a solid plan on how to optimize its time for year-long success.

1st Quarter Establishing an appointment setting campaign in the first quarter sets a sales organization on the right track to achieving its annual revenue target.

  • Create a sales pipeline for the new year
  • Improve lead conversion by allowing sales to focus on closing rather than cold calling
  • Deliver leads to the sales organization creating new excitement and energy

2nd Quarter This is a good time of the year to look at additional initiatives to bring in more sales, such as partnerships, trade shows, and sponsorships. Appointment Setting can enhance these efforts:

  • Reach out to new markets for your services
  • Set up call campaigns with verticals that were successful in Q1
  • Arrange meetings for your team at trade shows and events (maximizing the event investment)
  • Follow up with attendees after an event to identify qualified leads

3rd Quarter The third quarter works well for lead recycling – to see what can be brought back into the sales pipeline through a targeted lead generation process. This is a good time to:

  • Re-evaluate what you may have considered ‘dead’ or ‘cold’ leads
  • Check-in with lost or stalled opportunities
  • Learn how well lost opportunities are doing with their chosen competitor

4th Quarter Sales organizations know that making their yearly number and having a strong finish to their year-end is critical. The primary focus needs to be on getting the sale this year, not next year.  This is the time to:

  • Schedule review meetings with all current customers
  • Identify if there is more business you can get in this current year
  • Ensure clients budget you in for next year
Jason Hassler

Jason is responsible for Intelliverse's development and sales efforts to better connect businesses with their customers. Jason comes to Intelliverse with 20+ years of sales and management experience, with the past 15+ in cloud solutions.
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