Ultimate Guide to B2B Appointment Setting

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 splitting time between cold calling and closing deals?
  • Do your sales reps lack enough at-bats? 

Even if you have a stellar product or service, it’s not going to sell itself. And your marketing-qualified leads (MQLs) won’t convert to sales-qualified leads (SQLs) without some professional persistence.

At some point in the qualification process, you will run into a sales gap.

This is where B2B appointment setting comes in.
When it comes to appointment setting, you may have a few doubts.

Appointment Setting Funnel
We already have a marketing team and a sales team. Why do we need an appointment setting team, too?
Your sales team may be spending the majority of their time on top-of-funnel prospects when they should be focused on nurturing and closing deals.
Ultimate Guide to B2B Appointment Setting

How B2B Appointment Setting
Generates Sales-Qualified Leads

With the overwhelming amount of options and information available to buyers these days, companies need to be proactive about following up with marketing leads.

They may have downloaded your whitepaper or clicked through your email, but that doesn’t mean they are ready or willing to make a purchase.

Appointment setting bridges the gap between marketing-qualified and sales-ready.
Sales development reps (SDRs) are a live voice from your company who reach out to cold and marketing leads and warm them up for a sales conversation. The SDR’s ultimate goal is to set the initial sales meeting for your closer. And they equip the sales team with valuable prospect info along the way by using intelligent cycles with multiple touchpoints and in-depth annotation of interest.