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Unlock the Secret to B2B Appointment Setting: What Is It and Why Does It Matter?


Intelemark is a passionate b2b appointment setting company with 20 years of experience in demand generation and lead generation. We specialize in providing highly customized and well-crafted campaigns to connect businesses with the people who want exactly what they have to offer. Our authentic connection strategy sets the industry standard for qualified appointment setting, lead nurturing, and all things related to sales pipeline development.

At Intelemark, we strive to intimately understand your brand so we can align our strategies and sales support efforts to provide measurable brand optimization with every campaign we launch. Our team of experts are dedicated to helping you maximize your ROI while also ensuring that you reach your desired goals.

We believe that through our comprehensive approach of understanding your target audience, developing effective sales strategies, and providing exceptional customer service, we can help you achieve success in the B2B appointment setting space. With our extensive experience in this field, we are confident that we can deliver the best results for your business.

At Intelemark, our mission is simple: to provide quality services that enable businesses to grow and succeed in their respective markets. With our commitment to excellence and passion for success, we will work hard to ensure that you get the most out of your investment with us.

What Is B2B Appointment Setting?

At Intelemark, we specialize in B2B appointment setting. This is the process of generating and qualifying leads to set up meetings between buyers and sellers. It’s a critical step for any business that wants to grow its customer base and increase sales.

Qualify Leads

The first step in the B2B appointment setting process is lead qualification. This involves researching potential customers to determine their needs and interests, as well as whether they are likely to be interested in what your business has to offer. To do this, you need to collect data from various sources, such as customer surveys, marketing campaigns, or even social media conversations. Once you have gathered the necessary information, you can begin to segment your leads into groups based on their interests and needs.

Nurture Leads

Once you have identified qualified leads, it’s time to start nurturing them. Nurturing involves sending targeted emails or other forms of communication that provide value and build relationships with potential customers. By providing useful content that is tailored specifically to each lead’s interests and needs, you can increase engagement and trust with them over time. This will make them more likely to respond positively when it comes time for an appointment setting call.

Set Appointments

Once you have built a relationship with a lead through nurturing, it’s time to set up an appointment. This is where an experienced appointment setter comes in handy—they know exactly how to craft a persuasive message that will get the recipient interested in meeting with your company. They also know how to handle objections and push back from potential customers so they don’t walk away without scheduling an appointment.

Common Objections and How To Overcome Them

When it comes to setting appointments with potential customers, there are certain objections that come up again and again. The most common ones include: “I don’t have time right now”; “I already work with another company”; “I don’t think I need what you offer”; or “I’m not interested”. To overcome these objections, it’s important for your team to be prepared with thoughtful responses that address each issue directly while still emphasizing the value of working with your company over others. Additionally, having a plan of action for when these objections arise can help ensure that your team is able to effectively navigate difficult conversations and keep prospects engaged until they agree to schedule an appointment.

B2B appointment setting is a critical step for any business looking to grow its customer base and increase sales. At Intelemark, we specialize in helping businesses qualify leads, nurture relationships with them over time through targeted communication strategies, and ultimately set up successful appointments with qualified buyers who are ready to take the next step in their journey towards becoming customers. With our 20 years of experience in demand generation and lead generation services, we are passionate about connecting businesses with people who want exactly what they have to offer!

b2b appointment setting
is a process of generating and qualifying leads to set up meetings between buyers and sellers, with lead qualification, nurturing and overcoming common objections. Intelemark helps businesses succeed in this process.

Qualify Leads

At Intelemark, we understand that it’s essential to qualify leads before you start the appointment setting process. Qualifying leads helps ensure that your sales team is focusing on prospects who are most likely to convert into customers. It also helps you save time and money by focusing on the right prospects and avoiding those who are unlikely to be interested in your product or service.

Identify Your Ideal Prospects

The first step in qualifying leads is to identify your ideal prospects. You should have a clear understanding of who your target audience is and what they’re looking for. This will help you create a profile of the type of customer you want to target, which will make it easier to identify qualified leads.

Evaluate Lead Quality

Once you have identified your ideal prospects, the next step is to evaluate the quality of each lead. This involves assessing the lead’s interest level, their potential value as a customer, and any other factors that can help determine whether or not they would be a good fit for your product or service.

Analyze Lead Data

In addition to evaluating lead quality, it’s also important to analyze the data associated with each lead. This includes examining past purchases, website activity, demographics, and other information that can help you determine if a prospect is worth pursuing or not.

Conduct Follow-Up Calls

Finally, it’s important to conduct follow-up calls with each lead in order to get more information about their needs and interests. This allows you to get an even better understanding of the prospect and can provide valuable insights into how likely they are to convert into customers.

At Intelemark, our experienced team of appointment setters understands how important it is to qualify leads before initiating contact with them. We use our expertise and knowledge of B2B appointment setting strategies in order to ensure that only qualified leads are pursued for every campaign we launch.

Identify Ideal Prospects
Creating a profile of the type of customer you want to target.
Assessing the lead’s interest level and potential value as a customer.
Analyze Lead Data
Examining past purchases, website activity, demographics, etc.
Conduct Follow-Up Calls
Getting more information about their needs and interests.

