Winning at the top of the sales funnel / Getting Enough Appointments to Drive Sales

B2b Lead Generation and Appointment Setting means winning at the top of the sales funnel. Winning at the top of the sales funnel means coordinating people, systems and content to get your story into the minds of your prospect audience so they are persuaded to have a conversation with you (an appointment.) Sounds pretty straight forward doesn’t it?  You have a bunch prospects out there that have never of heard of you and you are going to change that by…

What b2b CEOs Should Know about Appointment Setting & Sales 2.0

A friend of mine has recently taken a job as the CEO of b2b company selling a talent management solution, he is leaving the insurance industry to take on this new role. When he told me this I told him that he needed to be aware that the b2b sales and marketing landscape is in a period of big change and perhaps we should meet so I could give him an orientation on what is going on. This is a…

Face to Face Appointments vs. Phone Appointments

New Data – That we already knew I wrote a blog post a couple of months ago about Face to Face Appointments vs. Phone Appointments and made the case that you are better off going for a Phone Appointment first. We knew this from the experience of doing over 1,500 projects in the past 13 years. Recently I came across some third party validation so you do not have to take our word for it. This is an excerpt from…

Lead Nurturing & B2B Appointment Setting

A recent project highlighted the importance of Lead Nurturing and getting more appointments. To provide some background, PPS started incorporating Lead Nurturing via email into the projects we do last year We use an AppExchange Product called Lead Follow Up and as we accumulate email addresses from the calls we make, we then put the person into the Lead Nurturing campaign and the person gets an individualized email each week after that (we typically run on a 20 week cycle.)…