Drive Your Channel Productivity Globally

Appointment setting has actually existed for nearly two decades. Over the last five to seven years, however, it has undergone a dramatic transformation. When appointment setting began, it focused primarily on the business-to-business environment, where an inside or outside sales rep would cold call into an account to set up a face-to-face appointment. Even today, it is common to observe salespeople knocking on the doors of small businesses, trying to drop off their business cards—whether they are selling copiers or cleaning services or maintenance and repair services. The goal of securing a face-to-face meeting is still quite common today. However, traditional methods of appointment setting require a huge investment of sales resources, and from that perspective these methods are simply not productive anymore. The fact is, traditional appointment setting wastes a lot of money and time today. However, when conceived as the last step of a structured digital prospecting process, appointment setting can be totally