As a business owner, outsourcing anything is a scary thought. Hiring your own internal team may seem like the safer option, but this isn’t always the case. In fact, if you outsource the right things, it can be a huge time and money saver for your business. Sales outsourcing is one of these things. Or, rather, outsourcing B2B appointment setting services.
The inability to generate enough qualified leads was an impactful barrier to 37.8% of sales leaders in achieving success in 2019.
So, how can your business generate more qualified leads? The answer is by outsourcing appointment setting to a lead generation company. Even once you understand the definition of B2B lead generation and the definition of B2B appointment setting, you might still have questions. Maybe you want to see solid numbers and data to get a better idea of what a B2B appointment setting program would look like for your business; and that’s totally fair.
If you’re looking for more telecom leads but have no idea what to expect from a B2B appointment setting program, these statistics could help. This data will give an idea of what an actual program could look like for your telecom business since it’s based on real clients of ours.
Keep in mind: these numbers are our own and based on our personal experience working with telecom companies. We can only pull data from the partners we have.
Here are four important statistics that may help you in the decision making process if you’re considering B2B appointment setting for telecom.
Average Deal Size: $20K
The average deal size for telecom appointments is $20K. Telecom companies offer a wide variety of services all ranging in price. Telecommunications services can include anything from business communications solutions to a complete network transformation.
The best part about telecom B2B appointment setting is that you fill your pipeline with a variety of opportunities, small and large. Plus, by nurturing prospects, you can build long-term relationships with them and win repeat business. Since telecom service providers offer an array of services, it’s likely that the partners you close deals with will need more work down the road.
Most Common Key-Decision Maker: Mostly C-level employees or Directors, sometimes Managers
More often than not, telecommunications appointments are set with C-level employees or directors sometimes managers). Basically, as a telecom company, the decision-makers you’ll want to speak with are high-level executives.
Unfortunately, getting in contact with someone who is director level or above is not always easy. It’s going to take multiple attempts before you’re actually able to have a conversation with someone. This is another reason why B2B appointment setting for telecom companies is so important. Does your sales team have the time to nurture these prospects? Probably not.
Your sales team should be focused on one thing—closing deals. If they have to prospect, cold call, and nurture, they’ll barely have any time left to sell. Plus, they won’t have very much luck scheduling appointments. The most successful B2B appointment setting programs have one dedicated person who prospects and one who schedules appointments. Let your salespeople do what they’re best at; SELLING! In the telecom industry, B2B appointment setting is what will help you schedule more appointments with key decision-makers.
Typical time between 1st dial and 1st appointment (days): 47
Based on real data, the average number of days between the first dial and the first appointment set for telecom companies is 47. This is a little over a month and a half, which doesn’t sound that long. It’s important to keep in mind, however, that a lot of activity happens in those 47 days.
In a B2B appointment setting program, 47 days isn’t the time it takes for a prospect to call you back. During the time, the following activities are happening:
- Cold calling
- Leaving voicemails
- Sending emails
These activities are what help sales development representatives schedule an appointment for another sales representative to deliver a more detailed sales pitch.
# of dials between 1st dial and 1st appointment: 8
The average number of dials between the first dial and first appointment in the telecom industry is eight. This statistic reiterates the importance of keeping activity high in a B2B appointment setting program. A C-level employee, director, or manager isn’t likely to answer the first time you call them. But maybe they will on the fourth, fifth, or sixth time. To build a solid relationship with a prospect and stay top of mind, you must constantly be communicating with them.
To run a successful B2B appointment setting program, you need one heck of a team and the technology/tools to make it happen. This includes team members such as sales development reps, operations specialists, and managers. You’ll also need a CRM to track all communication with prospects and to record pertinent information. Additionally, prospecting tools are critical.
Wouldn’t it be nice if you consistently had opportunities for new business? With B2B appointment setting services from Abstrakt, you can. We cause predictable growth for telecom companies by building a healthy sales pipeline that consistently generates new opportunities. If you’re interested in learning more about how B2B appointment setting could benefit your business, contact us today.