Telesales

Info-sys

Research and Prospecting

• Identify Ideal Customer Profiles (ICPs): Target industries (e.g., retail, manufacturing, FMCG), company size, region.
• List building: Use tools like LinkedIn Sales Navigator, Apollo, ZoomInfo, etc.
• Lead segmentation: Segment by business type (e.g., companies using outdated ERPs, growing businesses needing scalability).

Outreach and Engagement

• Cold emailing: Personalized emails introducing the ERP solution and proposing a discovery call.
• Cold calling: Engaging with decision-makers like CFOs, COOs, or IT managers.
• LinkedIn outreach: Connection requests, follow-up messages, content engagement.
• Social selling: Commenting and posting relevant content to increase visibility and build credibility.

Lead Qualification

• Initial discovery calls: Understand the lead's pain points, current systems, and business needs.
• BANT/CHAMP qualification: Budget, Authority, Need, Timeline (or alternative qualification frameworks).
• Capture CRM details: Record interactions and update lead statuses in CRM (e.g., Dynamics 365 Sales).

Meeting Scheduling

• Book discovery/demo meetings: Hand over warm and qualified leads to Account Executives (AE) or Solution Consultants.

Pipeline Reporting & Optimization

• Track outreach performance: Email open/reply rates, call connect rates, LinkedIn engagement.
• Report in CRM: Maintain clean records, activity logs, and lead statuses.
• Feedback loops: Share objections or patterns with marketing and sales to improve targeting or messaging.

KPI:

• Booking 5 meetings per week
• Reaching 5 proposals per month