What is B2B Appointment Setting? 2024 Guide

Let’s define B2B (business-to-business) appointment setting:

B2B appointment setting is a sales and marketing process in which the company’s sales representatives, or specialized appointment setters, arrange meetings with potential clients or decision-makers within other businesses. These sales meetings are crucial for converting leads into actual clients, as they facilitate discussions about product offerings and customer needs, ultimately driving business growth. These appointments aim to create opportunities for further discussions, product demonstrations, or presentations with the ultimate goal of generating new business, building partnerships, or closing deals.

In simpler terms, it’s when a dedicated team does the legwork to get your salespeople in front of warm leads interested in your products or services.

What you’ll learn in this guide:

• Why appointment setting matters
• Whether appointment setting really works
• The B2B appointment setting process
• Appointment setting strategies
• What a B2B appointment setter is
• The best B2B appointment setting tools
• How to determine whether you outsource appointment setting
• How appointment setting differs from other sales and marketing activities

Definition of B2B Appointment Setting

B2B appointment setting is a business-to-business strategy that involves scheduling meetings or appointments between sales representatives and potential business clients or prospects. The primary goal of B2B appointment setting is to facilitate direct communication and interaction between the company and a potential buyer. This interaction is crucial for advancing the prospect’s journey through the B2B sales funnel, ultimately aiming to convert them into a customer. By implementing an effective appointment setting strategy, businesses can ensure that their sales representatives are engaging with high-potential leads, thereby increasing the chances of closing deals and driving revenue growth.

Why is appointment setting important?

B2B appointment setting helps you reach the right people at the right moment and proactively creates a setup for higher quality leads and conversations. It helps you get to know your customers better and build the necessary trust to make that conversion happen.

Sales meetings play a crucial role in facilitating discussions about product offerings and customer needs, ultimately driving business growth.

B2B appointment setting should be part of your sales strategy if:

• You sell complex products or services.
• You have a high-ticket product or service.
• You want to increase chances for high-value deals.
• You have long sales cycles (3 to 6 months or longer).
• You need to work with many prospective decision-makers.
• You aim to improve sales ROI.

The trick to appointment setting is having experts prepare the ground for a substantive conversation. Before getting you in front of the promising buyers, they will answer any questions and develop rapport, improving your chances of turning those prospects into customers.

So if you have high average-contract-value products or services, a systematic B2B appointment generation process ensures you invest your time and resources into sales-qualified leads. It’s a shortcut to talking directly with decision-makers, getting around gatekeepers, and skipping intermediate sales steps.

Ultimately, you should close more deals and see higher ROI while spending less time and fewer resources.

Appointment setting benefits for startups

Startups are often strained with two extremes. On the one hand, they have limited resources; on the other hand, they must pursue rapid growth and scalability. In this setup, there are several benefits of appointment setting:

• Focusing on chasing a few strategic leads likely to convert into customers saves the team time compared to trying many contacts.
• Honing the lead qualification process helps to determine a prospect’s needs, budget, and decision-making power and re-apply that information to the product strategy.
• Targeting exact decision-makers or influencers and crafting a tailored communication plan for them ensures the sales messaging resonates with the right audience.
• After setting up the process and figuring out the right sales messaging, appointment setting can be scaled as necessary.
• Sales meetings are essential for discussing product offerings and customer needs, ultimately driving business growth.

Appointment setting benefits for midsize companies

Running a midsize business can be challenging, as leaders must balance their resources carefully to ensure the company’s effectiveness. In this situation, appointment setting is vital to building a solid pipeline of prospective clients without wasting time on dead-end leads:

• Unlike passive lead generation, appointment setting actively invites qualified prospects to communicate. The sales team can then develop those leads into sales right away.
• Communicating with prospects in real time helps you better understand their needs and pain points, improving conversion rates in one-on-one engagements.
• Sales teams who connect with more focused prospects and invest resources where they will have the most impact are more motivated and can better prioritize their efforts.
• Sales meetings are crucial for understanding customer needs and facilitating discussions about product offerings, ultimately driving business growth.

Appointment setting benefits for enterprises

Enterprises involved in complex operations with demanding markets can derive the maximum benefits from a solid appointment-making process:

• It allows them to scale prospecting (and, in the end, sales) efforts by reaching more and different types of leads.
• Specialized appointment setters can effectively bypass long decision-making processes.
• A standardized B2B appointment setting process streamlines the sales funnel, mitigating the chances of missed opportunities.
• Proactive lead generation gives greater control over what kind of prospects enter your pipeline.
• Sales meetings are crucial for enterprises to discuss complex product offerings and customer needs, driving business growth.

