FIND. CONNECT. GROW
with our b2b appointment setting services
Fact: most companies engaging in lead generation are not reaching their targets and can benefit from lead generation and B2B appointment setting services.
With over two decades of expertise in the field, we provide lead generation and B2B appointment setting services that help our clients sell more and grow faster. We are appointment setters, and our expertise helped multiple clients across various B2B sectors since we opened our doors. Over the years, we have streamlined and perfected our appointment setting services to bring you the most qualified leads that your sales team can easily close. Unlike cold calling, our process involves systematic steps to understand your business struggles and goals, identify and define your target audience, develop a strategy and campaigns, then reach out to them addressing their pain points and discussing industry trends.
Companies that are most successful in reaching their lead generation targets use a variety of channels that help them set appointments with high degree targets. At 360 Leads, we generate B2B leads with our expertise in Outbound Marketing, Digital Marketing, Content Marketing & PR and Direct Marketing, and our appointment setters engage and warm up decision markers so that your sales team can strike when the iron is hot.
58.3% of companies ranked lead generation as the most important sales and marketing challenge that are facing
78.5% of companies surveyed have active lead generation programs
17.3% of them are successful in reaching their targets
WE ARE TECH AND DIGITAL SAVVY
Our appointment setting team has the best tools in their arsenal to make the highest impact when reaching out to B2B sales leads. They have access to a state-of-the-art calling system that increases their productivity by 20%, and that calling system is connected to a CRM that allows them to manage, update and source leads better. In addition, the calling system generates insightful reports and stores call recordings that allow us to monitor the quality of conversations that our callers are having with your leads.
Our in-house digital marketing team works in perfect balance and harmony with our appointment setters. They are skilled in a full spectrum of digital solutions to support your business lead generation goals. Their goal is to improve your digital profile, increase audience traction to your digital channels and website, generate more conversions and increase repeat conversions. The digital work we offer tackles all levels of your B2B sales pipeline, and they are part of our appointment setting services. Our digital offering include:
Best performing lead generation channels for B2B appointment setting
OUR APPROACH TO B2B APPOINTMENT SETTING
This is the first step in our lead generation and appointment setting process. Here we work with you to understand your business, the environment it operates in and your customers. This allows us to
- Understand your goals and pain points
- Know the micro and macro factors affecting your business
- Create personas of the ideal customer and how your business adds value to them
Now that we have defined your target audience and understand your business environment, next, we identify a channel or multiple channels that will give you the best engagement and ROI. At 360 Leads, we use LinkedIn Ads, Google Ads, Outbound Calling, Email Marketing, Content Marketing and Public Relations as channels to generate B2B leads and nurture them. We often see our clients select two or more channels to get the best result for their B2B appointment setting campaign.
After selecting the channels, we place KPIs (Key Performance Indicators) to measure campaign performance. KPIs are especially useful because they indicate how the campaigns are working for you throughout the entire buying journey.
This is the final stage where we run a carefully crafted campaign to generate leads and set qualified appointments. While your campaigns are running, we are constantly A/B testing to see what works best with your target audience. Based on the data that we collect, we adjust your campaign to optimize it further, giving you the best results for your appointment setting needs. Once we have generated the leads, our appointment setters will reach out to the prospects to set qualified appointments.
WHY WORK WITH A B2B APPOINTMENT SETTING COMPANY?
We are appointment setting experts. At 360 Leads, we have been providing appointment services for years to several clients across multiple industries. We know what works when it comes to B2B appointment setting. Our approach and process have been perfected over time and continues to improve to give you the best results for your campaign. The buying process has changed dramatically over the years. Prospects are well informed, issue-savvy, and able to access as much information as they want or need. Moreover, the role of sales evolved with the arrival of CRMs and various other techniques and technologies. The need to build relationships with prospects is now more important than ever.
It’s unhealthy for your sales team to put in their precious time and effort towards unqualified leads. Lead generation is not an easy process. It requires lots of time and effort to yield the right results. Using B2B lead generation services will get you set appointments with the right people. It will allow you to focus on closing the deal and selling to qualified leads.
