The C-Suite isn’t some plush office at the top of an impenetrable Ivory Tower, so why is it so difficult for B2B telemarketing professionals to get into direct conversation with these key decision-makers? Hint: it isn’t — you just have to go about it the right way. And sometimes, that means creatively leaping through hurdles to reach them! Here’s how to make high-level appointment setting simpler:
In the world of B2B telemarketing, it’s important to be proactive and try to hook a prospect as soon as you think they’re ready.
Account based marketing (ABM) is a powerful B2B marketing approach that can increase engagement with potential leads within large accounts and increase the chances of those accounts becoming customers. It does this by treating every account—and prospect within an account—as unique, and tailoring marketing content, messaging and communication accordingly.
It is said that first impressions are made within seven seconds – whether that’s over the phone or in person. Seven seconds is also roughly the time it takes to deliver your opening line to a prospect, and yet, how many times have you opened a call with a bland “how are you?” or something equally generic?