Smashmouth B2B Blog: Sales & Marketing Demand Gen

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

Posted by Michael Damphousse on Jul 20, 2011 5:45:00 AM

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!"