b2b lead generation and appointment setting anniversary GenSales

February 2022. This month marks the 20th anniversary of GenSales

That’s cause for celebration of course, and we certainly are! But I also can’t help but recall all of the people I’ve met along this journey and the guidance, encouragement, and inspiration they offered, whether they knew it or not!  I am deeply grateful for all the help and support I’ve received in creating an innovative and successful business process. 

I was pretty sure we were onto something big twenty years ago this month, when we introduced a new model of “cold calling.” 

  • Engaging business-savvy, sales development representatives – not the scripted novices so prevalent in this business.
  • Utilizing sales conversations rather than sales pitches. 
  • Combining lead generation with appointment setting to seamlessly pass the lead to our clients. 
  • Ensuring that a warm lead is an informed lead who’s ready to talk to the client’s sales team.  

Every lead we generate and every appointment we set is a small victory for our team and our clients. It simply blows my mind that over the last 20 years our team was victorious 96,000 times in support of startups, Fortune 100 companies, and every sized company in between. A big milestone to celebrate this anniversary. 

I won’t spend too much time looking backwards this month, though, since we’re busy planning for the years ahead. We’ve moved to a newly configured, larger facility. We’re onboarding additional, experienced callers. These are critical priorities because we’re on a path to double our business over the next several years. 

But as we move into year 21 and beyond, I’ll make sure we don’t lose sight of our most important asset: our seasoned sales development representatives who have a passion and a knack for the art of the sales conversation.

With our best wishes and deep appreciation,  

David Juris, Founder and CEO

Appointment Setting is exciting

What is Appointment Setting? 

What is Appointment Setting? It is the result of a process to create new leads and close sales. It is an important and delicate strategy in which a company makes its first impression and aims to gain interest from potential clients. Appointment Setting is the scheduling of a specific date and time meeting. These meetings might be to show a service (such as through a demo) or to give a quote for your service (such as inspecting a roof). The goal of this strategy is to sell your service/product to a pre-qualified potential customer. Setting Appointments is an approach to attaining more business. 

How to Set Appointments?

Now that you know what appointment setting is, how do you set appointments? Setting appointments is a process, often done by lead generation specialists (such as us, GenSales), that gets you through the door to your target customer. This process includes a lot of rejection, hard work, and time. Although difficult, it is a proven method of gaining new customers and growing a business– a time-tested strategy. 

Setting Appointments is a four-step process. 

  1. Gathering data. In the first step, contact lists are gathered and curated to fit the company’s target customer. Through different resources, lists are pulled that fit such criteria as location, size (i.e. of the roof), and the potential need. These lists are the holy grail– a bad list and the rest of the steps are a waste of time. 
  2. Cold Calling. Yes, the controversial cold call that gets you through the door and gets those potential clients to know you and engage with your offering. Once you have a good set of potential clients, it is time to cold-call them. Cold Calling means they don’t know you or your service, therefore, you are introducing yourself and the company–it is their first impression. Cold calling is a whole strategy that requires patience and a lot of skill. 
  3. Qualifying. In this step, the caller will ask specific questions that will either qualify or disqualify the person on the other line as a potential client. The goal has two parts: One, does this person have a need I can fill? Two, are they the right client for me? Qualifying a client is a very important step because it allows your business to allocate the right resources to the right clients, without wasting time or money. Although qualifying does not mean that the potential clients will buy your service/product, it means that this potential client is someone who might need or want your services, and your sales team can make a warm pitch that is more likely to result in a sale.
  4. Setting Appointments. The final and most important step is the actual appointment. Now that you have a good list, you’ve called and qualified the potential customer, now all that is left to do is set a time to meet. The appointment’s goal is to pitch your company and how you can help this client–and hopefully close a sale. The cold caller will find a time to set a meeting with the client for the sales team and a decision-maker to connect (in person, zoom, call, etc…). Often, the appointment setting process is outsourced to a lead generation firm; if that is the case, which it often is, the firm will pass on the set appointment to the hiring sales team, and now it’s up to them to close the sale.

