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How Appointment Setters Can Layer Quick Answers On Top of Complex Solutions

By admin February 27th, 2015 Appointment Setting, B2B Leads, Business, Lead Generation, Lead Generation Telemarketing, Marketing Comments Off

No matter your specific trade, any company that uses B2B appointment setters is all about complex solutions. You can try and word it in to something simpler for a particular target market to understand. That’s all on paper though. Executing things like remodeling your office or implementing a new management system for home-based employees are still complicated in practice.

It sounds bad at first. It feels like your company is doomed to forever lose in a world where even higher level managers are looking for a quick fix to everything.

The good news though is that a quick fix could be a layer to something more complex.

Appointment Setting Tips – Speaking Human Requires Being Human

By admin January 31st, 2015 Appointment Setting, B2B Inside Sales, B2B Leads, Lead Generation, Lead Generation Telemarketing, Marketing Comments Off

When was the last time you heard something like this?

“Don’t just speak human. Be human.”

It doesn’t have to be word for word but you’d normally expect this kind of rhetoric from the NGO or self-help guru crowd. You might think that it’s not all that connected to the practice of B2B marketing and lead generation right?

Well, what then is the point of speaking human to a very human audience?

Appointment Setting Tips – Disguise Your Value Proposition

By admin October 17th, 2014 Advice Blog, Appointment Setting, B2B Inside Sales, B2B Leads, Busines to Business Leads, Business, Lead Generation, Marketing, Marketing Tips Comments Off

What’s one appointment setting problem that often puts a dead halt in any possible engagement? Irrelevant content. People don’t want to engage when they don’t even take a second glance at the email you sent or the call you made.

Then again, there’s just so much to know about your business that summing it up in a single subject line seems impossible!

So here’s an alternative: Disguise your value proposition.

Turning Appointment Setting into a Self-Help Session

By admin August 8th, 2014 Appointment Setting, B2B Leads, Busines to Business Leads, Business, Lead Generation Comments Off

You may not be a shrink but turning a sales appointment into a self-help session is a lot more reasonable than the typical Mad Men approach that’s colored B2B marketing and sales. Whether it’s throwing in a hotline in your appointment setting process to regular check-ups by your lead generators, it’s all in line with what is commonly advised by many B2B marketing experts.

Then again, is it?

Appointment Setting Tips – Helping the New Guy in Sales

By admin July 19th, 2014 B2B Leads, Busines to Business Leads, Business, Business Tips, Inside Sales, Lead Generation, Marketing Comments Off

Sometimes the new guy isn’t just some intern working in the back office. Sometimes it’s a new member of your sales team. But like any new hire, there’s a typical chance that they need a lot of help working with your business’ older appointment setting process.

You might think that this could be due to your marketing strategy, the tasks you may (or may not) have outsourced, target industry etc. That’s partially correct. The other part though is that they could still freeze up when it’s their turn to finally meet a prospect (regardless of how good your marketing is).

Appointment Setting Tips – Re-Establishing Credibility

By admin July 9th, 2014 Advice Blog, Appointment Setting, Busines to Business Leads, Business, Lead Generation, Marketing, Marketing Tips Comments Off

Being wrong the first time can hurt customer trust and it makes it harder to acquire the same customer in your appointment setting campaigns.

This is bad for a number of reasons, the main one being you get more long-term sales if you invest in a long-term customer versus constantly generating new ones. Long-term, repeat customers require stronger trust.

Recycling Your Appointment Setting Resources

By admin June 27th, 2014 Appointment Setting, B2B Inside Sales, B2B Leads, Database Management Services, Lead Generation, Marketing, Marketing Tips Comments Off

When you think of the word recycling, you usually get a lot of icons in mind. Plastic. Paper. Can. Biodegradable. Non-biodegradable. Obviously this type of labeling is important because it helps you understand the process necessary for recycling a particular category.

What you may not know is that it’s also important when recycling other things besides trash. In your case, your appointment setting campaigns have plenty of leftover resources that need to be sorted out.

Continue reading…

B2B Marketing Tips –Sending A Message to Vacationing CEOs

By admin May 30th, 2014 B2B Leads, Busines to Business Leads, Business, Lead Generation, Marketing Comments Off

No doubt summer means a lot of sun and travel for many, including CEOs. Forget pricy air travel, gassing up the family car, expensive hotels, or even VIP security concerns. Plenty CEOs have found ways to avoid such worries when they travel.

You can tell by the way they’d just check their email once a day and expect themselves and everyone else to stick to it. Anything like an emergency meeting is strictly limited from filling up their calendar.

After all, vacations are the ultimate reset button, offering respite from all the company politics and rat racing. That’s why they want a clear line between a real break and a fancy business trip. It only makes sense that they’d want B2B marketers to also respect that distinction even if they’re willing to hear your offer while they’re sipping cocktails on a yacht.

When Appointment Setting Services Ask You to Get Specific

By admin May 23rd, 2014 Advice Blog, Appointment Setting, B2B Leads, B2B Telemarketing, Busines to Business Leads, Business, Business Tips, Inside Sales, Lead Generation, Marketing Comments Off

In the B2B world, the difference between sales and marketing is an idea that you almost learn on instinct. But sometimes knowing that difference does nothing but create tug-o-wars on what defines a lead or what defines a promising sales appointment.

It doesn’t go away even when you’ve outsourced your appointment setting services to another company. They still come back, asking you for any more specifications. Why is that? Could you really be any more specific? Does it really say more about marketers than it says about salespeople?

Sales Appointment Setting – Betting On Both Sides of Competing Prospects

By admin May 3rd, 2014 Advice Blog, Appointment Setting, Busines to Business Leads, Business, Business Tips, Marketing, Marketing Tips Comments Off

It’s conventional wisdom to stand behind your client and your prospect in the face of their own competition. Realistically speaking though, sometimes you just get so many in your sales appointment process that you end up getting rivals in whole sets!

How do you serve promise each one equally? Is it wise to hedge your bets on all of them? What if you’re outsourcing your appointment setting services? Would they want to qualify prospects who are out to get each other?