Does appointment setting really work?

If it didn’t, Pipeful would not be consistently doubling or tripling growth year over year. We work with companies from dozens of different industries, and ultimately, the tuned appointment setting campaign brings a steady average of 100+ qualified appointments yearly.

Sales meetings are a crucial part of the appointment setting process, facilitating discussions about product offerings and customer needs.

So yes, appointment setting is highly effective for a few key reasons:

• Better-qualified leads
• Personalized interactions with prospects
• Accelerated sales cycle and faster results

To get a clearer idea of what appointment setting success looks like, check out the following case studies:

• 109 appointments in 21 months for a mini-PC company
• 15+ appointments monthly for a software development company
• 93 appointments and multimillion-dollar deals for a retail nonbroker agency

When is appointment setting not right for you?

Appointment setting is a practical approach, but it’s not suited for each and every business. This probably isn’t a great strategy if:

• You sell low-cost products: The average cost per meeting floats between $500 and $800. Now calculate a rough ROI based off of your conversions and average deal size. If your check for a top-tier product or service is, for example, $489 or less, outbound lead generation is not a sensible investment. The ROI per prospect may not cover the expenses in this case.
• Your business has a short sales cycle: Appointment setting may be overkill if your leads convert at the first or second touch point.

Sales meetings are essential for businesses with complex products or services, but may not be necessary for those with low-cost products.

B2B companies with products priced under $500 are more likely to benefit from marketing automation, targeted webinars, and inbound lead generation strategies

What does the B2B appointment setting process include?

Securing valuable B2B appointments is an essential goal in any sales process. Securing sales meetings is crucial as it facilitates discussions about product offerings and customer needs. Let’s break down the key steps that lead to it:

Step 1: Targeting your ICP

How to start setting appointments? First, develop your ideal customer profile (ICP). Your ideal customers are the people who are most likely to purchase your product. If you already have a customer database, examine your best accounts and see if there are any recurring patterns. You’d want to pinpoint attributes like:

• Industry: For which businesses are your products or services a good fit?
• Company size: Who are you targeting — small businesses, midsized companies, or enterprises?
• Company income: What revenue do you expect your ideal clients to have?
• Titles: What roles at a company represent the important decision-makers for your product or service?

Identifying the right decision-makers is crucial for securing sales meetings that drive business growth.

📚 Recommended reading: How to create an ideal customer profile for a B2B company

Step 2: Lead generation and qualification

Now you have to find the prospects that match your ICP.

Some widely used lead generation tools are LinkedIn Sales Navigator, ZoomInfo, and Apollo. There is also the option of buying leads from third-party sources, but you must be cautious and ensure they are legit and high-quality.

Recommended reading: B2B lead lists: Should you buy them and how to build your own

You can also mine data by scanning websites, social media, and industry hubs. And while you’re scraping the data points, pay extra attention to valuable nuggets of buying intent

An important part of sales performance this stage is the lead qualification, or scoring. You want to focus on prospects with the budget, authority, and need for your solution and direct your sales efforts toward these promising opportunities for higher ROI.

Think of it this way: You wouldn’t waste time attending a job interview for a role you’re not qualified for. Similarly, your sales team shouldn’t waste time on meetings with prospects who aren’t a good fit. Qualified leads are more likely to result in productive, sales calls and meetings that drive business growth.

Step 3: Crafting outreach messages

You don’t want your offer to be yet another vague “Hey, are you open to chat?” in your prospect’s inbox. Invest in crafting a compelling message that speaks directly to the prospects’ pain points and interests. Personalize your emails to the needs of individuals. Focus on the value proposition and deliver it clearly and concisely. Personalized outreach messages increase the likelihood of securing sales meetings with potential clients.

According to Woodpecker, highly personalized emails with custom variables hit a 17% reply rate on average versus 7% for nonpersonalized emails. Our recent research of outbound emails showed that mentioning the recipient’s company name in the subject line results in around 30% open rates, and including catchy numbers can boost your open rates to 32%.

Examples of well-performing subject lines by Pipeful

Write 3 to 6 emails, including your first email and follow-ups. Be personable — mention a recent article they wrote, a project they’re working on, or a challenge they’re facing — and remember to explain why you’re reaching out.