So if you were asking yourself “How to do appointment setting?”, now you know the formula and can go out and do appointment setting for any industry. 

What is B2B Appointment Setting?

It is the same process of setting appointments but between businesses. Appointment Setting B2B is the strategy of one business connecting with another to sell their product or service. Many companies only work with other businesses, such as commercial roofing. These companies must connect with other businesses to grow their business and gain new clients. That is the goal of the appointment setting. Therefore, B2B Appointments Setting is a step in filling a business’ pipeline by meeting with qualified, potential clients. 



Now that you know what appointment setting is and all the steps it requires, let’s discuss outsourcing this key step in filling your business pipeline. 

Why should you Outsource your Appointment Setting?

Appointment Setting companies were created to fill a need that many businesses were unable or unwilling to employ. Appointment Setting is an expensive and time-consuming process that requires skilled cold-callers to connect with potential clients. Often, companies do not have the means, resources, or desire to handle the whole process. That is why many companies outsource their Lead Generation to experts, like us. Appointment Setting companies are a lower cost for businesses than employing appointment setters, they are experts in the field, and the company’s employees can focus on using their own skills. Lead Generation companies dedicate themselves to filling your pipeline by working with you to target your ideal clients and by setting you warm, qualified appointments that have the potential to turn into sales. Outsourcing your appointment setting allows you and your team to focus on your expertise, show up at the appointment, and close the sale. Companies like GenSales do what we do to help you grow your business. We get you through the door for you to meet with decision-makers, and shake on it. 

Are you feeling ready to set appointments and grow your business? Drop us a comment and let us know what step of the appointment setting process is your forte! 

Best BPO Company

GenSales was ranked one of the best BPO services in Denver. The company was highlighted among the most trusted providers for outsourcing human resources, payroll, telemarketing, and other services. GenSales is one of 18 companies that made the list for the best companies in Denver, 2021. 

Denver, CO – Digital.com, a leading independent review website for small business online tools, products, and services, has announced GenSales among the best BPO (business process outsourcing) services in Denver for 2021. Researchers evaluated three key criteria to determine the best options for small businesses and startups.

GenSales and other top providers offer multiple service lines, such as lead generation, appointment setting, and cold calling. It was also critical to include large firms that can manage high volume projects and small companies for clients that want personalized services. Experts at Digital.com recommend BPO services that cater to customers in highly specialized fields like healthcare or banking.

Digital.com’s research team assessed 59 companies across the city based on 10 different variables. To access the complete list of best BPO services, please visit Digital.com


Since 2002, GenSales has used proven prospecting tools to find qualified leads and set up B2B appointments for their clients. GenSales connect with hard-to-reach decision-makers and gets businesses appointments with potential customers, to help them grow their business. GenSales works with small to medium-sized companies to help them close more deals and acquire hard to get opportunities. GenSales uses a multi-touch approach that includes such tools as LinkedIn Marketing, AI Prospect Database, and Email Marketing.

Digital.com reviews and compares the best products, services, and software for running or growing a small business website or online shop. The platform collects twitter comments and uses sentiment analysis to score companies and their products. Digital.com was founded in 2015 and formerly known as Review Squirrel. To learn more, visit https://digital.com/.

GenSales top B2B Companies Clutch

Known as Denver’s finest, GenSales is a top-tier service provider that offers strategic and detailed bespoke solutions to help your company. Since 2002, we’ve been providing B2B appointment setting, qualified leads generation, and cold calling campaigns.

In light of our dedication and impact on the industry, we’ve recently been recognized as Colorado’s finest BPO company for 2021!

To help give context, Clutch is a B2B market research firm that publishes data-driven content and client reviews on its platform. Their team annually analyzes countless B2B providers to determine the best of the best from different industries and locations worldwide.

GenSales is extremely thrilled to receive this honor. Clutch’s recognition is a testament to how hard our team works and the quality of our services. Here to express our sentiment, our CEO has a few words to part with us:

“GenSales is very proud to receive this award that recognizes years of hard work and success.” — David Juris, President of GenSales

On that note, the GenSales management sends their thanks and appreciation to everyone who helped us achieve this milestone. Our company’s success is a reflection of the success of everyone around us. We are eternally grateful for every working relationship and project we’ve had over the years.

