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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


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 […]

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B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

posted by Margaret Spencer on July 14, 2017

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having […]

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Managing Data in B2B Appointment Setting

posted by Margaret Spencer on June 29, 2017

While conventional business procedures keeps on operating on the owner’s ruling and the producing benefit, nearly all of the widely-distributed business at the present work on data management. This kind of method for business was actualized with the aid of technological awareness of people and entrepreneurs. The volume of data expected to administer a specific […]

Posted in appointment setters | B2B Appointment Setting | B2B Contact Database | B2B Marketing | Business | Business Advice | Business Contact Database | Business Database | Contact Database | Contact Database | Data Records | data tips | Database | Database Leads | database specialists | lead acquisition | Lead Generation | Leads Database | marketing | marketing ability | Marketing Tips | sales with no comment


B2B Email Marketing: Preventable Mistakes in Conversion

posted by Margaret Spencer on June 19, 2017

Utilizing email and automation methodologies to drive clients in carrying out their vital move with business’ customers will occur in the stage of conversion. Up-selling an item or including a first purchase is excellent for e-commerce, appointment setting for service company and referral system for software company. These methods are only few of the best […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | Business | Business Advice | e-mail marketing | lead acquisition | Lead Generation | marketing | marketing automation | Marketing Tips | Qualified Leads | sales with no comment


Here’s Why Script Is Important in B2B Appointment Setting

posted by Margaret Spencer on May 26, 2017

It’s not entirely clear how important, but most, if not all appointment setters know that the calling script they use in reaching out to a potential client is important. Sure. Doing calls is not everything there is to a sales process, it’s only a part of your B2B appointment setting strategy. On the other hand, […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability | telemarketers | telemarketing quality | telemarketing tips with no comment


B2B Appointment Setting: Don’t Assume!

posted by Margaret Spencer on May 18, 2017

Sales leads of poor quality frequently indicates inaccurate answers. Nevertheless, what if the answer isn’t generally what’s wrong? Consider the possibility that it may be what you thought the problem was. Sensibly, everything appears to be identical. Yet, under the surface, expecting the wrong problems could prompt more detriments (both with regard to leads and sales). […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | marketing | sales with no comment


Gearing Your Sales People: What’s There to Know About the People in the C-Suite

posted by Margaret Spencer on April 5, 2017

Selling to the people in the C-Suite is on a different level. You can’t just pitch them your beaten script. After all, they are the decision makers. Talk to them on point and you’ll close sales faster. Nonetheless, with the advantages of going in on them directly, there’s also a lot of considerations to take […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | C-Level Executives | e-mail marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability with no comment


B2B Marketing Strategy Stats in 2016 to Guide you this 2017         

posted by Margaret Spencer on March 13, 2017

With 2016 concluded, begin planning for your B2B marketing strategy for that another lap around the sun with these relevant data. The three most common lead generation strategies are email, event and content marketing. (DM News) Inbound organizations are 4 times as likely to rate their marketing strategy as effective. (HubSpot) Just 61% of marketers […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | content marketing | e-mail marketing | event marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | Lead Nurturing | lead nurturing tips | marketing | marketing ability | Marketing Tips | sales | sales ability | SEO | social media marketing | social media strategy with no comment


B2B Appointment Setting:  Simple Techniques in Doing Follow-ups

posted by Margaret Spencer on December 14, 2016

Merely securing an appointment with your B2B prospects per se doesn’t guarantee that the appointment is going to happen. Things can turn out badly from the minute you hang up to the scheduled appointment. One of the most important things to do to reduce the chances of appointments not materializing is doing the right follow-ups. […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability | telemarketers | telemarketing tips with no comment


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