Articles and ideas from the Appointment Setting Pros:
How to improve your event registration rates in 3 easy steps
As an event organizer, your list of to-dos often seems to never end. You’re responsible for so many different tasks like managing tight budgets, booking sponsors, making sure the event goes well, etc. However, of all your responsibilities, we can probably agree the most important is the need to make sure that your event has a high attendance rate... Read More
Is this the BPO for me?
You’ve made the decision to outsource your appointment setting campaign. You’ve looked around and found a few candidates for your BPO. Now it’s time to choose. Have you asked the right questions? Have all of your qualifications been addressed? Read More
Warming up to cold calling
Cold calling can be very intimidating, but it has its advantages. It is a great way to create market awareness, build rapport and continuously increase your sales pipeline. Here are some tips on warming up to cold calling... Read More
Utilizing BANT for B2B Lead Qualification
The BANT method is used in a variety of industries and has been a standard sales qualification process dating back to the 1960’s. BANT stands for budget, authority, need and time frame, and is a methodology to determine the quality of a lead and if the prospect would be the right fit to work with your company.. Read More
The Do’s and Don’ts on How to Approach and Get Past the Gatekeeper
One of the hardest things that will keep a salesperson up at night is getting past the gatekeeper and getting in contact with the decision maker. We have all been there, and it is a struggle that is all too familiar in the sales industry. What is the appropriate way to approach the gatekeeper... Read more
Three KPIs to Live By
You should know what your company’s core business objectives are, and they should be laid out before you define your business’ key performance indicators (KPIs). Here are three essential KPIs that all companies should live by... Read more
7 Tips and Tricks to Scheduling and Executing Successful Appointment.
Making quality appointments can be extremely difficult. Here are 7 tips that will help you get a commitment for your client... Read more...
Selling to the C-Suite
Are you missing out on significant opportunities because you’re not reaching the C-level executives? Selling to the C-level decision makers can be intimidating and overwhelming for some. Here are a few tips you can use that will help you land those deals and increases your revenue... Read more...
Outsourcing Appointment Setting Can Increase your Revenue
Any sales organization will tell you the most important phase in the sales cycle is the close. However, the only way to get to a close is build a strong pipeline. Lead development can be an arduous process, requiring lots of up-front research. Even when you create a target list, you still need to convince a decision maker for their time to discuss your service or product offering. By outsourcing this appointment setting process, you allow your sales team to focus directly on closing which in turn can substantially increase your revenue and lower your cost per sale... Read more..
Five Appointment Setting Best Practices
Appointment SetterQualified scheduled appointments are ideal when it comes to filling your sales pipeline. However, many sales organizations will tell you that though appointment setting is a vital part of the lead generation process, it is also one of the hardest. It requires a significant amount of time, research, and gumption. To best convert your leads, you must start with a solid appointment setting process. Here are some tips to help you refine those steps... Read more...
The #1 Sales Demon Last Quarter – and How to Kill it Fast!
Based on many of our conversations with you – our appreciated clients and prospects - there is a very common demon that is plaguing some of your sales cycles. It’s not what you expect. Read more...
Leveraging Emails the Right Way for your Sales Initiatives
There are several mission-critical reasons to consider reversing the common marketing strategy of first emailing a list of prospects that have never heard of you before, and second, calling them to follow up. Sometimes called cold emailing, this practice puts the cart before the horse. Read more...
Identifying your Target Audience for a Successful Telemarketing Campaign
The first main step to any successful telemarketing campaign is to make sure you fully understand your target customer. It is imperative you know your audience because the marketing channels and messaging that apply to one person, may not be as effective with another. You will need to build the ideal client profile to ensure the language advertises to the right people. Read more...
Following Up with Sales Prospects
Marketing has conducted a lead generation program and developed a number of qualified leads for the sales team to follow-up on. Some of the leads seem very “Hot” and need immediate action. Others basically are prospects that should be buying from us. How can you use the information from the initial prospecting call to have the greatest impact on your follow-up call? Read more...
Bridging the Gap between Marketing and Sales
How do you bridge the gap between marketing and sales? Your marketing and sales teams share the challenge of increasing company revenue. As CEO, you have the challenge to ensure that both groups work together effectively to achieve the targeted revenue goals. Too often the CEO is told by Marketing that the leads generated are more than adequate to reach the revenue goals and that the problem is sales execution. At the same time, the Sales Manager is complaining that Marketing is not providing the sales team with enough quality leads. Read more...
The Importance of List Hygiene
Your prospect list is the hub of all your marketing and sales initiatives. Without proper, up-to-date contacts, you essentially are throwing spaghetti at a blank wall and hoping it sticks... It's estimated that somewhere around 2%-3% of your cold calling lists will become inaccurate each month...
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The Definitive Guide to Outsourced Lead Generation: Why it Works
When an organization outsources sales lead generation, it is handing off a controlled process of qualifying sales opportunities to a team of specialists. Companies outsource sales lead generation not only because they seek qualified leads, but they typically get those leads more quickly and for less money...
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Successfully Closing an Appointment Setting Call
As most customer service and sales professionals know, setting an appointment is a key step to selling your service or product. While an initial cold call may land you an opportunity to pitch your offering, many of your target audience members will be unable to fully grasp the benefits of your solution in a quick call, and will require a much more in-depth analysis...
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