All companies that are engaged in sales need a consistent process to schedule appointments. This is especially true for those companies that sell business-to-business (B2B) products or services. If you can agree that appointment setting is vital to sales, then the question to ask is should this task be conducted within the organization or outsourced to a B2B telemarketing firm?
One prime example of when not to conduct appointment setting in-house is when it will become the responsible of outside sales representatives. If you expect your top sales people to earn top dollars, then they should be spending the majority of their time in front of qualified prospects, not making the numerous telemarketing calls to generate the appointment.
Many companies opt to form an inside sales or lead generation team, but you must consider all of the time and resources that are needed to execute this successfully. Interviews, training, technology resources and day-to-day call center management expertise are just a few of the considerations of conducting in-house appointment setting.
TeleSource Center can remove almost all of the involvement in appointment setting for its clients and has the expertise in generating qualified appointments with business decision makers. Our professional outbound telemarketers have been extensively trained in finding the right contact, communicating the value of your products or services and closing for the appointment.
A personal B2B phone call between an experienced appointment setter and a business contact is still the best way to qualify interest or need and consistently deliver appointments.