Appointment setting is a hot topic within the market, as many companies see benefit in handing off scheduled appointments to their sales channel in addition to providing qualified leads. Before outsourcing an appointment setting campaign or launching one internally, there are several points to consider.
First, what types of appointments will benefit your sales team/channel the most: Foot-in-door or Qualified Appointments?
Foot-in-door appointments are just that- a way for the channel to get in the door to an account. They do not necessarily have a project planned or a defined need, but they do agree to meet with a rep.
- Foot-in-door is essentially a cold call, but in person. The sales rep will need to qualify the account and nurture it. In cases where there is no immediate need, the account can end up in a