Sales lead generation is on business leaders’ minds for a reason.
Companies of every size are prioritizing ongoing B2B lead generation as it sustains topline business growth. So, why is it that their B2B appointment setting, and lead generation programs are not delivering sufficient, qualified sales leads? Well, this might be due to:
- Insufficient budget invested
- Internal company issues impacting lead generation performance
- Poor or limited marketing channel selection
- Data list quality issues
- Poor sales opportunity qualification
- Poor lead capture and lead nurture campaigns or processes
- Not working with the right B2B appointment setting services company
The inability to hit B2B lead generation targets may result from companies lacking a clear lead generation strategy as part of their broader business development plan. This could stem from a lack of alignment between sales and marketing functions, among other possible issues at play. Though many companies are active in lead generation appointment setting and lead nurturing programs, to get better results you may consider working with a B2B appointment setting company and:
- Examining your channel choices, measuring ROI, eliminating what isn’t working, and doing more of what is.
- Combining a mix of tactics anchored by relevant offers to build effectiveness across all channels.
- Matching budget priorities to growth objectives to ensure lead generation is sufficiently resourced and that B2B appointment setting with relevant contacts is materializing.
- Bringing sales, marketing, and operations to the table to commit to a shared focus and accountability for topline growth.
GET MORE QUALIFIED SALES APPOINTMENTS THIS MONTH. LOTS MORE.
There are many factors that come into play when it comes to customer acquisition and getting new b2b sales leads. There are also various approaches to consider that will help you win new customers who will buy your B2B product or service and become repeat customers.
Is the current pandemic affecting your sales team and your sales results? No matter the size of your company, it’s likely you’ve been impacted somehow by the current outbreak. We’ve had to change the way we work and adapted to shifts in customer behaviours and purchasing patterns.
Many businesses right now are experiencing a slow down or a sales leads dipping, funk or drought. It’s the unfortunate reality in every industry during these COVID times. Some businesses are diversifying and/or reinventing themselves to survive. Some are shifting their business models and their sales lead generation strategies.
LEAD GENERATION FOR B2B APPOINTMENT SETTING SERVICES - WHAT CAN IT HELP ADDRESS:
- If data acquisition is an issue, an expert can provide specific, targeted data matched to an ideal customer profile (industry, business size, geographic location, job title etc.).
- If lead generation program strategy and planning is weak, an expert can create an efficient, systemized approach to lead sourcing, nurturing, qualifying and sales appointment setting.
- If website results are limited, a digital lead generation expert can improve website metrics and develop digital advertising campaigns, email marketing programs and optimized landing pages.
- If outbound telemarketing isn’t getting results, a lead generation expert can get sales reps off the phone and in front of the right people.
- If there’s a great story to tell, but it isn’t being told, a lead generation company with integrated marketing and communications expertise can help craft a compelling brand message and awareness-building campaigns.
For companies of every size, effective, ongoing sales lead generation for appointment setting results is the foundation for sustained topline business growth.
OUR APPOINTMENT SETTING PROCESS
Our lead generation and appointment setting services start with identifying and defining your target audience. We work with you to understand the companies and the contacts within the target industries that would most benefit from a conversation with your sales team about your product/services. We also create customer personas. This is crucial because customer personas help us to understand your buyer’s demographics, motivation, needs, and pain points. In short, the personas enable us to have a strong introductory conversation with your ideal leads. As well, we use the personas to develop relatable lead generation campaigns and ultimately put you in conversation with the decision-makers you want to target and convert.
Before we start setting appointments and generating high-quality leads, we do our research. First and foremost, we get to know you. We work to understand your UVP (Unique Value Proposition). What is it that sets you apart from others in your space? We need to understand this to pique the interest of your target prospect. As well, we will gather data on micro and macro factors affecting your industry. We will collect information on competition, customers and suppliers that affect your business. The macro analysis looks at political, economic, socio-cultural, and technological factors associated with your industry. We need this information to have as rich a conversation as possible with your prospect pool.
