B2B Sales, Lead Generation and Marketing Blog

Don’t be Fooled by Qualified Appointment Setting Poseurs

Posted by Vendere Team on Tue, Jul 17, 2012 @ 09:07 AM

Setting appointmentsFor some appointment setters, lead generation is about using manipulation and less than ethical tactics to gather information and set sales appointments. The primary goal of these poseurs is to look good in the eyes of their clients by providing them with large numbers of appointments, whether or not the appointments they set are actually sales-ready. Their secondary goal is to position themselves to be able to claim, when appointments yield less than desirable results, that the client is to blame for low sales numbers.

The Vendere Partners team is often brought into new engagements after companies have had negative experiences with less reputable lead generation partners. Companies that have had negative experiences quickly find that Vendere’s approach to locating sales-ready prospects is much different than fly-by-night lead generation companies’ approaches to locating prospects.

Unlike certain other lead generation companies, Vendere doesn’t squeeze prospects for information and then pressure them into appointments they don’t want made. Instead, our team uses targeted telemarketing and e-mail campaigns to filter out prospects that aren’t qualified in order to generate lists of those that are qualified. Then, our reps gather market information and make and deliver appointments that are highly likely to result in more sales and that will enable clients to develop better and more strategic sales and marketing campaigns.

Wittingly or unwittingly, less than reputable lead generation companies pit sales managers against their sales reps and sales reps against management. Vendere does just the opposite. The qualified appointments our team delivers to clients are so accurately scored according to the timeliness of the opportunities and their potential values that it becomes easy for sales managers to create appropriate sales goals and easy for their sales reps to meet them.

Qualified appointment setting should not be about squeezing prospects for information and forcing them into boxes in which they do not fit, but about setting criteria that will allow for ethical, unobtrusive data gathering and result in appointments that clients can use to positively impact their bottom lines immediately and for years to come.

Topics: lead generation, appointment setting, lead nurturing, sales and marketing alignment, telemarketing, email campaign, qualified leads

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