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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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Is Your Inside Sales Team Struggling? Appointment Setting Tips From London

  
  
  
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.
describe the imageThere you have it, or as said in a phrase I learned the other night at our pub across the street, The Windmill (pictured here), "and Bob's your uncle!"

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