IT firms are one of the most frequent customers of the concept of B2B appointment setting.
Quite obviously, it's necessary for all kinds of businesses, but the reason why it has special significance for IT firms is because it's the penultimate stage for their sales process and gives them the opportunity to showcase their products in a conducive environment that increase chances of making a sale.
These days, IT firms are hiring BPO organizations as well as specialist companies for B2B appointment setting, since the kind of manpower they have only specializes in technical stuff, and marketing or sales are domains that aren't their forte in any manner whatsoever.
That being said, firms that provide these services obviously have their hands full, and charge a substantial amount for such services.
it is precisely because of this that many organizations have often opted to take the seemingly easy way out by setting up their own team.
However, the problem comes in getting the newly hired team to deliver results.
Since the core competency of the top management doesn't lie in that domain, it's a much better idea to outsource the entire process and focus only on what one's core competencies are.
However, one of the most important requirements for the B2B appointment setting team, and the most imperative one as well, is that it must be well versed with the different terminologies of the IT industry.
Just fluffing up the proposition with words like 'revolutionary' and 'unique' is only going to help go so far in achieving the desired objective, i.
e.
, making a sale.
However, even if the people are not very fluent in IT lingo but have a proven track record in generating sales, the process must be a collaborative effort in association with the technical people who can ensure the marketers know what they're talking about.
And then, it's Christmas all year long! Finding the right contact in an organization is more or less the decisive factor when it comes to securing any kind of financial transaction.
For this purpose, organizations try many different kinds of tactics to ensure that even if they have to stretch their budget, they would at least get a shot at achieving significant ROI.
However, B2B appointment setting is not exactly as simple as it sounds, since one first needs to identify who is the key person, and this is a huge task in itself, for the simple reason that there are many people in the top management.
Even if one segregates them on the basis of their department, confusion reigns supreme, and the topmost person in the hierarchy is often not the person to approach.
Another disadvantage of not contacting the right person in an organization is that bad word of mouth may spread, that so-and-so organization is trying illegitimate practices to get business.