Sean Shea, a philanthropist, TEDx speaker, and founder and CEO of ViB, a company that generates quality leads for B2B companies globally, shares the secret weapon for business growth potential – appointment setting. According to Shea, only 21% of B2B marketers are prioritizing appointment setting, despite 90% saying it works. By implementing appointment setting in the right way, businesses can grow and gain a competitive edge.
Appointment setting is crucial in lead generation strategies for B2B tech companies. Sales cycles are long and complex, requiring significant time and effort from teams to get results. One solution is outsourcing appointment setting, allowing teams to focus on more valuable tasks. However, implementing this strategy correctly is key to success.
To ensure outsourced appointment setting stays on track, Shea recommends creating an ideal customer profile (ICP) for precise targeting. This profile outlines specific characteristics of customers aligning with the business, including demographics, firmographics, and behaviors. Qualifying leads is also crucial, as Shea suggests using a “pay-per-qualified-meeting” model to only pay for booked meetings that meet specific criteria.
Before and after the appointment, Shea emphasizes the importance of thorough preparation and feedback. Preparing for the meeting involves collecting and leveraging pre-call research or deal intelligence on the prospect’s timing, personas, goals, budget, and competitors. After the meeting, gathering post-meeting feedback through a brief survey helps adjust closing steps of the sales process and improve customer satisfaction.
In conclusion, by combining outsourced appointment setting with a focus on data and lead qualification, businesses can stay ahead of the competition and seize new opportunities. Following Shea’s steps can help optimize the sales process and maximize its benefits. The Forbes Business Council is the leading growth and networking organization for business owners and leaders, providing valuable resources for business success.
