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Business Prospect Outsourcing Leader Explains Why It's Really "Appearance Setting" and Why It Doesn't WorkATLANTA (January 17, 2006) – Appointment setting companies promise to get your sales reps face-to-face with prospective customers, but does this sales process actually lead to better sales performance? According to Dan McDade, president of PointClear (www.pointclear.com), the term “appointment setting” is a misnomer, since what these companies are doing is actually “appearance setting.” In other words, companies may agree for your sales rep to show up, but many of the meetings will not pan out to be with bona fide prospects, and some may not even recall setting the appointment in the first place. These unqualified appointments can add cost to selling activities and time to the sales process, since sales reps may be traveling across town or across country – and they can also result in lost opportunities while reps are busy with less likely buyers, leading to poor sales performance. PointClear’s knowledge of prospect qualification and optimization of the sales process can help fight this problem. PointClear, the Business Prospect Outsourcing company, has spent nearly a decade helping companies streamline their sales process and improve their sales performance. “While appointment setting firms appear to offer a shortcut, in reality their leads are not much better than low level leads culled from trade shows or mass market campaigns,” said McDade. “Putting a good salesperson in front of a bad prospect doesn’t yield cost-effective revenue, and appointment setters aren’t focused on finding the best prospects. They just want to get your sales reps as many appointments as possible.” “Prospect qualification remains essential to ensuring that sales reps are talking to the right person, and that the right person is knowledgeable and engaged prior to the sales meeting,” he said. In contrast to appointment setting firms, PointClear focuses on producing high-value, ready-buyer opportunities for its clients’ sales organizations, leading to a more efficient sales process, more accurate forecasts, better sales performance, and greater revenue. PointClear leverages multiple media channels, including the telephone, e-mail and direct mail to drive a consistent, predictable flow of qualified sales opportunities to clients. The company further differentiates itself through its team of experienced, highly trained sales professionals. McDade talks about the fallacy of appointment setting in his article, “Leads, Appointments and Grandfalloons.” About PointClear Contact: |
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