“One of the things that I very much appreciate when I engage with GenSales is their professionalism. We can tell they’re interested in our success. They communicate clearly and kindly, which is even more important.”

District Manager, Heating & Cooling Company

“They’re experts in that space. We’ve worked with other telemarketing firms and they just couldn’t perform to the same level of quality and volume as GenSales. They go out of their way to understand our business and operate as a full extension of our team. We look at them as employees of our business.”

— Marketing Manager, Tudi Mechanical

Make the most with GenSales – B2B LeadGen! Send us a message today and let’s have a conversation. We are looking forward to starting our journey together.


What is cold calling?

For many of us, when we think of cold calling our mind goes to spam calls. We have all gotten a call from someone trying to sell us something or a robot call that has nothing to do with us. Although these calls are annoying, Cold Calling is a very important and useful tool for businesses.

So, what is Cold Calling? Cold calling is a practice in which a salesperson calls a list of potential clients, ideally a good list, and connects with them to build a relationship with decision-makers to sell them their product or service. It is making the initial contact with ideal customers to get them to know your product/service and either sell to them on the spot, set an appointment, or create a connection between your business and their future need, so they reach out when they are ready.

Cold Calling is a difficult, time-consuming, and often expensive practice, but a very successful one when done correctly. That is why many businesses turn to successful call center companies. Cold Calling is one of the greatest tools a salesperson can possess. A good Cold Caller knows how to connect with the person on the other side of the phone, get past the gatekeeper (such as the assistant), and get through to a decision-maker. Cold Calling is about connecting, finding a need, and filling the need with a product/service. The cold caller is the first impression of a business, so it is important that they are professional, friendly, knowledgeable, and experts in their field.

How does Cold Calling Work?

Cold calling is all about persistence and perseverance. Only 2% of sales are made on the first contact, but 48% of salespeople never follow up with a prospect. This is not a one-and-done situation, but a process that requires a lot of time, hard work, and commitment. Calling is the first step in a business connecting with potential clients. Most salespeople are skilled at closing warm leads, but how do they even get them? Cold calling. This practice gets you through the door so the salespeople can close the sale and grow the business. Cold calling equals opportunity.

The three main steps to this sales technique:

  1. The first step of cold calling is to have a good list of numbers/potential clients you can – and start to call. Without a good, fleshed-out list of potential clients, a cold caller will waste their time. A good list has potential clients that fit the characteristics the business is looking for, such as certain locations or certain needs. If the list is good, the cold caller can spend the time doing step number two instead of wasting their time being hung up on or reaching contacts that don’t fit the needs.
  2. The second step is qualifying. A cold caller, once they reach a gatekeeper or decision-maker, must qualify them as a potential client that fits the needs the business can fill. For example, as a roofing company, you would qualify a prospect as a potential client if their roof was a size you work on. These questions will distinguish those prospects that could become potential clients, from those who don’t fit your client’s needs.
  3. The third and last step is to set an appointment. The goal is to sell. You are soliciting the business from a potential client that has had no prior contact with the caller; it is an attempt to convince them to buy your product/service. This process connects you with prospective clients so you can get in front of them and sell your product/service. A cold caller will set an appointment for their company’s salesperson to connect with the prospect to pitch to them. The cold caller’s job is to pass on to the salesperson a warm, qualified lead that fits the requirements and is interested in the company’s business. The cold caller’s job is done once the meeting is set, passing the lead on to the salesperson.

What is cold calling? It is the first step in the sales process. It is the practice of connecting with potential clients, qualifying them, and setting an appointment for your sales team to go and close the sale. It is a key component of a successful business strategy, one that cannot be overlooked.

Lead Generation Strategies

Lead Generation is a key process in a company’s endeavor to grow their business. It is a difficult practice, in fact, 68% of B2B companies struggle with lead generation. Yet, it is a necessary process to find your ideal customers and connect with key decision-makers to gain more business. The big picture of a lead generation strategy is outbound sales marketing, in which a company aims to grow its market and develop its process through a few elements that aid in building a company’s sales pipeline, increasing sales opportunities, and acquiring clients.

