B2B Appointment Setting is one of the most straightforward jobs that you will need to do while expanding your business. This, however, is a job that needs sales and marketing to work in tandem and shared responsibilities. It’s up to marketing to nurture leads and set the phase for a discussion, however it’s up to sales to connect.
When this relationship is clearly defined and understood, both teams can work together to drive success — i.e. better leads, more opportunities, and higher revenue. Rather than building contact lists, you’re qualifying and nurturing leads till the purpose they opt-in to a consultation, there even a particular time and date. Imagine what sales can do with that sort of lead.
In any case, when the sales/marketing relationship is dysfunctional, or when one group does not have the assets to operate at the full limit, appointment setting turns into a pipe dream. Should wish for bags of money to fall from your rafters.
If you need to keep a constant flow of opportunities in the pipeline when your own particular projects fall short, it might be an ideal opportunity to consult a third-party provider. In this article, we’ll look at four signs that indicate a need for outsourced appointment setting.
Your MQLs Aren’t cutting it
Marketing qualified leads (MQL) are one of the major aspects that ensure that your company is working smoothly. However, it is important that the leads gained by the marketing team are good quality before they are sent to the sales team.
In year ago’s benchmark study by Demand Gen Report, 74 percent of marketers listed lead quality as their top need for the year. That is nothing unexpected, given the terrible reputation “marketing qualified leads” have earned at numerous companies.
What do your MQLs look like? Do they help sales reps start important discussions with leaders who match your client profile? Do they have clear purchase goal?
The right lead generation service can deliver bottom-of-the-funnel, qualified leads to your sales team. This can make a big difference in two areas:
- Your sales team can close more deals and win more revenue.
- Marketing can invest more time nurturing existing MQLs into something usable.
Your CRM is full of Dirty Data
There’s nothing regrettable than trying to win clients utilizing bad sales intelligence.You call somebody who’s supposed to be a CIO at a mid-size service company, however, it turns out they’ve moved on to a new position, and the organization is really a start-up . . . what’s more, two individuals from your group have just called the record since it’s a copied entry.
You surely won’t finalize any deals working with that kind of data. According to Integrate, around 40 percent of all B2B leads suffer from poor data quality — typos, expired information, missing form fields, and other issues.
A trustworthy third-party provider will ensure data quality through a thorough QA process and strict adherence to focusing on criteria. With the correct business intelligence in hand, your sales reps can customize their efforts and talk specifically to prospect needs and goals.
You Don’t have a lead nurturing system set up
Until the point that you know which leads will close and which won’t, no lead is necessarily “better” than another. They’re exactly at various phases of the buyer’s journey and require distinctive methodologies. If you have a list of bottom-of-the-funnel leads, great!
Top-of-the-funnel leads require more time and resources. You’ll got to keep them engaged with educational content and track purchase signals till they’re prepared for sales. It’ll be a ton harder to deal with this procedure if you don’t have an appropriate nurturing system in place.
Lead nurturing can prompt to a 20 percent increase in sales opportunities, yet perhaps your company isn’t there yet. You don’t have the assets to run full-funnel advertising, yet you require some highly-qualified leads to kick off your revenue.
You aren’t achieving revenue targets with current staff
If you’re a small or growing business, new opportunities are extremely important, but finding these opportunities is easier said than done. According to recent information from HubSpot, thirty-eight percent of software vendors create less than 50 new opportunities for every month.
Perhaps you don’t have a sufficiently major marketing team to keep qualified leads streaming in. Or on the other hand possibly you have a lot of MQLs, however, you don’t have any BDRs to deal with them, so your main team wastes incalculable hours chasing down deadlock opportunities.
If your reach is restricted, your brand obscure, or your team too small, it can be difficult to gain momentum and grow in an officially crowded market. The deals you do close will most likely be sporadic and low-value.
Outsourcing some portion of your lead generation strategy is genuinely normal in the industry. A 2014 review revealed that 46 percent of small companies and 61 percent of enterprises utilize an outside service to supplement their own projects.
Working with a third-party provider can be an incredible way to boost opportunities by providing sales with high caliber, opt-in leads. Also, yes, those additional opportunities will measuredly affect revenue.
As a marketing company with over 17 years experience in qualified B2B appointment setting, VSynergize can help you leverage your marketing efforts to generate better quality leads. Contact us today via email at email@example.com or call on 855-203-8196.