Tag Archives: sales appointment setting

Setting Sales Appointments with Numbers Isn’t Necessarily A Shallow Tactic

It’s true that numbers don’t always win. In fact, sometimes they can serve more reason to doubt or create more disappointment in business decisions. From the consumer’s end, sometimes numbers have only been used to lie or ‘not tell the whole story.’

 

That doesn’t mean you shouldn’t use them to win sales appointments.

 

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Plan Your Appointment Setting Strategies Around Schedule Management

Like a lot of things in the B2B sales process, tying appointment setting strategies with schedule management seems like stating the obvious. Under the surface though, a lot of questions remain unanswered. Aren’t there different management styles?  What about time zone differences? Is punctuation a bigger deal in one region or in one industry compared to another?

 

Answering these questions might be too much to cover in a single blog post but here are some of the basic techniques to synchronizing your appointment setting strategy with the schedule management habits of any target market.

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Do Different Appointment Setting Techniques Generate Different Appointments?

It’s only a matter of time before the business world has 100% embraced the multi-channel mindset (assuming it hasn’t already). But in case you still haven’t, you probably have several valid reasons. You don’t want to jump on the bandwagon. You care about the quality of the appointments generated in ways that you’re not accustomed to.

 

It does all take some getting used to and it’s perfectly natural when you think the risks aren’t worth taking. However, there is one assumption you might not want to hold on to: The idea that different appointment setting techniques generate different kinds of appointments.

 

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Sales Appointment Setting Tips – Play A Hero or a Lesser Evil?

When playing the hero wins you the trust of potential customers, it’s a powerful marketing pitch. At least, that’s what Mark Schaeffer thinks when describing Apple’s recent shift towards offering hardier security policies.

 

But in the bigger picture, are you really playing the hero or are you just the lesser evil? A good appointment setting process requires careful understanding of a prospect organization’s ethos (controversial as that sounds). Otherwise, you can’t tell the difference (and yes, that is a very big deal).

 

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Outsourced Appointment Setting – Go Easy for Go for Broke?

There’s not one single way to outsourced appointment setting. This results in vendors catering to companies in many different ways. Some prefer them to do the whole shebang: contacting, qualifying, nurturing, and then just leave the signing to the sales rep. Others would rather have their sales rep put their own special touch. It’d be a waste of their own negotiating skills otherwise.

 

So which one are you? Are you cautious about outsourcing most of the responsibility or are you just making sure your providers live up to their promise?

 

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