📚 Recommended reading: How to write B2B emails that win big deals

Step 4: Outreach and follow-ups

Once you’ve crafted your message, connect with prospects using multiple channels to maximize reach:

• Email outreach works excellently with custom, effective email campaigns to showcase the company and what it does.
• Cold calling prospects directly is the quickest way to touch base and qualify them.
• LinkedIn outreach works well to establish relationships and generate new leads.
• Using X to reach B2B decision-makers in startups and the Web3 scenes makes sense, as the demographics on this network are largely young, educated, high-earning, and located in the urban U.S. and Japan.
• Channels like WhatsApp are useful for nurturing prospects via personalized messages and follow-ups.

We recommend sending 4 follow-ups at most. A good strategy is to include niche-relevant case studies, additional resources, or testimonials relevant to the prospect’s business. Effective follow-ups increase the chances of securing sales meetings with potential clients.

If you receive no response, don’t lose hope. Become a free value provider and contact people from those companies once per month with industry insights, valuable contacts, research, marketing materials, etc. Don’t pitch or sell; just stay on their radar.

📚 Recommended reading: 8-step sales outreach strategy for B2B (using cold emails)

Step 5: Scheduling and confirmation

Once a prospect shows interest, it’s time to book an appointment with account manager or a sales rep. Here are a few tips to smooth the scheduling process:

• Leverage platforms like Calendly or Chili Piper to automate scheduling and confirmations. They automatically calculate any time zone difference and suggest suitable time slots for both parties.
• Always provide detailed information about the appointment, including the meeting’s agenda, location, and a link to a virtual platform (Zoom, Google Meet).
• Reduce the risk of no-shows by sending one gentle reminder a few days before the scheduled appointment, then another the day before.

Confirming sales meetings is crucial for ensuring productive discussions about product offerings and customer needs.

Did someone miss their appointment? Don’t worry. Send a direct mail with a few friendly reminders to reschedule.

Step 6: Connect and follow up

The appointment is only the beginning of the relationship. Use the call as the reason to follow up. Send a personal thank-you email summarizing key points discussed and any action steps, as well as reiterating the value you can offer.

B2B meetings rarely convert immediately, so stay in touch with the prospect. Send them valuable resources, other industry events, news, and updates to stay top of mind while building a longer-term relationship. Following up after sales meetings is crucial for building long-term relationships and driving business growth.

Remember that there is always an opportunity in a lost deal. Don’t hesitate to ask for referrals. Your contacts may have friends who would benefit from your services.

📚 Recommended reading: Proven B2B appointment setting tips and process to follow

B2B appointment setting strategies

What is a B2B appointment setting if not a highly strategic endeavor? There are several approaches to successful sales preparation. Effective appointment setting strategies aim to secure sales meetings that drive business growth.

Omnichannel approach

Every lead-reaching channel is oversaturated. Moving B2B buyers through the pipeline requires an average of 62 touch points across more than 3 channels.

The omnichannel approach combines multiple channels, such as email, LinkedIn, calling, and messaging, to create a more omnipresent (hence the name) appointment setting activity. This approach increases the likelihood of securing sales meetings with potential clients.

This way works best if:

• You are a B2B company with 50+ in-house, spending upwards of $100K per annum on lead acquisition, ready to scale with a proven way to grow your sales pipeline.
• Your products/services are complex and targeted to a niche buyer. You know your target audience well and want to gain access to upper-management personnel ASAP.
• Your average deal size is $25K+, your eyes are on high-value clients, and you want something that generates leads of the best quality.
• You have a great sales team and want to keep them busy with more high-quality leads.
• You are struggling to increase the close rate and deal velocity. You want to convert more leads into customers.

We at Pipeful use this approach for our clients, as we’ve found that it produces the best results. We define the customer journey and then reach out to prospects via multiple channels, educating them along the way. The synergy of the multiple touches creates the recognition effect, driving curiosity and bringing replies and appointments.

Multichannel strategy

This strategy uses a mix of channels most likely to resonate with your target audience and generate the best results. While omnichannel refers to creating a seamless and integrated user experience, multichannel, in its very essence, just means using different channels for your communications, even though they may not be completely synchronized.

This strategy does not have to be expensive. If you can determine which channels convert best for your target market and audience, you will ultimately have a higher margin. The multichannel strategy aims to secure sales meetings with potential clients.

Single-channel focus

You don’t need to fix your process if it’s not broken. The single-channel approach suggests concentrating your efforts on one channel if it consistently produces positive outcomes. This focus aims to secure sales meetings with potential clients.

