Sales

Sales appointment services worthwhile?

Frank Cohen CTO and Founder at Appvance

April 17th, 2017

My new startup needs a sales service. Our research technology will identify the leads - Company name, social media marketing manager name, VP Marketing name, VP Sales name, and maybe product line executive name. We need the service to find the contact info, contact them, and follow-up to get a 30 minute meeting. Which services do you recommend? How much should I budget?

Chicke Fitzgerald

April 17th, 2017

There are a zillion of these firms. I get approached nearly once a day. I do not have a recommendation, as I don't need lead gen or appointment setting, I need a closer.


Make sure that you not only get a recommendation, but that they can demonstrate to you at no charge that they can actually get the appointment with the decision maker.

Grant Fuellenbach Cofounder, Data Analyst; Sales Hacker

April 17th, 2017

Easy. If you are finding the leads on Linkedin, use Hunter.io or Interseller. Personally, I utilize interseller more frequently simply because as soon as the email addresses are acquired, I can put the prospects into various email drip campaigns. Additionally, I employ calendly in the email workflows so that the prospects can schedule the appointment using my calendar in real time.


All in all, these products cost my company ~50/Month

Bob Fucci Sales and Revenue Growth, Strategy, Advisor, Speaker

April 18th, 2017

On average, appointment setting services range from $500 and up for qualified meetings - which you determine as qualified. I've worked successfully with a firm called Elastic Solutions in the past. Jason Stegent is the founder.

Grant Fuellenbach Cofounder, Data Analyst; Sales Hacker

April 17th, 2017

@Frank, that sounds interesting but I think I would need to see it in person to fully understand it. Connecting with the 'true' decision maker is far and away the hardest part of the equation. In my opinion, the decision maker can take on different titles, roles, personas depending on the size of the company, industry, etc so working to understand your audience is always highly recommendable. For prospects already purchasing the same type of ad, you may want to check out LeadSift.


Personally, I use Linkedin Lead Builder to filter by title, role, company, industry, etc. and LeadSift to filter by organization interest, initiative, project goals.

K. Robbins Head Moose at Moose WorldWide Digital

April 18th, 2017

When we were starting out we wasted about $10,000 on email lists and so called Marketing companies. As much as I don't like making generalized statements they all sucked, we did not get a single lead.


We hired a sales administrator who's main task was building lists of target customers and emailing them. The first person in that job was a superb researcher, and very meticulous about follow ups but did not want to make qualification calls. The second person in that job was very enthusiastic, and now we have her making cold qualification calls. I expect she will grow into a full sales position.


So my advice is to grow this position internally.

Frank Cohen CTO and Founder at Appvance

April 17th, 2017

Chicke and Grant, thank you for your ideas. For the first month or two I will be doing growth selling. I'm a good closer with a simple product and demonstrable benefits - in the range of $15-40K US. Our technology stands the normal lead development on its head. It gives me a leads list of people already buying the same kind of ad. The challenge is how to connect with the decision maker doing the buying. The appointment setting services are appealing because they can do the research to find the lead's contact info, including phone number, email, etc. What do you think? -Frank

Kwesi Sakyi-Gyinae Founder @SalesOnBrakes

April 18th, 2017

Frank, do you also have some sort of ideal customer profile you're working with? Have you gone through the process to try to set up a meeting? How long do you envision the process to take?


My team works with startups to help them start meaningful conversations with the right decision makers. The biggest challenge we've found is solidifying who the the decision maker (one with budget is). I'll be happy to chat to learn more about your goals

Sequoian

May 4th, 2017

Frank,


I would recommend that you subscribe to a good database and hire few smart inters to do the calling. That way you have control over the actions. . There are very reasonable one and very expensive ones. Since you are not looking for lot of insights about prospects a database like lead411 will do.


I run a services company and sales is always a challenge. I donot agree to few point here of getting companies to as them to do free first because then they are only that committed. If you have some time to spend on this i recommend hire some good interns, get database and they can do lot more appointment fixing for you.