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Most Asked Questions About Lead Generation and Appointment Setting



Most Asked Questions About Lead Generation and Appointment Setting

Lead generation and appointment setting service are two of the best strategies you can have to develop a high-quality sales pipeline and generate sales.

If you’re a company that’s looking to sustain, grow and expand your business, investing in lead generation appointment setting campaigns are your way to go.

Lead generation and appointment setting are essential foundations of any business. These two work alongside each other to generate leads and secure appointments for your companies to facilitate sales conversion.  These two might be familiar words that you usually see as part of various sales development activities, but do you understand how they work and how they can help your business?

Learn more about lead generation appointment setting through these most frequently asked questions:

1. What is lead generation and business to business appointment setting?

Lead generation is the first step in your sales process. It focuses on stirring and capturing consumers’ interests by introducing your products and services.  The goal of lead generation as the initial step in your sales journey is to generate leads and nurture them through continuous follow-ups until they are ready to make a purchase.

Lead generation can be done in various ways, such as through social media, advertising, content marketing, and email marketing.  These all work, but lead generation through outbound telemarketing is one of the most effective ways to perform lead generation because telemarketing as a medium is more direct and immediate in terms of approach than the other platforms used in reaching out to customers.

On the other hand, appointment setting is the next step after lead generation.   Qualified leads are now subjected to appointment setting wherein setters are tasked to secure appointments with these key decision-makers for sales teams to close.  Therefore, appointment setting aims to secure appointments as many as possible. Increasing the number of appointments booked contributes to increasing sales conversions.

2. What types of leads are there in lead generation and appointment setting service?

In lead generation, different types of leads can guide you in narrowing down what might work in your favor.

– New leads

New leads or potential leads refer to possible customers aligned with your ideal buyer persona. Usually, lead generation and appointment setting agencies have databases where they can get decision-makers who might be interested in your company’s products or services.  

– Nurturing leads

These leads are the ones who are not interested in purchasing at the moment, but they have shown their interest in your products or services. With the proper nurturing and relationship building, they can be potential consumers in the future.

– Unqualified leads

Unqualified leads are individuals who are not interested in your products or services.

– Qualified leads

Qualified leads or sales leads are those who have shown their full attention and interest in your products and services. These are also the leads that are ready to make a purchase.

2. Can lead generation work without appointment setting service and vice versa?

While lead generation can work without appointment setting, appointment setting can’t work without lead generation.  However, conducting lead generation without following it up with an appointment setting makes no sense.

Therefore, we can conclude that lead generation and appointment setting work hand-in-hand and co-exist to complement the function of one another.

Lead generation efforts kick-start everything in the sales journey. It’s the process designed to look for those decision-makers who can be converted to sales. Lead generation is also in charge of nurturing these leads and monitoring if they are ready to purchase. Once prepared, that’s where appointment setting comes in. Setters directly call these decision-makers to schedule appointments where closing sales representatives will present their tailored sales pitch.

Lead generation and appointment setting complement one another; these two functions should be employed efficiently to maximize results.

3.  Which is better, outsource to appointment setting lead generation companies or execute in-house?

Executing lead generation strategies and appointment setting campaigns in-house or through a third-party agency both have their respective pros and cons.

Performing these two strategies in-house can be cheaper for your company because you can maximize your internal and existing resources such as your employees, technology, and office space without having to spend much. However, lead generation and appointment setting execution entail years of expertise and experience to guarantee results; therefore, weeks or months of employee training and monitoring will not ensure adequate skills and enough competency. With this, the lack of experience and expertise might withhold the success of launching effective lead generation and appointment setting campaigns.

Outsourcing lead generation and appointment setting companies might be a wiser choice, especially if you’re looking to increase your sales and grow your company in serious manner. Third-party agencies have the years of experience, skills, and expertise to design and execute effective lead generation and appointment setting campaigns for you.  They are also equipped with the necessary technology, database, and workforce who will solely focus on generating leads and securing appointments for your company.  

4. What reports do lead generation appointment setting service companies to provide?

Appointment setting lead generation companies are transparent when providing feedback on your campaigns.  They keep you in the loop by providing 100% transparency with call reports. They provide daily call logs and give you access to their software to see how many leads were generated, and appointments were booked to date.  At the end of the campaigns, they also give a full-blown report and analysis of the data gathered.

Learn more about b2b sales lead generation with experts from Telemarketing Professionals. Visit!

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The Ultimate Guide to Storytelling



The Ultimate Guide to Storytelling

Storytelling is an art.