Cold emails

To make cold emails a successful part of your appointment setting strategy, write concise, personalized emails that highlight the value proposition and emphasize the prospect’s gains. Always follow the best practices for email deliverability.

Try out different subject lines, opening lines, and calls to action to discover what your audience responds to the most. Then optimize email performance accordingly for higher response rates. Effective cold emails increase the likelihood of securing sales meetings with potential clients.

Cold calls

Cold calling still has a place in the world, especially if you do it the right way. Craft an effective script, perfect your pitch, and know what answers will help you overcome objections. Always remain professional and willing to help.

Focus on the lead-qualification mindset before you dial. Ask the right questions, identify what the prospect really needs, verify you’re talking to sales representative or the right decision-maker, and find out their buying capability before scheduling a meeting. Effective cold calls increase the likelihood of securing sales meetings with potential clients.

LinkedIn outreach

LinkedIn is a powerhouse for building meaningful relationships and engaging potential customers. To use it for appointment generation in B2B, focus on personalization.

Start with unique connection requests to show you’ve done your homework. Reference their recent posts, mutual connections, or current projects to show genuine interest. Then use InMail messages to talk about their pains and needs and hint at the value you can bring. Build it up in a way that makes them curious to meet you.

Invites to LinkedIn events and webinars are a great way to keep in touch and casually deliver value. It shows your expertise and creates a sense of urgency as prospects see your growing audience. Effective LinkedIn outreach increases the likelihood of securing sales meetings with potential clients.

📚 Recommended reading: How to set appointment qualified meetingss with C-level decision-makers

Personalized Outreach

Personalized outreach is a crucial aspect of B2B appointment setting. It involves tailoring the sales approach to the specific needs and interests of each potential customer. By leveraging data and conducting thorough research, sales representatives can gain insights into the prospect’s pain points, goals, and preferences. This information allows them to craft a personalized message that resonates with the prospect, making the outreach more relevant and compelling. Personalized outreach not only increases the likelihood of securing an appointment but also sets the stage for a more meaningful and productive conversation, ultimately enhancing the overall effectiveness of the appointment setting process.

Best Practices for B2B Appointment Setting

Effective B2B appointment setting requires a strategic approach to identify, engage, and convert potential customers into qualified leads. Here are some best practices to optimize your B2B appointment setting efforts:

Refine Ideal Customer Profiles (ICPs)

1. Define your target audience: Start by identifying the characteristics, needs, and pain points of your ideal customer. This involves understanding who your potential customers are, what challenges they face, and how your product or service can solve their problems.
2. Research and analyze: Gather data on your existing customers, industry trends, and market research to refine your ICP. Look at your best-performing accounts and identify common attributes. This will help you focus your appointment setting efforts on the most promising leads.
3. Update and adjust: Continuously update and adjust your ICP as your business evolves and new data becomes available. The market is always changing, and so should your understanding of your ideal customer.

Perform Data Enrichment and Validation

1. Verify contact information: Ensure that contact information, such as email addresses and phone numbers, is accurate and up-to-date. This reduces the chances of failed outreach attempts and ensures that your sales team can connect with potential customers.
2. Enrich data with firmographic and demographic information: Add relevant data points, such as company size, industry, and job function, to enhance your understanding of potential customers. This enriched data helps in crafting more personalized and effective outreach messages.
3. Validate data against industry benchmarks: Compare your data against industry benchmarks to ensure accuracy and relevance. This step helps in maintaining a high-quality database, which is crucial for successful appointment setting.

What is a B2B appointment setter?

A B2B appointment setter is a dedicated sales professional who finds prospects, schedules meetings, and confirms appointments. They may work alone or in sales development teams. There are 3 categories of B2B appointment setters:

• Business development representatives (BDRs) are responsible for new customer acquisition and focus on outbound lead generation. They craft and use cold outreach, phone calls, emails, and direct messaging to connect with and qualify potential clients. Since they engage with leads who are unaware of the company, BDRs prioritize a slow, gradual approach to building interest. They work closely with sales teams to realize a strategic outbound strategy and nurture leads into the appointment setting funnel.
• Sales development representatives (SDRs) primarily work with inbound leads, where the person on the other end is somewhat aware of the company’s proposal or services. Since these prospects are already in the funnel, SDRs can move faster, using sales materials and follow-up sequences to guide them to the appointment. They mainly collaborate with marketing teams to produce high-converting content.
• Sales representatives may set B2B sales appointments, but their primary role is closing deals. They conduct product demonstrations, address customer questions and concerns, negotiate terms, and turn prospects into accounts. Sales representatives usually have more expertise and experience in sales, negotiation, and presentation than SDRs or BDRs.

