Lead Generation vs Appointment Setting

A royal flush in front of a deck of cards

VSA has a client with a large sales force who has hired VSA for lead generation, only!  That’s right.  This company doesn’t want any appointments set on their calendars, just the identification of qualified leads.  Their sales force wants to schedule their own appointments, and not be locked into timeframes we set for them. For us, as a B2B telemarketing … Read More

Qualifying Leads for B2B Appointment Setting

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At VSA, we make B2B cold calls every day for our clients.  We find that the most successful appointment setting programs are those where there is a clear expectation of how qualified an appointment must be. Clients who have sales forces and want us to set appointments for their sales teams typically want as many appointments as possible, even if … Read More

The Art of the Voicemail: Call Me Back, Please!

Four missed voicemails

To leave a voicemail or not to leave a voicemail – that is the question! Leaving a voicemail “cold” and hoping the prospect responds can be wishful thinking. Many times it’s a better use of your time to move on and not leave any message. Here are some strategies to encourage that elusive call back. Provide a convincing reason for … Read More

How Outbound Calling Helps with Branding

Faceless models with laptops and headsets

Most medium to large companies focused on B2B sales employ an inside sales/telesales team as a tool for appointment setting. But, a frequently overlooked benefit of this team is its effectiveness in driving brand awareness. Telephone calls to build branding? Can this work? The answer is a resounding YES, and its impact seems to be on the upswing. Obviously, those … Read More

Active Listening in B2B Cold Calling

Person talking to second person

Active Listening – It’s not so much about what you say, it’s about what you hear. Have you ever heard the saying “less is more?” Nowhere is that more applicable than on a sales call! The minute a caller feels the need to drive his or her point home with an arsenal of facts and figures, the more successful caller … Read More