Not a process, method, or technique. And — like art — it requires creativity, vision, skill, and practice. Storytelling isn’t something you can grasp in one sitting, after one course. It’s a trial-and-error process of mastery.


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How to Blog When You Have No Time



How to Blog When You Have No Time

Finding the time to blog is a frequent challenge for many marketers. Marketers often wear many hats and it can be difficult to focus long enough to churn out quality articles when you’re pressed for time.

How to blog when you have no time? We spoke with author and marketing expert David Meerman Scotton how to avoid common time management mistakes by developing a routine.

No matter what you’ve got on your marketing plate, it won’t get done without proper time management. Learning how to make the most of your time will greatly affect your productivity and overall success as a blogger.

Why is blogging time management important?

When it comes to creating content, maintaining consistency is key. This is why blogging time management is so important. You may not always feel motivated to create on a regular basis, but establishing a schedule will help you to stay consistent with your blog output.

For example, you may find that you’re better at writing in the mornings. So you can set aside 2 to 3 hours each morning to work on writing based on how many articles you’d like to produce each week.

Create a content calendar to help you plan your content in advance and set reasonable deadlines. Make note of holidays or seasonal events that may impact your content schedule.

Getting organized will help you set and achieve goals for your blog. If you’re starting from scratch, check out our guide to starting a blog.

How to Blog When You Have No Time

1. Use blog templates.

An easy way to jump-startyour creative process is to start with a template. Why suffer through writer’s block staring at a blank document if you don’t have to? HubSpot’s free blog post templatescan help you format your article and get started writing faster than starting from scratch.

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Templates function as an easy to follow outline where you can organize your thoughts and start to flesh out your content. HubSpot’s offer includes six templates ranging from how-to posts to pillar pages and infographics.

2. Develop a blogging routine.

In many ways blogging reminds David of exercising. In order to be successful at it, you will need to develop a routine. “It is programmed in,” David says. “It is about building it into your life and making it a second nature, like running in the mornings or doing yoga after work.”

Dedicate time each day to writing or allocate one to two designated writing days per week. Block time off on your calendar and turn off messaging apps to avoid interruptions while you write.

Once you’ve gotten organized and created a routine, you may find you had more time to write than previously thought.

3. Keep a list of ideas.

One way to save time coming up with content is to make sure you always have a running list of fresh ideas to work with. That way you’re not scrambling at the last minute for worthy topics.

Creating topic clusterscan help you flesh out your blog content strategy. A topic clusteris multiplearticles grouped by a shared topic or related topic. For example, you may have one pillar page that gives a broad overview of a topic. From there, you can create more in-depth, specific articles on related subtopics.

This will not only help you plan content but organize your site architecture as well.

4. Perform research prior to writing.

It’s much easier to write when you have all the pertinent information you want to include in one place. Research your chosen topic before sitting down to write and organize the information in a quick outline.

Include any keyword researchin this process so you can ensure your content aligns with what readers are searching for online. This way when you sit down to write, your only job is to write — not look up new facts.

5. Don’t edit while writing.

When writing it’s very tempting to want to stop and make corrections. Don’t do this. It breaks your writing flow.

Instead, write a rough draft withjust pops into your mind first. Follow your train of thought without stopping to fix typos or edit. The goal is to just get your thoughts on the page. Once your initial draft is written, you can always go back and make changes.

6. Perform article updates.

Another strategy is to build upon existing content by performing an article update. Giving your older content a refresh is not only good for SEO and your readers, but it can be a quick win for adding new content in a time crunch.

With older content, you may need to include additional research and update it for accuracy, but it generally takes less time than writing a new article from scratch. Review your existing content. Are there articles you can do a deeper dive on? Have there been industry advancements you can include? Is there a new angle to explore?

7. Find content ideas wherever you go.

By making blogging a life routine, you will come across creative content ideas much more frequently. Keep an open mind, observe new things that interest you personally and find ways to turn them into fodder for a blog post. By noticing world dynamics that get you excited and relating them to your audience, the process of blogging becomes a lot more natural and fun.

Accumulate content ideas from different situations in life and find ways to apply them to your industry.

8. Hire a freelancer.

Sometimes your workload is just too heavy and your efforts can be better used elsewhere. If you have the resources and budget to do it, hiring outside help may also be a great option.

Sites like Upwork, Contenta, and MediaBistro make it easy to find writing professionals. If looking to generate content on a larger scale, consider working with a content agency.

Blog Like A Pro

Creating content with a consistent cadence is an obstacle busy marketers frequently struggle with. Creating a schedule and mastering blogging time management will allow you to create even when you’re short on time.