B2B appointment setters play a crucial role in securing sales meetings with potential clients.

📚 Recommended reading:

• The role of BDRs and SDRs in appointment setting
• How to hire appointment setters for your sales team

What are the best B2B appointment setting tools?

Over the years, we at Pipeful have tested various tools to streamline our appointment setting processes and picked the best for our client’s projects. These tools help in securing sales meetings with potential clients.

Best B2B sales prospecting tools:

• LinkedIn Sales Navigator finds and reaches key decision-makers on LinkedIn, simplifying networking and lead generation.
• Hunter.io streamlines lead generation by providing verified contact information with just a few clicks while adhering to GDPR guidelines.
• Apollo is an all-in-one sales platform with multiple prospecting tools and a 265 million+ B2B contact database.

Best B2B mass cold emailing tools:

• Reply.io is a world-renowned outreach automation tool with a solid cost-to-value ratio.
• GMass is a classic cold outreach tool with unlimited daily email sends, ideal for simple, nonpersonalized one-email campaigns.

Best B2B email validation tool:

• QuickEmailVerification boasts 96%–99% email deliverability based on our experience, and its simple 3-step process for bulk verification makes it a user-friendly choice.

Best B2B email deliverability tool:

• Folderly, developed by Pipeful in 2019, improves email deliverability and recovers spam-labeled mailboxes through a combination of technology, API integrations, and a dedicated team.

Best B2B meeting-scheduling tool:

• Chili Piper simplifies the scheduling process, reduces no-shows, and makes it easier for prospects to book meetings with you.

📚 Recommended reading:The 12 best B2B sales tools (+ Pipeful toolkit)

Should you outsource appointment setting?

Reddit will tell you that you shouldn’t. Our happy clients will tell you that you should. The reality is that it can be a valuable strategy when executed correctly.

To benefit from outsourced B2B sales arrangements, pick your provider carefully, know your strong and weak points, and be ready to do some work yourself.

Time is an essential factor. Do not trust vendors who promise you appointments in one month. It is extremely rare. An optimal runway is 2–4 months from value-prop honing to a steady flow of replies. Outsourcing appointment setting can help in securing sales meetings with potential clients.

What are appointment setting services?

Appointment setting services include specialists who handle the sales-preparation process and outreach activities.

They take on the time-consuming tasks of sifting the market for potential leads and the hurdles of outreach in search of the companies in the right buying stage for your product or service.

Pro appointment setters use many tools and approaches, saving you the hassle of building, teaching, and equipping an internal department.

In the end, you get a calendar filled with B2B sales, scheduling appointments with warm leads interested in what you can do for them. All you have to do is show up and sell. Appointment setting services aim to secure sales meetings with potential clients.

📚 Recommended reading: 8 best B2B appointment setting service companies in 2024

How much do appointment setting services cost?

The cost of appointment setting services varies depending on factors like the provider, the scope of services, your appointment setting goals, the number of leads targeted, and the complexity of the niche.

A healthy practice is to avoid providers who charge solely by the number of contacts delivered, without proper checks or scoring. There are endless cases of companies spending a ton of money only to get thousands of poor-quality cold leads that never convert to appointments with the decision-makers.

Many reputable agencies use a monthly retainer model with several set appointments as KPIs, often starting at $5,000. The cost is justified by the goal of securing sales meetings with potential clients.

📚 Recommended reading:

• B2B appointment setting costs & pricing models explained
• Pay-per-appointment lead generation: Is it right for you?

How appointment setting differs from other sales and marketing activities

Appointment setting includes several elements of the sales and marketing processes, yet it’s distinct from other activities. It focuses on securing sales meetings to drive business growth.

Appointment setting vs. lead generation

Lead generation is the process of discovering and gathering information on potential clients. It includes conducting online research, building landing pages, retargeting, using marketing automation services, or even buying lists.

Appointment setting is an extension of lead generation that adds follow-up activity by scoring leads and scheduling calls or meetings with them. With a personal touch, it turns the leads into prospective customers. The primary aim of appointment setting is to secure sales meetings with more qualified sales leads.

