Outsourcing your B2B Appointment Setting
Replenishing your sales pipeline with fresh leads is a prerequisite of business development. B2B appointment setting is one of the key methods companies use to generate qualified leads and maintain a healthy sales pipeline. However, arranging appointments with interested and relevant decision makers can be time-consuming, and requires skills that are not necessarily found in strong field focused sales people.
An increasing number of companies are outsourcing this aspect of their business development and have found it to be an effective solution to maintaining a strong sales pipeline, as well as improving the effectiveness of their sales force.
If you’re still not convinced, we’ve got six reasons why outsourcing your appointment setting to a professional telemarketing company can be beneficial to your business:
1. Speeds up the sales cycle
If your salespeople are setting their own appointments, they could be using half their time just generating meetings, with only the other half left to close the sale in a face-to-face meeting. Outsourcing the appointment setting of the sales cycle makes better use of your expensive field sales forces’ time. prioritise the relevant data
2. Working with a qualified list of prospects
A good telemarketing company will gather, analyse and prioritise the relevant data so they get to contact the right people who are interested in your product or service.
3. Cost effective
Having a dedicated telemarketing team, generating a steady stream of qualified appointments, is more cost effective than using field-based sales people doing this role. In addition, by outsourcing your appointment setting, you will very quickly see a return on your investment through the focus and results of your sales process and results.
4. Maintains the integrity of your brand
Some companies have concerns that outsourcing their appointment setting to a third party will lead to a disconnection of their brand, culture and key messages. After all, no one wants to have their day interrupted by a ‘telemarketing company’. A key focus is the training callers will receive and the depth of client immersion and empathy.VSL, for example, work closely with clients from the outset to truly understand their business and objectives, and continue to work seamlessly with them throughout the campaign. When they make a call, they don’t phone as VSL or on behalf of anyone – they become the client.
5. Utilising the right skill set
Not all salespeople are built the same. Some are better on the phone, others thrive when meeting clients in person and others get a buzz from cold calling. If your sales team don’t like, or aren’t good at cold calling, it will become a self defeating exercise, as motivation dies. A telemarketing company can help achieve the best results because they employ professional telemarketers who cold call and set appointments on a daily basis, and they know the techniques involved to be able to secure qualified appointments.
6. Scalable to the needs of the business
A telemarketing company is able to scale their services according to the demands of your business aspirations and budget. If a client wants to start with a small pool of prospects and gauge the results first, before committing to a full blown campaign, a telemarketing company can scale their services up or down accordingly.
VSL B2B appointment setting services are tailored to the needs of your business. They will ensure that the key messages you want to get across are understood and the information you want to gather is relayed accurately.
If you are considering outsourcing to a telemarketing company like Virtual Sales Ltd then please contact us either by email sales@virtualsales.com or call us on 01403 788481.
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Tags: Appointment Setting, B2B Telemarketing
Andy Dickens
Andy Dickens is a veteran of IT Sales, used to leading by example. He is the CEO of Virtual Sales Limited (VSL) who offer telesales, telemarketing, lead generation and appointment setting services to B2b businesses. He previously was Sales Director EMEA for Red Hat and before that ran sales at Visio before it was acquired by Microsoft.