What is Lead Generation?

Lead Generation is the process of identifying potential clients for your business or service. Through a Lead Generation Strategy, experts research, connect and convert potential customers into clients. This process requires varied strategies to arrive at one goalsetting pre-qualified meetings with decision-makers. In simple terms, Lead Generation is finding possible clients, attracting them to your business, and selling to them your offer/service.

Lead Generation Strategies

     There are three steps, three actionable elements, that are part of a successful strategy. These strategies all fall under one umbrella: outbound sales marketing. So, what is Outbound Sales Marketing? It is the process where a seller begins engaging with a customer. This starts with cold calling potential clients or leads, to inform them of your service or product, to generate interested, and to set an appointment with a lead. Outbound sales marketing will help you grow your potential clients and develop your lead generation strategy.


The Three Actionable Elements of Lead Generation Strategies:

  1. Market Research / Segmentation 

To begin any lead generation process, you must have a flushed-out idea of who your ideal customer is. You must know who they are, what their needs could be, and how to pitch your service or product to them. Without a clear vision of your target market, you won’t be able to qualify your leads. You must have qualifying questions and criteria that separate warm leads from those who do not fit your segmentation. With a clear ideal customer flushed out and a defined checklist of characteristics, you can move on to the next step.

  1. Data Acquisition and Enrichment 

Once you have your list of qualifying customer requirements, you must gather data. The second actionable element in your lead generation strategy is to acquire a large data list of emails, phone numbers, and/or LinkedIn profiles to possible clients who fit some criteria, such as location.  This data list will be the leads you will be calling to qualify and set appointments.

  1. Outreach

The last step in your outbound sales marketing strategy is to do the actual outreach. You now have your ideal customer profile and a list of possible candidates who fit some of your criteria, it is now time to employ your lead generation skills and identify those on the list as either potential clients or not. This step requires a combination of three tools: Cold-Calling, Email Marketing, and LinkedIn Marketing. These three tools will help you prequalify your list and set appointments.


These Lead Generation Strategies will aid you in setting pre-qualified meetings with decision-makers, to get in front of your ideal customer and sell your service or product. Lead Generation is at the core of a business’s growth and success; therefore, knowing these actionable strategies and employing them correctly will set your business up for success.

B2B Appointment Setting Calendar

It is known that acquiring new clients is more costly and difficult than retaining existing ones. However, for all businesses, new clients are necessary. Some businesses might require fewer new clients, whereas others, such as roofing, are in constant search of new clients with a need that must be filled. To find new clients, a business would need to generate new leads and set appointments to sell their products/services. This process includes such steps as generating a prospect list, cold calling, nurturing leads, and finally setting appointments. B2B Appointment Setting is an important strategy that all businesses should focus on.

What is Appointment Setting? 

Appointment Setting is the process in which expert appointment setters call leads, connect with decision-makers, qualify them as potential clients, and then schedule an appointment. This is the key process of getting new clients. Through reaching the correct decision-makers and setting appointments, a business gets in front of its ideal customer and has the opportunity to sell its service/product and close deals. Appointment setting is one of the last steps in the long process of getting in front of your target customer. The goal of B2B appointment setting is to turn prospects into buyers.

Appointment Setting is a very difficult part of business development. According to a Forbes article, it is the most difficult roadblock to growing a company through increased profit sales. Many companies struggle to do all the work that goes into connecting with a decision-maker to set those appointments, that is why many outsource these tasks to experts. Appointment setting is not an aspect of a business that can be ignored, especially if growth is a key goal.

Why is B2B Appointment Setting an Important Part of a Business Strategy?  

Before your sales team can get in front of customers, they must have appointments to meet with these potential clients. Without appointments, there are no closed deals. The process of appointment setting is a strategic move to set your business up for success by being more efficient, shortening your sales cycle, and having a higher sales conversion.