Appointment setting vs. sales development

Sales development covers a wide scope of work that includes identifying and qualifying leads and nurturing them into and through the funnel as well as all relationship-building approaches within the buying cycle.

Appointment setting is a part of the sales development process targeted explicitly at getting those key meetings where sales teams can make connections and cover questions to close the deal. Appointment setting focuses on securing sales meetings to advance the sales process.

Appointment setting vs. cold calling

Cold calling is a classic old-school way to work the prospects. Usually, it means phone calls using canned pitches, notably with no previous relationship-building activities (hence the name), to targeted individuals.

Although cold calling is present in appointment setting, it is part of a broader strategy that uses various channels to form relationships and guide leads into more productive communication. Appointment setting uses cold calling as part of a broader strategy to secure sales meetings.

Measuring and Optimizing B2B Appointment Setting

Measuring and optimizing B2B appointment setting is essential to ensure the effectiveness of the sales process. By tracking key performance indicators (KPIs) and analyzing data, sales teams can identify areas for improvement and make data-driven decisions to optimize the sales pipeline. This continuous process of measurement and optimization helps in refining the sales appointment setting strategy, ensuring that sales efforts are focused on the most promising opportunities.

Measuring Success

Measuring the success of B2B appointment setting involves tracking several key metrics, including:

• Appointment setting rate: The number of appointments scheduled per month.
• Appointment completion rate: The number of appointments completed per month.
• Qualified lead generation: The number of high-quality leads generated per month.
• Sales conversion rate: The number of sales conversions per month.

By monitoring these metrics, sales teams can evaluate the effectiveness of their appointment setting strategy and make necessary adjustments. This data-driven approach to schedule appointments also ensures that the sales team is consistently working towards improving their performance and achieving better results.

Optimizing the Sales Pipeline

Optimizing the sales pipeline involves analyzing data to identify bottlenecks and areas for improvement. By streamlining the sales process and eliminating inefficiencies, sales teams can increase the number of qualified leads and appointments, ultimately leading to more sales conversions. Some strategies for optimizing the sales pipeline include:

• Implementing a multi-channel approach to reach potential customers.
• Using data and research to personalize the sales approach.
• Focusing on high-quality lead generation and qualification.
• Streamlining the sales process to reduce friction and increase efficiency.

By optimizing the sales pipeline, sales teams can enhance the effectiveness of their appointment setting strategy, ensuring that they are engaging with the right prospects at the right time. This approach not only improves the chances of closing deals but also drives more revenue for the business.

Conclusion

Key Takeaways

B2B appointment setting is a crucial step in the sales process that requires a strategic approach to identify, engage, and convert potential customers into qualified leads. By refining ideal customer profiles, performing data enrichment and validation, and implementing best practices, businesses can optimize their appointment setting efforts and drive revenue growth.

• Refine your ICP: Continuously update and adjust your ideal customer profile to ensure accuracy and relevance.
• Enrich and validate data: Verify contact information and add relevant data points to enhance your understanding of potential customers.
• Implement best practices: Use clear and simple language when describing the benefits of your product or service to avoid confusion.
• Use data to optimize: Track the effectiveness of your appointment setting efforts and make data-driven decisions to improve your strategy.
• Focus on quality over quantity: Prioritize meaningful conversations and show that you genuinely care about solving the prospect’s problems.

By following these key takeaways, businesses can optimize their B2B appointment setting efforts and drive revenue growth.

Food for thought

Targeted B2B sales appointments became a hot trend in the last decade, soaring in 2022 and afterward as the B2B market became oversaturated. For many companies, investing in reaching specific prospects makes more sense than pouring money into traditional marketing campaigns.

Consider that appointment setting requires detailed preparation, investments, and a warm-up phase. In addition to sales representatives, you will need researchers, analysts, data scraping professionals, and a sales development team for the different stages; it’s not a one-man job.

Yet, getting to the right people at the right time with the right proposal is the best way to help your top sales reps hit that quota. Securing sales meetings is crucial for driving business growth and achieving sales targets.

To optimize the process and get the most appointments out of cold outreach, consider outsourcing to a third-party service provider. Contact Pipeful today to review your project and discover sales lead opportunities.

📚 Keep reading:

• How to get more appointments with your sales team
• How to set achievable appointment setting goals for your sales team
• How to optimize your appointment setting funnel
• How to improve appointment rate in B2B sales
• Sales appointment setting email templates + subject lines
• Appointment setting vs lead generation services: What to choose?