Jessica Grahn was born in Sweden but early discovered a passion for foreign languages, which after her University studies in Language & Communication brought her to move to Rome.
Since four years she works as a Project Manager at 3D2B, where she manages teams of multilingual presales reps. She supports IT companies in all EMEA with their marketing and sales strategies, to generate new business with Lead Generation and Nurture programs.
Business-to-business appointment setting is essential because you need to get in front of decision makers to grow your business. But sometimes it seems like a brick wall is standing between your company and your goals. So here are some best practices that will help you set appointments and ultimately achieve your objectives.
Do you struggle to generate qualified leads? Most companies do. While we all would love to have 100% of our leads red hot and ready to turn into sales immediately, most need a little thawing out. Thus, we often find that spending more time lead nurturing is the key to lead qualification.
In fact, if your company is like most, 50% of your leads will need additional nurture. That doesn’t mean that they are bad leads—just a little cold. Research has shown that on average, 70% of these not-ready-yet leads will eventually buy from you…or your competitor.
That brings me to the “Leads Left on the Table Equation”:
Who would you prefer them to buy from…your company or your competition? The truth is that most companies cannot afford to risk losing this much sales potential.
Every day, marketing people across the globe are working industriously to acquire leads. Perhaps they offer a white paper on their website which generates sales leads. The leads flow into your marketing pipeline, your marketing department scores them, and then directs those with the highest scores to your sales people, expecting them to transform into revenue.