At 360 Leads, we use multiple channels to find B2B leads and set appointments with them. We assist you in identifying channels that will give you the best engagement, conversion, and ROI. Our channel expertise lies in the following areas:
- Outbound Marketing
- Digital Marketing
- Content Marketing & Public Relations
- Direct Marketing
In this stage, we present the B2B lead generation strategy that will be used to set the most qualified appointments possible for you. The strategy will contain the target audience, message and positioning and channels used to deliver the message. We also present Key Performance Indicators (KPIs) to monitor the success of your campaigns. KPIs will give a clear view of how your campaign is performing throughout, and the information will allow us to further optimize your campaigns.
Once our B2B lead generation campaigns identify sales leads, we start to fill your sales pipeline with qualified appointments so that your sales team can do what they do best. Sell!
Depending on the duration of your campaign, we will regularly provide you with reports and insights on your B2B lead generation efforts. The insights from the campaign will allow you to understand campaign performance and learn more about your target audience to aid in major business decisions.
FIVE REASONS WHY YOU SHOULD CONSIDER 360 LEADS FOR APPOINTMENT SETTING SERVICES
B2B appointment setting companies and B2B lead generation services are offered all over the world, but approaches differ – sometimes in surprising ways or in ways that you feel align best with your company needs. At 360 Leads we find new customers for our clients by connecting them with key decision makers to grow their business, anywhere in the world.
1. Our approach
Our approach is what sets us apart from the rest. Our focus is single-minded, and our clients can attest to that. As one of Canada’s leading lead generation and appointment setting services companies, we focus on getting you in front of qualified prospects so you can grow your business fast. Our initial efforts to understand your target audience and business go a long way when setting appointments. It builds a strong foundation for your campaigns and allows our appointment setters to communicate with leads as though they are an extension of your team. We are also channel experts. We have a specialist for every one of our channel offerings.
2. Experience & flexibility
At 360 Leads, we run all types of appointment setting campaigns. From small one-off campaigns to large campaigns that run for months. We also offer a range of B2B lead generation services from which you can use one or multiple to meet your business requirements. With over 20+ years of North American and global experience, the team at 360 Leads brings a wealth of knowledge and B2B appointment setting success for clients across various industries. The bonus is that you get to work with people who truly understand your market.
3. One-stop partner
With the help of our marketing and communications sister company, Clever Samurai, we do everything in house to run an integrated campaign! Our experts will quickly understand your business and provide a roadmap to achieving your goals. Starting from defining targeting audiences, campaign ideas, channels, content, design, creating a website or landing pages, running the campaign, and reporting.
Developing an air-tight target list to recommending integrated marketing efforts based on your business goals, we’ll work with you to build a full and qualified pipeline. All you need to do is watch us build your sales pipeline.
4. We are an extension of your team.
When our appointment setters run your lead generation campaign, they do it as an extension of your brand. This way your sales team is guaranteed a warm greeting from prospects. Your sales leads will not know that you are using a B2B lead generation service. We create that initial connection by professionally representing your brand, product, and services – opening the door for a more fruitful connection.
5. Training & monitoring
We focus on training our appointment setting callers about your organization, products, and services and help the callers understand how you add value to your users. But we don’t stop there. While the campaign is ongoing, we constantly monitor our appointment setters’ conversations with potential customer leads and provide constant feedback to improve the quality of conversations.
LEAD GENERATION AND APPOINTMENT SETTING FAQ'S
that answer common questions about B2B sales lead generation
What is appointment setting services?
Appointment Setting Services is a part of the lead generation process where we identify leads and nurture them to a point where they are ready to speak to a sales representative for more information. The result of the B2B appointment setting is a qualified lead. A lead is considered qualified when they have the power to make decisions, are fully aware of your organization and your offerings and are ready to know more to make a decision that will help them. In other words, they are hot leads that your sales team can close effortlessly. Appointment setting services are also seen as growing and building sales pipelines. At 360 Leads, we offer B2B appointment setting among other B2B lead generation services.
