Measuring Appointment Setting

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Another important factor to consider during the reflection phase of appointment setting is reporting and metrics. Upper-level management will want to see how appointment setting efforts are contributing to the overall sales won and revenue generated. Having a dashboard of relevant metrics and reports is key to measuring appointment setting and reporting to your stakeholders. […]

Optimize Your Lead Generation Efforts

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As we begin dialing through our database, we want to pause periodically and analyze what is working and what is not. One of the most important aspects of appointment setting is creating a feedback loop that allows for process improvement. We find it is helpful to have a biweekly management meeting or what we like to […]

Sales Call Cadence Best Practices

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Once you have crafted your message and created your annotation process, you are ready to begin applying sales cadence best practices. These smart cycles, or Sales Call Cadence, are the systematic application of touchesover a certain period of time. In the same way that your marketing team is hitting prospects through email drips, your SDR team is hitting prospects via […]

Cold Calling Scripts

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Next, we need to tailor our message to our persona. At a high level, our cold call scripts and messaging will depend on our target job titles. For example, you will want to speak to the pain point of a manager by sending information about how your product or service can help them manage their team […]

Lead Qualification Process

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Lead Qualification Process The most important tool you can give to your SDR team is an effective rating and lead-qualification process. The more relevant information that you have about your prospect, the better equipped that your sales team will be. Whether you use automation lead scoring, warm-hot-cold or an old-school notebook, it is paramount that […]

Building a Sales Development Team

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Once you’ve laid the groundwork with your ideal customer profile and buyer personas, you can start building your sales development team. We find it beneficial to create 3 layers of management: strategic, tactical, and operations. A fully functional SDR team looks like this: Director Drives high-level strategy and ensures the team is creating efficient pipeline […]

Getting Appointments with Decision Makers

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Now, that you have an ideal customer profile, your database needs to be built out deeper. It’s time to research which industry professionals you should be reaching out to. The better you understand the buyer personas that make up the buying committee for your ideal customers, the better you can tailor your message to meet […]

Identifying Your Prospects and Personas

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Long before you make the first dial, you must do extensive research to identify which verticals you should target. By “vertical”, we mean the specific target market that is most likely to purchase your product or service. Highly specific target markets are typically smaller than a broad-sweep approach, but these verticals are generally more accessible, […]

Ultimate Guide to B2B Appointment Setting

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If you have stumbled across this guide, you probably have a sales development problem. Before we begin, we’d like to start by asking a few prospecting questions to make sure this guide is the right fit for you: Are your salespeople doing their own prospecting? Are your salespeople struggling with unqualified cold or marketing leads? Is your sales team […]