7 common myths about b2b appointment setting services

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7 COMMON MYTHS ABOUT B2B APPOINTMENT SETTING SERVICES

I N T E L E M A R K


Choosing the right partner for B2B appointment setting offers a variety of benefits:

Should you outsource for appointment setting?

• Boost the volume of qualified appointments

• Improve sales team efficiency and effectiveness

• Develop a robust, vital sales pipeline


Unfortunately, there are many misconceptions about B2B appointment setting services.

Let’s take a look at seven of the most common B2B appointment setting myths.

The Myths


Myth 1

There is a wide variation in the quality of appointments that can be set for your

sales team:

An appointment with a fully qualified lead that has made the decision to buy within the next 60 days is infinitely more valuable than

an appointment with a “lead” who may or may not have the authority to purchase at all.

Securing an appointment might not be worth

it if prospecting calls take time away from salespeople responsible for closing business

and generating revenue.

One appointment is as good as the next one.


Myth 2

Appointment setting is not a task for your sales team. Salespeople are most effective when they:

Represent your brand in front of likely buyers

Develop relationships with new prospects

Demonstrate to qualified leads the advantages of your products or services

Provide high quality proposals

Negotiate and close deals with new clients

Salespeople should be scheduling their own appointments.


Myth 3

Here’s how to calculate the cost of an in-house inside sales team. Add up the following:

Expenses relating to recruiting, hiring, onboarding, motivating, coaching, and

managing the team

Compensation, benefits, and payroll processing

Workspace, telephone, computer, software and licensing, and utilities

Opportunity cost of requiring existing team members to focus on inside sales instead

of their core competencies

Keeping appointment setting in-house is more cost effective.


Myth 4

Maybe they are, but:

Have you ever realized during an appointment that the inside sales team scheduled the appointment with a company that did

not meet the qualification criteria?

Does your sales team spend too much time with contacts who probably won’t buy?

Is appointment setting success measured by the number of appointments set or the number of qualified appointments set?

Is scheduling appointments easy because you don’t spend much time assessing leads’ critical business issues before scheduling

a call or a meeting?

Your current lead qualification criteria are sufficient.


Myth 5

An experienced provider:

Knows its strengths and focuses on them

Already has the infrastructure to handle unique challenges

Draws on past experiences with similar audiences

Doesn’t have to juggle competing priorities (i.e. more time to focus on setting

appointments)

A third party won’t know how to get results in our industry.


Myth 6

Appointment setting requires a specific skill set. Here’s what’s involved:

Identifying the right targets

Contacting those targets and assessing their critical business issues

Communicating your value proposition

Asking as many qualifying questions as required

Updating your database or CRM application per standardized protocol

Scheduling follow-up calls for an appropriate date

Nurturing leads over an extended period of time

B2B appointment setting is easy.


Myth 7

Many appointment setting services will work well for commodity products or offerings.

They provide services for a relatively low price, however:

Organizations with specialty solutions usually require a specialized provider.

A custom campaign won’t always be the least expensive campaign, but it will be the most

effective.

ROI is often much higher with a more experienced provider.

Less expensive service providers are just as effective as the rest.


Download our Executive Report

In 7 Common Myths About B2B Appointment Setting Services, we reveal just what it takes

to select a reliable, effective appointment setting provider.

Download the report today at Intelemark.com!

http://www.intelemark.com/resources/7-common-myths-about-b2b-appointment-setting-services

About IntelemarkBased in Phoenix, Arizona, Intelemark designs highly customized B2B demand generation campaigns to connect businesses with prospects and customers. Services include all aspects of sales pipeline development, including:

• Qualified appointment setting• Sales lead generation• Lead qualification• Database cleanup• VAR communication• Tradeshow support• Sales intelligence• Direct response follow-up• Market research…and Emergency telemarketing

To perform at the highest levels and deliver the best results, Intelemark pays careful attention to each client’s brand. The company has partnered with many of the world’s most prominent businesses and has earned a reputation as “The Business Connection Company.” For more information, visit Intelemark.com.

http://www.Intelemark.com