Appointment setting services – a win-win moment for the sales team
In this competitive world, majorly in the B2B domain, synchronization between the B2B marketing strategy and sales endeavors is an essential prerequisite to optimizing sales conversion.
Here is what an archetypal day for an enterprise sales rep looks like - producing leads, client meetings, cold calls, negotiations, drafting proposals, sales reports, and the list goes on and on….
Good things may come to those who wait, but great business comes to those who nurture qualified leads.
Lead generation and appointment setting go hand in hand. This is because appointment setting with a client gives the company a chance to produce more leads and boost the overall company revenue.
B2B lead generation services will help one produce -
• High quality leads (HQL)
• Marketing qualified leads (MQL)
• BANT marketing leads
• Sales qualified leads (SQL)
B2B appointment setting services play an important role in producing high marketing qualified leads and sales qualified leads (SQL) to maintain a steady pipeline by enhancing Return on Investment (ROI) of the sales.
B2B enterprises worldwide are outsourcing the appointment setting aspect for their business development program and find it profitable.
Organizations of any size (small, medium, or large) could take the help of B2B sales appointment setting services to enhance business, thus accounting for high revenue.
Five key advantages of B2B appointment setting services –
• Digital footprinting and tracking of appointments
• Consultative approach toward forced products in telemarketing
• Lead nurturing
• Offers a higher rate of sales closure
• Helps in maintaining a perennial and high-quality sales pipeline
B2B appointment setting services ensure that the organization increases the probability of closure of a sales qualified lead at the right time by booking the client’s appointment.
Two primary objectives of B2B appointment setting services are as follows:
• Optimizing sales conversions
• Offering enhanced user experience (UX)
ABM–another VIP play card
ABM (account based marketing) is another crucial play card in the B2B lead generation industry. ABM solutions help align sales and marketing teams to promote long-term business growth, boost revenue, and delight clientele. The enhanced version of ABM is called people based marketing (PBM).
Along with appointment setting, there is another term called “installed base marketing,” i.e., it helps B2B companies (B2B demand generation companies and others) to up-sell and cross-sell to present consumers.
Installed base marketing
Installed base marketing is the only great way to get new customers. Installed base marketing could help marketing and lead generation efforts by –
• Developing targeted account lists based on revenue, industry, present technologies used, and employee size
• Developing highly efficient email campaigns that increase click-through rates and open rates
• Help understanding data intelligence for better industry segmentation and nurture marketing and sales campaigns
• With the help of an HQL service provider, one could produce high quality leads and boost the overall organization’s revenue in the B2B industry.
Final words
First, the B2B appointment setting process is a little time-consuming and needs expertise with the right skillset. However, there is no doubt – appointment setting is an integral part of B2B sales and business growth.
The marketing qualified lead and sales qualified lead systems help determine how ready a lead (prospect) is for conversation. Also, at a granular level, ABM solution is a win-win strategy for consumers, sales, and marketing in demand generation companies.
The present-day work environment makes it difficult for entities such as a demand generation company and a PBM service provider company to run a successful lead generation campaign. Therefore, installed base marketing is important and a must to maximize opportunities for clients.

Author's Bio: 

I've been advising and supporting B2B companies for over five years. I work with clients to evaluate major strategic issues and initiatives, develop effective business and marketing strategies, and implement operational improvement programs.In the B2B marketing space, my primary focus areas are lead generation, sales and marketing.