  • Three important steps precede setting appointments: prospecting a list of potential leads, cold calling those leads (which has many roadblocks of its own), and lastly, qualifying those leads to be potential clients. These steps can be very difficult and expensive to execute, but without them, it is difficult to narrow down leads and connect with interested prospects.
  • B2B appointment setting leads your business to connect with your ideal customer. Through the process, your business filters through the many prospects that aren’t interested and narrows it down to qualified prospects who need a service/product like yours and are looking to make a decision.
  • Appointment setting turns leads into sales. Appointment setting is towards the end of the process of acquiring new clients. Therefore, if you have set an appointment, you are on your way to closing a deal. Without an appointment setting process, you wouldn’t have the opportunity to close deals and turn leads into sales.
  • What happens after you, or your outsourced team, sets those appointments? You close deals. Appointments = opportunities. B2B Appointment Setting is a key part of any business strategy because it opens the door to grow your business and get more clients.

If your business is not focusing on appointment setting, we recommend it becomes a priority. As an appointment-setting company, we know what prequalified appointments can do to a business. For example, one of our client’s ROI was over 1,000% from just one great appointment that we set. Warm leads lead to appointments which can lead to closed deals.

B2B Appointment Setting Companies

“The insight and experience of others is a valuable source of inspiration and motivation. And learning from successful leaders and entrepreneurs is a fantastic way to grow…”

To continue reading, please see the original article by HubSpot.

B2B Appointment Setting Companies

“Some buyers are conditioned to try certain tactics to lower your price. Maybe they’ve read about negotiation in books or were trained to use pressuring strategies. When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller…”

To continue reading, please see the original article by RAIN Group.

B2B Lead Generation Agency

Hiring a B2B Lead Generation Agency can boost your sales, free you to focus on your business, and save you money.

Have you ever felt overwhelmed by trying to find the right customers? Or struggled to get enough clients? Maybe you find that you aren’t doing any lead generation for your business. Or you might be doing your cold-calling and lead generation in-house but finding that it takes away time from the other more important aspects of your business. If any of these ring true, it might be time to outsource your cold-calling, lead gen, and appointment setting to a B2B Lead Generation Agency.

What is B2B Lead Generation?

Lead Generation is the process of getting your target market to gain interest in your service or product. It is the process of finding potential clients, attracting them, and then nurturing, or convincing them, to buy your offering. In Business to Business Lead Generation, a company gains data on prospect clients, reaches out to those qualified prospects, and sets warm appointments to shorten your sales cycle.

What is a Business to Business Lead Generation Agency?

A B2B Lead Generation Agency helps their clients get clients. The agency takes over a business to business’ lead generation and appointment setting and connects them to their target market. They use data to find the company’s target market and then they employ different strategies, such as email marketing and LinkedIn marketing, to get their clients in front of potential customers. These agencies don’t just connect you with just any prospect, but with warm qualified prospects that need or want your service/product and are looking for someone to fix their pain/need.

Can a B2B Lead Generation Agency Benefit me?

Lead Generation is hard, 61% of B2B Marketers rank Lead Generation as their number one challenge. And 68% of B2B companies say they struggle with Lead Generation. If you are part of those high statistics, then yes, a B2B Lead Generation Agency will definitely benefit you and your company. In fact, a study found that outsourcing Lead Generation generates 43% better results than in-house lead generation, so most companies can benefit from outsourcing to an agency. A B2B Lead Generation Agency will save your business time, money, and resources. They will make your business more efficient and successful.

How would an Agency benefit you?

  1. Identifying your target market
  2. Creating a strategy to grow your business 
  3. Using multiple tools to connect you with your target market 
  4. Putting your company in front of potential clients 
  5. Generating warm leads with interested prospects 
  6. Setting pre-qualified appointments 
  7. Passing on those leads for you to close the deal
  8. Getting new clients!

If you or your sales team is too busy or not efficient at getting your business appointments, you need faster and better results, or you don’t make your business revenue goals, it might be time to consider hiring a Business to Business Lead Generation Agency.

GenSales is a sales partner to our clients. We work with you to connect you to your target market, make you more efficient, and strengthen your business. Contact us today to discover the B2B Lead Generation benefits for yourself!