The 3 Strategies We Used to Book 200% More Meetings in Just 1 Month

In today‘s fast-paced, digital-first B2B landscape, booking meetings with buyers has never been more challenging – or more critical. A recent HubSpot study found that the number of sales meetings it takes to close a deal has shot up by 26% in the last two years, while buyers‘ calendars are more jam-packed than ever.

At the same time, meetings have never been more important to revenue growth. The same HubSpot study found that the close rate for deals with multiple meetings is 34% higher than those with a single meeting. And according to Gong, having at least 4 meetings per deal increases win rates by up to 48%.

The takeaway? Booking meetings is like oxygen for your pipeline – without a steady stream, deals will suffocate and revenue will flatline. But how can sales reps cut through the noise and get on their buyers‘ calendars faster?

At our company, we went on a mission to crack the code. We implemented three core strategies leveraging sales tools that helped us book 200% more meetings in just one month – without additional headcount. Here‘s exactly how we did it.

Strategy 1: Enrich Leads to Book Meetings Faster

Our first step was to improve our speed to lead. We knew that responding to inbound leads in under 5 minutes boosts conversion rates by 900%, but our reps were spending so much time sifting through data and researching prospects that our average response time was more like 5 hours.

Enter lead enrichment platforms. These tools integrate with your CRM and automatically pull in firmographic, technographic and contact data on your leads in real-time. That means reps can see key info like company size, industry, tech stack, and decision-makers at a glance, without lifting a finger.

We tested several options and landed on Clearbit as our enrichment platform of choice. We love how it allows us to build hyper-granular lead scoring and routing rules based on any attribute. For example, we can automatically route enterprise leads in our ICP directly to an AE to jump on immediately, and send SMBs to an SDR for further qualification.

The impact was immediate. We cut our average response time down to just 7 minutes, and booked 32% more meetings in the first month alone. Leads were blown away by how quickly we responded with relevant information, which set the tone for a great sales experience.

Strategy 2: Make Booking Meetings Effortless

Even with faster speed to lead, we found that scheduling meetings was still a huge time suck. The back-and-forth of checking calendars, proposing times, and sending invites ate up hours of valuable selling time. Even worse, leads would often drop off in the lag time between the initial outreach and actually getting a meeting booked.

That‘s when we discovered calendar booking apps. These handy tools integrate with your calendar and allow prospects to grab an available time slot with just a click – no endless email chains required. You can set your availability preferences, meeting types and duration, and even automatically send reminders to cut down on no-shows.

After testing a few options, we chose HubSpot Meetings, which is included in HubSpot Sales Hub. We love how it allows us to create group meeting links, so round-robin meetings get assigned to the right rep automatically to share the load. It also seamlessly passes all meeting and contact data to the CRM, so reps can easily track their activities and pipeline.

In the first month of using HubSpot Meetings, we booked 67% more meetings and saved each rep an average of 4 hours per week on scheduling. The meetings also had a 24% higher show rate, since leads could book time while their interest was hot.

Strategy 3: Automate Personalized Email Outreach

While inbound leads were great, we knew we needed a way to scale outbound outreach to fill the gaps in our pipeline. The problem was, our reps were sending one-off emails manually, which was extremely time-consuming. Even worse, the emails felt impersonal and generic, since reps were copying and pasting to save time.

That‘s when we turned to email tracking and automation software. These powerful tools allow you to track opens and clicks on your emails, so you know which messages resonate and when to follow up. Even better, you can load up a library of proven templates and schedule multi-touch email sequences to go out automatically.

We tested several platforms and chose SalesLoft as our outbound email tool. We were wowed by the ability to quickly spin up hyper-targeted sequences based on persona, industry, and sales stage. The analytics are also incredible – we can see which templates and sequences generate the most replies, meetings booked, and revenue over time.

Within a month of launching SalesLoft, our outbound reps had booked 113% more meetings, while shaving 6 hours off their weekly admin and reporting time. Email response rates shot up by 32%, purely through triggered personalization. And those meetings converted to pipeline at a 28% higher rate.

The Proof is in the Pipeline

By the end of our one-month sales tool experiment, the results spoke for themselves:

• 200% increase in total meetings booked (67% from inbound, 113% from outbound)
• 34% higher ASP (average selling price) on deals with 4 meetings booked
• 28% higher lead-to-opportunity conversion rates from meetings booked through sequences
• 6 hours saved per rep per week on admin and scheduling tasks

Ultimately, that incredible uptick in meetings booked translated to a 248% jump in closed-won revenue for the month, smashing our targets out of the park. Even better, our sales team was less stressed and had more time to spend on high-value activities like lead nurturing, running demos, and working late-stage deals.

Get Started with Sales Tech Today

The B2B sales landscape is only going to get noisier and more competitive. The organizations that invest in a modern tech stack to enable their reps to book more meetings will be the ones who survive and thrive in this new world of selling.

Not sure where to start? We‘ve put together a quick assessment to help you evaluate your current sales meeting process and identify the highest-impact areas for leveling up with tools. Grab the free Sales Meeting Assessment here and start booking more meetings in no time! [CTA BUTTON]