Active Appointment Generation
The final - and arguably most important step in the Active Pipeline Generation process - is the Active Appointment Generation phase. This is when the power of the process really shines. If you have truly leveraged the first two phases, then securing an appointment/meeting becomes a relatively straightforward process.
THE KEY IS AN EXPERIENCED SALES DEVELOPMENT REPRESENTATIVE
Certainly, to capitalize in this final stage, the Sales Development Representative (SDR) needs to have talent and be skilled in leading the conversation, but because the SDR knows the company is a fit and the contact has at least some level of interest, the call can be laser focused on uncovering a need and securing the meeting. In this phase all the actionable leads from the previous stage are brought to bear and the Sales Development team seeks to convert these leads into high quality sales appointments for the client’s sales team.
THE REAL IMPACT: BETTER CONVERSION RATES
Because of the multi-step process, the conversion rate on actionable leads can be as much as 20-times higher than a typical 1-step prospecting call employed by most sales appointment setting firms. Most leads that are not converted into meetings immediately usually convert into qualified meetings within the next 12 months.
HOW TO EXECUTE ACTIVE APPOINTMENT GENERATION?
Although both Appointment Generation can be outsourced, Demand Generation Professionals supplies our clients with the training and materials they need to do their own Active Appointment Generation for a fraction of the cost of outsourcing.