Nurture Leads

At Intelemark, we understand that lead nurturing is an integral part of any successful b2b appointment setting campaign. Lead nurturing is the process of developing relationships with prospects at every stage of the sales funnel and moving them closer to a sale. Through our lead nurturing process, we strive to build trust and familiarity with potential customers so that when they are ready to make a purchase decision, they will think of your brand first.

Engaging Prospects

The most important step in lead nurturing is engaging prospects. To do this effectively, we use a combination of email campaigns, direct mailers, targeted ads, and phone calls to reach out to potential customers and build relationships. We also conduct market research to ensure that our messages are tailored specifically to the needs and interests of each individual prospect. By providing personalized messages that speak directly to their needs, we can create an authentic connection between your business and the people who want what you have to offer.

Providing Value

In addition to engaging prospects through personalized messages, it’s also important to provide value in order for lead nurturing efforts to be successful. At Intelemark, we provide valuable content such as case studies, white papers, webinars, and other educational materials that help inform prospects about your products or services. This helps demonstrate your expertise in the industry and builds trust with potential customers so they feel comfortable making a purchase decision from your business.

Measuring Results

Finally, it’s important to measure the results of your lead nurturing efforts in order to ensure that you’re getting the most out of your campaigns. We track key metrics such as open rates, click-through rates, response rates, and conversion rates so that we can identify areas for improvement and optimize our strategies accordingly. With these insights into how well our campaigns are performing, we can make adjustments if necessary in order to maximize ROI and achieve desired results.

Lead nurturing is an essential part of any B2B appointment setting campaign because it helps build relationships with potential customers while also providing valuable information about their needs and interests. At Intelemark, we use a combination of email campaigns, direct mailers, targeted ads, phone calls, market research, content creation, and performance tracking in order to nurture leads effectively so that when they are ready for a purchase decision they will think of your brand first.

Set Appointments

At Intelemark, we understand that setting appointments is a critical part of any successful b2b sales process. We have the expertise and experience to help you get the most out of your appointment setting efforts.

Identifying Qualified Leads

The first step in setting appointments is identifying qualified leads. To do this, we use a combination of research and data-driven strategies to identify prospects who are likely to be interested in your product or service. We will also evaluate their current needs and challenges to ensure that they are a good fit for your business.

Developing Outreach Strategies

Once we have identified qualified leads, we will develop an outreach strategy that meets their specific needs. This may include email campaigns, cold calls, direct mailers, or other forms of communication. Our goal is to establish contact with potential customers and build relationships with them so that they are more likely to accept an appointment request when it comes time for scheduling.

Making Appointment Requests

After establishing contact with potential customers, our team will make appointment requests on your behalf. We will craft personalized messages tailored to each customer’s individual needs and interests in order to maximize the chance of success. Our experienced team members have extensive knowledge of best practices for making appointment requests and can provide invaluable advice on how to increase your chances of success.

Following Up on Requests

We understand that not all appointment requests will be accepted right away. That’s why we also offer follow-up services to ensure that no opportunity is left unexplored. We can reach out multiple times if needed and provide additional information or resources in order to encourage customers to accept an appointment request.

At Intelemark, our goal is always to provide you with the highest quality b2b appointment setting services so that you can make the most out of every opportunity presented to you. With our experienced team members and comprehensive strategies, we can ensure that you get the results you need from your appointment setting efforts.

Common Objections and How to Overcome Them

Objections are a common part of the sales process. They can be daunting at first, but with the right approach, you can successfully overcome them and move forward with the sale. Here are some tips from Intelemark on how to handle objections in B2B appointment setting:

Be Prepared

Before engaging in any sales conversation, it is important to anticipate potential objections that may arise. Doing research about the customer’s needs and interests can help you identify areas of concern or hesitancy. Being prepared will make it easier to address those issues when they come up during your conversation.

Listen Carefully

When an objection arises, it is important to take time to listen carefully and understand what the customer is saying. Ask questions to get more information and clarify any misunderstandings. This will help you better address their concerns and create an atmosphere of trust and understanding.

Address Objections Directly

Once you have listened carefully to the customer’s objection, it is important to respond directly and address their concerns head-on. Be honest and open about any limitations or drawbacks that may exist with your product or service, but also provide solutions for overcoming these issues. This will demonstrate your commitment to providing a great customer experience and helping them find a solution that works for them.

Stay Positive

It is important to stay positive throughout the sales process, even when faced with objections. Maintaining a friendly demeanor will help build trust and rapport with the customer while also keeping their attention focused on finding a resolution that works for both parties.

Follow Up

After addressing an objection, it is important to follow up with the customer afterwards. Check in periodically to ensure they are satisfied with your response or offer additional assistance if needed. This shows that you value their opinion and are committed to providing excellent customer service throughout the entire sales process.

By being prepared, listening carefully, addressing objections directly, staying positive, and following up afterwards, you can successfully navigate through any objections that arise during b2b appointment setting conversations. By doing so, you will create an atmosphere of trust and understanding that will lead to successful appointments being set!


At Intelemark, we understand the importance of making meaningful connections with potential customers. Our B2B appointment setting services provide a comprehensive approach to lead generation and demand generation that allows you to reach out to your target audience in an effective way. We take the time to qualify leads, nurture them, and set appointments so that your business can maximize its potential. Our experienced team is dedicated to providing customized campaigns that align with your brand and optimize your sales pipeline. With our help, you can be sure that you will be able to make the most of every opportunity.

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