The Ultimate Guide to B2B
Appointment Setting

Welcome to the Ultimate B2B Appointment Setting Guide! As industry leaders in the appointment-setting space, we’ve developed our proven processes over the past 17+ years. Now, we want to share our insights with you.

Before we start, here are a few questions to ask to make sure this guide is relevant to your business:

• Are your salespeople doing their prospecting?

• Do your salespeople need help with unqualified cold or marketing leads?

• Is your sales team splitting time between cold calling and closing deals?

• Do your sales reps need more at-bats?

If you answer “yes” to any of these questions, you’re probably not seeing an optimized sales conversion rate. In other words, your marketing efforts will be mostly fruitless without professional persistence.

That’s where appointment setting comes in. Appointment setting — also known as sales development — bridges the gap between marketing-qualified and sales-ready leads. Appointment setters are primarily responsible for following up on marketing leads and performing cold outreach to find qualified sales leads for your closers.

This Ultimate Guide will cover the entire sales development process and is broken down into the following chapters:

1. How to Find Prospects for Your Business in 3 Steps

2. Find Decision-Makers in 5 Steps for B2B Sales Prospecting

3. How to Build an SDR Team

4. Lead Qualification: Definition, Tips, and Key Steps to Master It

5. How to Write an Appointment Setting Script [+ Script Examples]

6. 5 Sales Call Cadence Best Practices That Boost Conversion Rates

7. How to Improve Your Lead Generation Efforts

8. How to Measure Appointment Setting ROI

Find the Right B2B Appointment Setter for Your Business

Starting a sales development process can be daunting, but with the right strategy, you’ll boost your sales conversion rates in no time. Let’s jump into the first chapter, where we’ll discuss how to pinpoint the right people to contact.

If you’re looking for experienced appointment setters, consider partnering with EBQ. We’ve been working with businesses of all sizes and industries, so we’re able to adapt our unique approach to any organization. Visit our B2B Appointment Setting services page to learn more.