Why It’s So Hard to Get Sales Meetings with B2B Leads [+The Fix]

January 18, 2024

ViB Editorial Team


Topics we'll cover

Reaching the right B2B sales leads, and successfully generating sales meeting with them feels like it’s getting harder and harder. Sounds like you?

Despite being one of the best-educated cohorts in modern history with access to some of the most sophisticated communication tech ever invented, today’s sales pros are struggling to connect with prospects.

And it’s not due to a lack of skill or effort.

“ViB delivered what they promised. We were blown away by the quality of the leads, the quality of our meetings, and the high rate of conversions.”

Why challenges with generating sales meetings start with the buyer

The truth is, B2B tech buyers are overwhelmed. Like you, they’re spread thin in their roles, and they’re inundated with messages from brands and service providers promising to solve their biggest challenges.

While your offering may be lightyears ahead of your competitors, it seems impossible to cut through the noise long enough to show prospective customers that you’re the best.

So why, exactly, is it so hard to even land a meeting these days? And what can you do to change that fate in time to make this one of your most successful years yet?

Here’s the lowdown:

5 reasons it's so hard to generate high quality leads

Get the full infographic here. Otherwise, let’s break each of these down a bit further.

Challenge 1 - Getting a foot in the door

Field reps are having a hard time getting access to new accounts and filling their sales pipeline. That’s primarily because it’s harder than ever to get an “in.” 

Senior decision-makers have multiple layers of gatekeepers in place. Besides, their email and LinkedIn inboxes are usually chock-full of poorly personalized junk mail.

If you want to get time with the right B2B sales leads, one method is to access a space they trust and spend their time — like an online community

Because this is a place where they’re already engaged, it’s easier to earn their interest and attention.

Challenge 2 - Growing outreach

Sales is a numbers game. The more people you connect with, the greater the number of opportunities you’ll achieve (theoretically). 

Unfortunately, today’s sales pros or outsourced SDRs aren’t getting in front of enough buyers. 

This is partially because prospecting can be brutal and tiring. Really, you can only take so much rejection before it affects your morale. Additionally, identifying new audiences can be tricky.

Outsourcing demand generation to a trusted partner helps overcome both of these obstacles. You can increase your market exposure and, as a result, boost the number of meetings on your calendar.

Thumbnail of ViB B2B Marketing Trends Report
Discover the latest trends and statistics — and the key actions B2B marketers and leaders need to take today. 

Challenge 3 - Hitting your target market

Too often, marketers and sales pros are missing their target market — or at least a crucial segment of their market

This means a portion of the time, money, and other valuable resources you’re spending to attract and convert prospects is wasted on the wrong audience. 

And no amount of sales prowess can help if you’re talking to the wrong buyers.

In many cases, this comes down to data. Sales reps can waste valuable time prospecting to out of date data. For example, when someone moves from one role to another, or downright incorrect data. 

So, really consider an experienced and reliable marketing partner, especially one that offers a pay-per-lead model in appointment setting

This way, you can ensure you’re getting the right messages in front of the right people at the right times. That means your marketing funds can yield a better ROI.

Challenge 4 - Taking back your time

Just over one-third of a sales team’s time is spent talking to prospects, and the rest is consumed by administrative tedium. 

Tasks like:

  • hunting down and parsing through information,
  • crafting personalized messages for each contact,
  • scheduling calls, and
  • manually entering data into CRMs 

…all take up a lot of time.

Fortunately, you can offload some of these efforts to a B2B appointment setting partner. So you can get more time back in your day to establish and grow genuine connections with existing prospects.

Hear how 3 B2B marketers leaders from Google, Automation Anywhere and Ermetic are leveraging ViB Appointments to drive sales results, through this bite-sized video walkthrough.

Generating sales meetings with B2B appointment setting

Here’s the truth: cold calling can be effective, but it’s also extremely time-consuming. We covered this topic in length in our Art & Science of Appointment Setting webinar

Unfortunately, time isn’t a luxury most sales reps have (see above). 

If you’re going to spend your time on the phone, make it be worthwhile. 

That means speaking with a highly qualified buyer who is not only in your target market but already interested in your offering and actively taking the next step.

But, you’re in luck. There’s a perfect solution to achieve all that.

How to find B2B sales leads and generate sales meetings on repeat

By cutting down on the number of calls you have to make, and leveraging B2B appointment setting services, you can spend more energy doing what you do best: converting opportunities.

Here’s how it could work with ViB Appointments:

1 – Get listed

Get your solution or offering listed on the ViB Community platform — a unique network where tech professionals discover the latest solutions in tech.

2 – Provide your targeting requirements

Have your solution actively promoted to community members who fit your buyer profile. These members can then browse through your solution listing and see if it’s a fit.

3 – Generate sales leads

By visiting your listing, members can voluntarily apply via the ViB Community to meet you for a demo or chat. No cold calling or emailing required at all.

4 – Pay per qualified appointment held

Using our low-risk pay per lead pricing, pay only for meetings held with sales leads that fit your targeting requirements.

And that is what a scalable sales lead generation model should look like. 

If you’re ready to fill your pipeline fast and hit your 2024 revenue goals, it’s time to partner with a demand generation partner who already has a relationship with your ideal buyers.

Check out what VIB can do for your team, or take a look at a discounted trial package to get started!

Test drive ViB Appointment’s unique opt-in approach to B2B appointment setting with a discounted first-timer’s trial today. 

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