B2B appointment setting is the process of scheduling sales meetings between prospects and sales representatives. The process involves various activities like cold calling, cold emailing, lead qualification, and nurturing, where B2B appointment setting companies contact potential clients, verify their suitability, and convince them to meet with the client’s sales team. The aim of outsourcing appointment setting to B2B appointment setting companies and specialized reps is to speed up the initial stages of the sales process. Generating sales leads is a lengthy process that could take weeks of prospecting, qualifying and nurturing, especially for the high-tech industry and large deals.

Traditional B2B appointment setting services typically find contact data through a variety of sources. They include company directories, business databases, trade shows, industry events, social media, and referrals. Sales leads companies  may also purchase or rent targeted lead lists from B2B data providers and third-party vendors.

With the contact data in hand, reps in sales leads companies will then use cold outreach methods to manually deduce if the prospects are good fits and set up appointments.

On the flipside, ViB’s community-based approach taps into a network of millions of high-tech professionals to source qualified and targeted prospects. ViB promotes each client’s solution on the community portal, and members of this community voluntarily opt-in to meet with a company.

Because members self-qualify without any hard-selling or pitching, they typically express greater interest in each solution, resulting in a higher chance of conversion.

An outsourced sales development representative (SDR), sometimes called a business development representative (BDR), is the one who delivers the B2B appointment-setting service. During the process, SDRs and b2b sales outsourcing companies need to effectively pitch the brand and solution to the prospect and manually qualify them, posing room for error. Consider outsourced SDR and sales lead generation companies carefully, as they are challenging to onboard clients in the high-technology industry. It requires weeks of training to ensure that the SDRs learn about the niche tech solutions and accurately relay the technical details and brand. This process can be time-consuming and resource-intensive, increasing the risk of meeting with prospects who may have a different impression of the solution and brand.

Common issues include:

• SDRs facing challenges in understanding niche tech solutions and relaying technical details
• SDRs misrepresenting the client’s brand
• SDRs providing leads that do not align with your targeting criteria or buyer personas
• Time lag to onboard and train SDRs
• SDRs typically use a pay-per-service pricing model

ViB Appointments leverages its community of millions of high-tech professionals. With the service managed on the portal, clients stay in control of the message and targeting. The approach eliminates the need for training an SDR to learn about your product, so you can get your program up and running in days instead of months. Additionally, ViB offers a pay-per-completed meeting pricing model, which lowers your risk and assures that you only pay for successful meetings held.

ViB’s pricing model is pay-per-completed meeting, meaning that customers only pay for completed appointments, with no risk of being charged for unsuccessful meetings. ViB lowers the risk for its customers by only counting successful meetings held, providing a full price assurance.

Post-Meeting Intelligence is a unique survey-based service where we collect unbiased feedback from prospects. It’s offered as an add-on only to appointments generated via ViB Appointments. Post-Meeting Intelligence helps to address fill post-meeting data gaps such as:

• What product/service features best resonate with my prospect?
• How can the sales call be improved?
• What are the biggest hurdles to overcome to close the deal?
• What next step best suits the prospect’s pace and interest?
• Does the prospect have budget for my product/ service?

Instead of leaving reps to rely on guesswork for post-call follow-ups, ViB acts as a neutral third-party, and surveys prospects who’ve attended the meeting. We collect primary data to help close the feedback loop, providing accurate insights to improve processes and increase the chance of winning the client.