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What Will Appointment Setting Services Look Like in 2018?

posted by Margaret Spencer on December 15, 2017

What Will Appointment Setting Services Look Like in 2018?B2B marketing continues to evolve. That, of course, barely registers as news. What’s really interesting is that, this time, the trends reshaping marketing are starting to impact traditional outbound strategies, including finding and booking sales meetings. If you’re looking to partner with a third-party appointment setting services provider in 2018, here’s what you should expect next year.

Generating leads and appointments still rank as the top challenge that B2B marketers face. That’s why B2B marketers allocate the bulk of their budget increase to prospecting activities. With more than two-thirds of marketers claiming they’re unable to consistently connect with high-quality prospects, a significant number of organizations plan to outsource at least part of their prospecting program.

This makes appointment setting a prime area for marketers to consider. But marketing itself has now changed so much that even appointment setting doesn’t look like what it did just a couple of years ago. Prospecting continues its steady march toward adopting pull tactics as more B2B buyers chart their own course in the purchase journey.

This means that an outsourced appointment setting services partner should deliver prospecting solutions that help you keep up with the times. At a bare minimum, here are four things you should expect from a reputable provider:

 

Account-Based

Account-based marketing (ABM) is gaining traction among marketers. In a nutshell, ABM strategies focus on targeting only a few organizations with the highest likelihood of turning into customers, rather than directing marketing efforts at huge numbers of target companies. It’s like fishing with a spear instead of casting a net.

A reputable appointment setting services company gives you ABM capabilities on top of personalized and targeted prospecting. They tailor campaigns based on an account’s characteristics, which is a step closer to the much sought-after “segment of one”. ABM-enabled appointment setting services target entire org charts of key decision-makers from target accounts, connecting with every person involved in the buying process within a single company.

 

Automated Prospecting

As much as 7 in 10 companies currently use some kind of marketing automation platform (MAP). That’s because MAPs boost lead generation for 80% of marketers and improve conversions for 77% of users. Companies rely on MAPs so much that, as a percentage of revenues, spending on marketing automation now outweighs other IT expenditures.

Appointment setting services that leverage automated prospecting use proven tools to rank leads and follow up on opportunities with minimal human intervention. This frees up their marketing and sales specialists to work on more value-added activities in your campaign such as live conversations with decision-makers. Automated prospecting accelerates one of the most time-consuming components of marketing and makes it more efficient and productive.

 

Data-First

Around 42% of marketers blame poor data quality as the main reason why prospecting campaigns tend to underperform, while about half point the finger at bad data for their MAP’s failure to deliver decent returns. In addition, marketers think they don’t have access to detailed data on prospect behavior and intent, which can help refine their targeting accuracy and enrich segmentation.

Any third-party appointment setting agency should (at the very least) transparently describe their data validation and enrichment processes. You want appointment setting services that let you target, track, and test all aspects of a prospecting campaign. It’s no longer enough to be data-driven, it’s now about being data-first.

 

Experience-Led

Adobe finds that tech marketers prioritize “customer experience and being experience-led” for 2017. This pretty much sums up the trends influencing today’s prospecting strategies in the B2B space. Appointment setting now requires not only a multichannel approach, but also an omnichannel mindset. The difference is that multichannel strategies tend to revolve around marketers’ perspective, while omnichannel takes the entire customer (current or potential) experience into account.

Omnichannel appointment setting services goes beyond integrating different marketing channels to engage prospects. They weave the entire buyer journey into a coherent process for you and your target leads.

So, be on the lookout for these four qualities. These form the baseline for “good” appointment setting services. Make sure that a potential marketing partner meets all four characteristics.

