Abstrakt Marketing Group
  • Services
    • Outbound Marketing
    • Digital Marketing
    • Agency Services
      • Social Media Management
    • Talent Acquisition
    • Systems Integration
  • Industries
  • Why Us
    • The Abstrakt Advantage
    • Testimonials
    • About Us
    • Awards
    • Leadership Team
  • Careers
  • Resources
    • Blog
    • Podcast
  • Contact Us
  • Portal Login
  • (314) 338-8865
  • Menu Menu
  • Services
    • Outbound Marketing
    • Digital Marketing
    • Agency Services
      • Social Media Management
    • Talent Acquisition
    • Systems Integration
  • Industries
  • Why Us
    • The Abstrakt Advantage
    • Testimonials
    • About Us
    • Awards
    • Leadership Team
  • Careers
  • Resources
    • Blog
    • Podcast
  • Contact Us
  • Portal Login
  • (314) 338-8865
Click To Call

A Story From the Front Lines of B2B Lead Generation: Solar

A Story From the Front Lines of B2B Lead Generation: Solar

You can’t go from generating zero deals using B2B lead generation tactics to suddenly landing million-dollar ones overnight. It doesn’t work like that. There’s no magic trick or secret sauce when it comes to closing high-dollar opportunities fast. But, the faster your business realizes the importance of B2B appointment setting, the better. If you can start working B2B appointment setting activities into your sales process, you’ll be well on your way to closing big deals.

This is exactly what happened to one of our solar clients who took the leap and decided to start a solar lead generation program in 2018. Over time, they saw more consistent opportunities and are currently in the proposal stage of their largest opportunity to date.

Solar Lead Generation Success—Using B2B Appointment Setting to Consistently Win Business Over Time

This solar company is the perfect example of a company who was patient and gave the processing time to work in their favor. With B2B appointment setting efforts, you don’t always see results right away, but over time, you build a solid sales pipeline and consistently generate high-quality opportunities. Plus, when you give the processing time to work, the right target, timing, and message will all align perfectly for you to get the monster deal you’ve been dreaming about.

Here’s the story of how B2B appointment setting paid off (literally) for a solar company in California.

Closed Business Using B2B Appointment Setting: All Time

Any sales expert knows that B2B appointment setting helps companies build healthy sales pipelines that consistently generate high-quality leads; solar companies are no exception. That’s why it didn’t take long for this solar company to close their first deal after B2B appointment setting activities kicked off. In total, they’ve generated more than $4.7M in closed opportunities from B2B appointment setting efforts. Here are the details:

  • May 2018: Importance of the First Month. May of 2018 was this solar client’s first month live in their appointment setting program. Even if zero deals close in the first month (which is to be expected), this is not a time to get discouraged. The first month is a critical time and sets the tone for how the entire program will pan out. In B2B appointment setting, tons of activity goes on during the first month to ensure long-term success: introductions, lead nurturing begins, and cleansing starts (finding the most qualified companies that fit in the client’s sandbox so we can target the right prospects in the future). This process is a critical time for salespeople to ask good survey/qualification questions so the right prospects can enter the nurture phase. Calibrating your message early on is also important, you need to ensure your messages are being received. If they’re not, you have to change something about how you’re selling.
  • June 2018: First Deal Closed. It took two months of cold calling, emailing, and nurturing prospects for this solar company to close their first deal using B2B appointment setting. As mentioned previously, opportunities are born and deals get closed when the right target is contacted at the right time with the right message. For this deal, the timing was a huge factor. The prospect was actually already looking into solar solutions, so it was the perfect time to submit a proposal. This solar job ended up closing for $1.8M.
  • September 2018: Second Deal Closed. This was another opportunity where the timing was perfect. We also hit the right target, we were able to confirm with the gatekeeper that our contact was the owner of the company we were calling on. He expressed that he was very interested in a solar energy solution. He agreed that a proposal was a good idea to give to his landlord. The deal ended up closing shortly after.
  • October 2018: Third Deal Closed. Just one month later, another deal closed (B2B appointment setting builds a healthy sales pipeline that allows you to do this). This is another deal where the timing just made sense. The prospect said they looked into solar a few years back, but it didn’t make financial sense at the time. To push the sale, we explained the advances in technology and how solar could definitely yield a better value this time around. He agreed to let our solar client come out and look at their facility. The deal ended up closing not long after.
  • March 2019: Two Deals Closed. Closing two deals in one month proves that B2B appointment setting did exactly what it was intended to do for this client. Over time, appointment setting activities generate opportunities consistently and more frequently.

Although this solar company has only closed five deals using B2B appointment setting in two years, you have to consider the industry. Most commercial solar jobs can easily be over $1 million. Five deals closed and $4.7 million generated from B2B appointment setting activity is a very successful sales record for a solar company.

