If you've got an inside sales team that is not cutting the mustard with appointment setting, if your internal results aren't there, it's time to think about your department the way a professional appointment setting company does. I surveyed a couple of our best appointment setting BDRs in London and here are their tips:
- Work from good lists. Don't download 5000 names and expect to stay focused. Pick 500 good names--perfect titles. Then set out for focused activity.
- Sharpen the pitch. You've probably only got 10 seconds to say hello, then 30 seconds to get permission to keep talking. Use the next 3 minutes wisely. Don't over-pitch.
- Dials = Meetings. It's been said that the average inside sales rep makes 70 dials a day. Well the average Green Leads appointment setting black belt makes 200. Dials = Meetings.
- Sell the appointment. Never forget the purpose of the call--to set appointments. Don't go for a PO on that first call. Pitch, qualify, then sell an appointment.