This article was originally published in December 2010 and has been updated for comprehensiveness.

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How clean, organized and actionable is your data?



90% of marketers say their CDP doesn't meet current business needs

A customer data platform (CDP) centralizes an organization’s customer data, providing a single 360-view of each consumer that engages with the company. Yet there are still data-related considerations that organizations have to make beyond what the CDP does.

“[CDPs] were designed to fill a need – to enable a marketer to easily get to the data they need to create their segmentation and then go on and mark it from that point,” said George Corugedo, CTO of data management company Redpoint Global, at The MarTech Conference. “But the issue is that CDPs really don’t take care of the quality aspects of the data.”

Maintaining data quality also impacts segmentation, campaigns and privacy compliance challenges for marketing teams that use this data.

Data quality

The data in a CDP depends on the quality of where it came from. Therefore, an organization using a CDP must also consider the quality of the data sources and reference files used to build out the CDP.

“The inevitable question is going to be, how good is this data?” said Corugedo. “How much can I trust it to make a bold decision?”

This is something that has to be on every organization’s radar. For instance, when identity resolution is used, the issue depends on the quality of the third-party reference files. If they are provided by a telecommunications company or credit bureau as the data partner, those files might only be updated quarterly.

“It’s just not an optimal solution, but every single CDP on the market uses some form of reference file,” Corugedo stated.

It’s up to the data scientists and other team members working within the organization to own the accuracy of these data sources.

Read next: What is a CDP?

Segmentation and other actions

The quality of the data using specific reference files and sources will vary and will impact the confidence that marketers have in creating segments and using them when deploying campaigns.

Marketers have to make this decision at a granular level, based on the trustworthiness of data from a particular lineage.

“If they have a campaign that is reliant on suspect data, they can actually delay that campaign and say maybe we wait until that data gets refreshed,” said Corugedo.

Otherwise, marketers are just “spraying and praying.”

Using rules instead of lists

The advantage of having a CDP is unification of all data. But the data is being updated all the time. Instead of deploying campaigns based on a fixed list of customers, the use of rules to define segments allows marketers to update who they engage in the campaign.

“A list, as soon as it’s detached from the database, starts to decay because it doesn’t get any updates anymore,” Corugedo, adding that using lists takes longer to execute a campaign.

Lower quality from data that isn’t updated can have serious implications for healthcare and other industries, where accuracy is essential. 

“Instead, rules are passed through the campaign just like they would be with a list, but those rules reevaluate every time there’s a decision point to make sure that only the qualified people get the particular content at that point,” Corugedo explained.

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Privacy and regulatory compliance

Maintaining data quality through a Redpoint Global dashboard, or a similar combination of tools and data personnel, will also help an organization manage privacy.

The crucial point is that people on the team know where the data came from and how it’s being used in campaigns. The stakes for sending out relevant messaging are high. Privacy and compliance issues raise the bar even higher.

If you’re using a CDP, you can save headaches and extra labor by using a tool that has compliance and privacy baked in, so to speak.

“What we’ve done is embrace some of this complexity and absorb it into the environment, so the marketer never even sees it,” said Corugedo. “What we do is with every implementation, we will implement a PII vault that keeps PII data super secure, and we can anonymize the marketing database.”

This way, personal information of individual customers (PII) is never violated.

“Marketers ultimately don’t necessarily need to have visibility to PII,” Corugedo explained “They like to see it for testing purposes and making sure that it looks right and everything, but the truth is we can do that in other ways without revealing PII.”

Having a handle on data quality adds to the confidence marketing teams have in creating segments and executing campaigns, and it can also help protect the customer’s privacy and guard against regulatory infringements.

Facts not fiction: Beyond the CDP from Third Door Media on Vimeo.

About The Author

Chris Wood draws on over 15 years of reporting experience as a B2B editor and journalist. At DMN, he served as associate editor, offering original analysis on the evolving marketing tech landscape. He has interviewed leaders in tech and policy, from Canva CEO Melanie Perkins, to former Cisco CEO John Chambers, and Vivek Kundra, appointed by Barack Obama as the country’s first federal CIO. He is especially interested in how new technologies, including voice and blockchain, are disrupting the marketing world as we know it. In 2019, he moderated a panel on “innovation theater” at Fintech Inn, in Vilnius. In addition to his marketing-focused reporting in industry trades like Robotics Trends, Modern Brewery Age and AdNation News, Wood has also written for KIRKUS, and contributes fiction, criticism and poetry to several leading book blogs. He studied English at Fairfield University, and was born in Springfield, Massachusetts. He lives in New York.

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