Appointment setting strategies that are designed to meet your needs

Nothing happens until an appointment occurs – and even then there are good ones and bad ones!  The Digital Marketing process is designed to cost effectively focus only on the sweet spots in your markets and identify as many warm leads as possible with high potential prospects.  However, once generated they still need to be transformed into appointments with qualified decision makers that have a real interest in your products and services. 

The real payoff comes when your appointment setting process is well designed, incentivized for success and properly trained and equipped to represent you well in the marketplace.  Remember, to the external world their initial and oftentimes only live contact with your company occurs through the appointment setting process.  You only have one chance at a good first impression, so you need to make it count! 

Cura can help you design a process that is tailor made for your situation either by helping you build a first class Inside Sales team or recommending a proven external appointment setting service, or a combination of both.

Internal Organization Considerations

An internal organization may be most applicable when deep product knowledge is critical at the point of initial contact, or when the Inside Sales position is designed to act as a feeder for movement into field sales.  Cura can help you to insure that:

• Your Inside Sales team members are experienced, aggressive and results-oriented personnel that are comfortable with C-level conversations and possess the right skills to continue to grow in the sales organization.
• Your incentive compensation program is designed to drive the desired results for an Inside Sales effort
• The lead tracking and appointment setting work flow processes are efficiently embedded within your CRM and support the daily activities of your Inside Sales team.
• Compelling sales scripts are designed with strong calls to action
• A well designed portfolio of electronic marketing collateral is in place to provide instant follow up after initial contacts.
• Ongoing training and support is planned and scheduled.

External Appointment Setting Services considerations

Cura can help you to determine whether some or all of your appointment setting activities are better suited for delivery by an external service, and recommend partners that are proven to deliver consistent results.  Some things to consider when selecting an external service:

• Their staff must be composed of sales professionals specially trained to conduct business effectively through electronic media.
• The sales staff must be comfortable with and effective at dealing with contacts at the C level.   
• Payment must be based on C level appointments set AND completed with motivated decision makers. 
• Multiple references must be verified in detail to test consistent performance over time.

A well designed appointment setting process will deliver the payoff from all of your digital marketing efforts and help you to grow sales with new accounts and take share from competition.  Contact Cura today to help you take the final step in turning warm leads into hot appointments!

The Cura Group
"By turning warm leads into hot appointments we build Salesforces with our clients."