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B2B Agency Research: The Covid Response

As the Covid crisis continues we interviewed 36 CEOs at the most highly reviewed agencies on Clutch, G2, etc who offer appointment setting services to get their expert advice.

By
Conrad Wadowski
on
June 18, 2020

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As the Covid crisis continues and B2B companies transition from in-person events to other approaches, we wanted to explore what channels actually work to generate new meetings in our new normal.

Research background

To do this, we went out and interviewed 36 CEOs at the most highly reviewed agencies on Clutch, G2, etc who offer appointment setting services. These companies are the experts who need to rely on their results with clients to stay in business, regardless of what's happening.

For the research we looked into what was working for their clients, their offerings and pricing models. Link to the full b2b agency spreadsheet:

What we found

A few interesting findings:

1. LinkedIn is getting more effective - One firm, Operatix, noticed a measurable transition to more engagement on LinkedIn (+16%) and slightly lower engagement over email (+9%) and phone (-14%). As people have more time or are transitioning between jobs, LinkedIn should naturally should make up a larger focus of a multi-channel approach.

2. Be proactive - Even if your company was strongly effected by Covid, being silent puts you at a disadvantage and makes you not seem like a critical service. Some ways agencies themselves have adapted:

3. The tech is tablestakes - It’s now standard for agencies to have their own best-in-class tech stack, with calling, email, linkedin, data (including intent data) and other tools integrated so they're not just giving you a list of leads, but able to deliver on Meetings Held for b2b sales teams.

Getting involved

We're continuing to add to the research. If you're an agency who's interested in being on the list, we'd like to meet you. Please email hello@advice.io.

If someone looking for advice on which firm to work with, we're happy to point you in the right direction. Simply fill out this 3-minute form.

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