How do B2B appointment setting services work?
B2B Appointment Setting starts by identifying your ideal target audience, based on which we create a B2B database list of potential sales leads that are likely to use your product or service. Or we generate leads via LinkedIn Ads, Google Ads, content marketing and public relations. These leads are then nurtured with outbound calls and emails. The messages are very specific to their buying journey because one message does not suit all. Once the lead is qualified and interested in knowing more about your product or service, we hand them over to your sales team or add them to your sales pipeline. The best appointment setting companies offer a full suite of integrated services to build lead generation effectiveness across all channels.
How are appointment setters different from sales representatives?
While the primary focus of a sales representative is to close the sale, the job of appointment setters is to qualify a solid B2B lead. It requires two skills, that is identifying and nurturing. First, appointment setters need to identify and nurture major decision-makers into potential sales leads. Second, once the appointment is set by the appointment setter, your sales representative needs to do what they do best: sell!
How do hired appointment setters get a qualified lead?
Appointment setters identify potential sales leads and qualify them. They reach out to prospective leads with information about your products and service. The nurturing is not done with one phone call. It is a constant effort that involves multiple emails and calls that help qualify a good B2B sales lead. The callers monitor and record all activities with a potential lead and are trained to identify the behaviour of leads that are likely to qualify. The final step is to set an appointment with the qualified leads and your sales team.
Will the hired appointment setters call from 360 Leads or my organization?
Yes, our callers will be an extension of your team. They will call as representatives from your organization. The potential sales lead behind the phone will have no idea he is talking to someone from a B2B appointment setting company. The transition from appointment setters to your sales representative will be seamless as well because our appointment setters capture the whole picture when they hand in qualified appointments to your sales representatives. They record all conversations, activities, emails, engagement, and notes from the conversations to help your sales representative close the deal.
How much does B2B appointment setting services cost?
Our appointment setting services and lead generation campaigns vary widely in size, complexity and scope. Small campaigns start around $10K USD with ongoing campaigns for some of our multinational clients being $500K USD +. The key is to generate a return on the investment from appropriate targeting, effective lead generation strategies and a sales team that can close deals. Our most successful B2B lead generation campaigns generate hundreds of qualified sales leads for our clients in Canada, the US, England, Germany, Israel, Australia and more.
What do we do once we get a qualified lead?
As part of our B2B lead generation services, once we get a qualified lead, we record all their details, conversations, activities, engagements, conversations, and notes made by the appointment setter. The information is captured in a report, and an email with attachments or we can directly upload these leads to your CRM.
How do I know B2B appointment setting is right for my team or organization?
If you have any of the following pain points, it is a sign that your team or organization could benefit from B2B appointment setting services:
- Your sales team doesn’t have the time
- Your sales team doesn’t have the expertise
- It is expensive to hire someone to do it
- It is a one-off requirement
- It’s difficult to put a process in place for lead generation
- Your team does not generate good quality leads
What types of B2B sales lead generation campaigns are most successful?
Each client lead generation campaign is unique and they all have their different factors that contribute to success. Generally speaking, the most successful campaigns integrate various aspects of B2B marketing and lead generation to leverage synergies. Digital advertising combined with content marketing can drive inbound Marketing Qualified Leads (MQL). Our drip campaigns can move B2B sales prospects along the sales funnel to qualify them as sales ready leads. Our SDR and telemarketing team can book qualified sales appointments to help meet our clients’ lead generation targets.
Does it make sense to outsource for sales lead generation services?
For clients who want to grow their sales, the answer is usually yes. The key is to partner with a top sales lead generation company who has the B2B sales lead generation expertise, resources and track record to deliver results. Not all sales lead generation companies have the same approach. If effective sales lead generation strategies are critical to your business success, choose your lead generation company carefully. With respect to our lead generation competitors, you really do get what you pay for.