Current Proposals Out

This solar company began B2B appointment setting activities just over two years ago and they currently have 18 proposals out. These are quality opportunities that have a high likelihood of turning into closed businesses. Two years ago, 18 proposals were a nice thought, but it didn’t sound realistic. Now, because of B2B appointment setting, it’s a reality.

How does B2B appointment setting help you build a healthy sales pipeline filled with high-quality opportunities?

  • Strategic prospecting to find the right targets. The best sales programs have a dedicated resource whose main job is to prospect and find the right targets to contact.
  • Asking qualifying questions. The point of a B2B appointment setting program is to guide prospects through the sales funnel. By asking qualifying questions, you can determine which ones are a good fit for your product or service.
  • Lead nurturing. Qualifying and nurturing leads is what allows sales representatives to fill their pipeline with qualified leads. You can’t disqualify an opportunity just because it’s not the right time or because you get blown off. Continuing to nurture is what eventually gets you more opportunities at one time than you’ve ever had.

Because this solar company decided to start a B2B appointment setting program, they now have a proposal out for what could turn into one of their biggest deals EVER—the proposal is for $4 million. If this proposal turns into a closed deal, they can thank B2B appointment setting efforts.

What Could B2B Appointment Setting Do For Your Business?

This solar company has been generating consistent opportunities since 2018 because of B2B appointment setting. Now they’re on what may be their biggest deal ever if it closes. It took time, but they’re now at a point where they can predict future revenue and have peace of mind knowing where their next opportunity is coming from.

What could a B2B appointment setting program do for your business? What could you do if you had a predictable stream of revenue and didn’t have to worry about where your next opportunity was coming from? To know true B2B sales success, one must be patient; B2B appointment setting takes time. But when you give the process time to work, you’ll eventually get opportunities where the right target, right time, and right message all intersect. As a result, you’ll close deals consistently, more frequently, and deals will become larger over time. 

Have you ever considered sales outsourcing? At Abstrakt, we cause predictable growth for businesses by building healthy sales pipelines that generate consistent opportunities. To learn more about our B2B appointment setting services, contact us.

Want to Learn More?

Topics

  • Sales Development
  • Digital Marketing
  • Marketing Collateral
  • Business Growth Strategies
  • CRM
  • Recruiting and Hiring
  • News & Awards
  • Stories From the Frontlines

Stream our Podcast

Get In Touch

Phone:
(314) 338-8865

Send a Message

Address:
701 N. 1st St. Suite 101
St. Louis, MO 63102

Lead Generation & Marketing Services

All-Inclusive Lead Generation

B2B Appointment Setting

SEO Services

Marketing Collateral

Email Marketing 

 

Business Services

Salesforce Consulting Services 

RevOps Consulting Services 

Recruiting Services 

Creative Services 

RECENT BLOGS

  • The 7 Essential Steps to the Recruiting Process
glassdoor-abstrakt-marketing-group
salesforce-partner-abstrakt-marketing-group
bbb-abstrakt-marketing-group
Website by Abstrakt Marketing Group © 2023
  • Sitemap
  • Privacy Policy
  • Facebook
  • Instagram
  • LinkedIn
  • YouTube
Stats About B2B Appointment Setting for Telecom CompaniesStats About B2B Appointment Setting for Telecom CompaniesFour business lessons learned so far in 2020Four business lessons learned so far in 2020
Scroll to top

This site uses cookies. By continuing to browse the site, you are agreeing to our use of cookies.

AcceptDeclineSettings

Cookie and Privacy Settings



How we use cookies

We may request cookies to be set on your device. We use cookies to let us know when you visit our websites, how you interact with us, to enrich your user experience, and to customize your relationship with our website.

Click on the different category headings to find out more. You can also change some of your preferences. Note that blocking some types of cookies may impact your experience on our websites and the services we are able to offer.

Essential Website Cookies

These cookies are strictly necessary to provide you with services available through our website and to use some of its features.

Because these cookies are strictly necessary to deliver the website, refusing them will have impact how our site functions. You always can block or delete cookies by changing your browser settings and force blocking all cookies on this website. But this will always prompt you to accept/refuse cookies when revisiting our site.

We fully respect if you want to refuse cookies but to avoid asking you again and again kindly allow us to store a cookie for that. You are free to opt out any time or opt in for other cookies to get a better experience. If you refuse cookies we will remove all set cookies in our domain.

We provide you with a list of stored cookies on your computer in our domain so you can check what we stored. Due to security reasons we are not able to show or modify cookies from other domains. You can check these in your browser security settings.

Other external services

We also use different external services like Google Webfonts, Google Maps, and external Video providers. Since these providers may collect personal data like your IP address we allow you to block them here. Please be aware that this might heavily reduce the functionality and appearance of our site. Changes will take effect once you reload the page.

Google Webfont Settings:

Google Map Settings:

Google reCaptcha Settings:

Vimeo and Youtube video embeds:

AcceptHide notification only
X