Posted in appointment setters | B2B Appointment Setting | Telemarketing List with no comment


6 Handy B2B Marketing Services to Outsource in 2018

posted by Margaret Spencer on December 13, 2017

We’re well within the last quarter of 2017, and most of you are probably already making the final touches to next year’s marketing plan. If your strategy involves working with a B2B marketing services provider but you’re not sure which marketing initiatives to outsource and which ones to keep in-house, we’ve got you covered. This […]

Posted in B2B Leads | B2B Marketing | Business | Contact Database | Contact Lists | Lead Generation | marketing | sales with no comment


A Step-by-Step Guide to Creating an Email Marketing Campaign Plan

posted by Margaret Spencer on November 7, 2017

Here’s a number to think about: 3,800%. That’s the average email marketing ROI according to the DMA. But just because you’re doing email marketing, too, doesn’t guarantee you’ll also be getting the same spectacular returns. To generate decent ROI, you first need to develop a working email marketing campaign plan. Putting together a coherent and […]

Posted in Business | Contact Database Provider | E-mail marketing services | Mailing List Provider | marketing | sales with no comment


How to Decide Between Lead Generation vs Demand Generation Services

posted by Margaret Spencer on October 24, 2017

In this day and age, it’s surprising that quite a number of B2B marketing folks still get the terms “lead generation” and “demand generation” mixed up. Although these two activities remain inextricably linked, they’re not the same thing. That’s why if you’re out on the market looking for lead generation or demand generation services, it’s […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


5 Ways to Find Email Addresses for Account-Based Marketing Campaigns

posted by Margaret Spencer on October 10, 2017

Despite rewriting the rules of marketing and turning the traditional sales funnel model on its head, account-based marketing (ABM) still very much relies on good-old email as one of its most effective tactics. That’s why you still need to find email addresses that let you reach out to every decision-maker who’s part of the buying […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


4 Ways to Use Influencer Marketing for Faster Fresh Leads Creation

posted by Margaret Spencer on September 27, 2017

  It sometimes pays to stand on the shoulders of giants to extend your marketing messages’ reach and impact. That’s why influencer marketing is an ideal strategy for speeding up fresh leads creation and conversion. Influencers can help you connect with a larger audience or reach deeper levels of engagement which you’d most likely have […]

Posted in Advertising Company | appointment setters | B2B Appointment Setting | B2B Contact Database | b2b contact leads database | b2b contact list | B2B Leads | B2B Mailing Lists | B2B Marketing | B2B Telemarketing | Business | Business Advice | Business Contact Database | Business Contact List | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


5 Key Qualities to Look For in a Data Gathering Solution Provider

posted by Margaret Spencer on September 20, 2017

We’re living through some pretty exciting times for data-driven marketing. Recent research from the Winterberry Group and Global Direct Marketing Association finds that almost 80% of marketers agree data is more critical than ever. The same study also reports that 88% actively use list segmentation and that 64% of marketers buy data from third-party data […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | data gathering solution | Lead Generation | marketing | Marketing Tips with no comment


6 Firmographic Info to Gather on Your Next Contact List Appending Run

posted by Margaret Spencer on September 15, 2017

In B2B marketing, getting to know your prospects and leads better can oftentimes require adding more fields on your marketing database. That’s why contact list appending remains a critical component of a modern B2B marketer’s data management plan. When done right, data appending enables you to paint a sharper image of potential customers, so that […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


6 Actionable Ways to Segment Information Technology Mailing Lists

posted by Margaret Spencer on September 12, 2017

Whether IT managers, directors, or CIOs (or all three) make up your information technology mailing lists, reaching out to an organization’s IT decision-makers via email can be a tough nut to crack. IT folks tend to be a well-informed bunch (i.e., keeping up with developments in their field is an unwritten item on their job […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


How to Launch Opt-in Campaigns with Marketing Managers Email Lists

posted by Margaret Spencer on September 8, 2017

Carrying out campaigns with marketing managers email lists can be a difficult feat to accomplish. For one thing, marketing managers are constantly being bombarded with content, promotions, and offers that catching their attention even for a split second is almost impossible. They’re also intimately familiar with the bag of tricks their fellow marketers use that […]

Posted in B2B Contact Database | b2b contact leads database | b2b contact list | B2B Mailing Lists | Business Contact List | business directory database | Contact Database | Contact Database | Contact Database Provider | Contact Lists | Custom list | data profiling with no comment


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