The GenSales Process
Our goal is to bring you new, qualified prospects and quickly offset our costs, providing an ROI against our fee. Ultimately, we build a sustainable, repeatable, measurable pipeline for new growth.
Set up
Stages 1–3
Outreach & appointment
Stages 4–6
Adjust any stage to suit your market or campaign goals.
Strategy & Roadmap
Align your ideal customer, value proposition, and sales goals with a campaign roadmap built for your business.
Week 1
Initial startup call agenda, and what we learn from it.
- Background How was the business started?
- Competitors Who are they, and how are you unique?
- Value Props What makes you different from them?
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Ideal Targets
Characteristics of your ideal account:
- Geography
- Size by revenue, head count or other factors
- Key market segments
- Technical and qualifying questions
- Specific Targets List key accounts where you want a meeting.
- Goals and Expectations Project forward one year from today. List 2–3 things that need to happen for you to feel the relationship with GenSales has been successful.
- Action Items Items that need to be completed in the first 2 to 3 weeks for a fast, successful launch.
Week 2
Setting up the structure and logistics for GenSales to work with your team.
- Phone GenSales sets up a phone number, or masks your own number, to dial out from.
- Calendar Integration Appointment calendar integration is set up against your team’s real availability.
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CRM
GenSales adds you to our CRM software for campaign data.
- Seats are created for your team if needed (optional)
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Messaging Development
The scripting your SDRs work from:
- Create qualifying questions
- Generate the decision-maker talk track
- Build pivots for overcoming objections
- Create the appointment confirmation email
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List Building
Purchase or draft lists from GenSales databases.
- Lists drafted against your criteria
- You provide a list of current and past customers
- You provide a list of recently quoted projects for follow-up
List Build
List Sources
GenSales subscribes to the best databases in the world to generate raw lists for our clients. The tools we subscribe to collectively provide GenSales with access to over 60 Million business records.
LinkedIn · ZoomInfo · D&B Hoovers · Data Axle · Thomas
List Filtering
Lists are narrowed based on each client’s unique need by target geography, size of company, industry, and other factors learned in client discovery.
Internal Database
GenSales utilizes an in-house database with data of over:
- 3,000,000 Company Records
- 9,000,000 Contact Records
- 200,000 New Prospects Per Year
- 3,000 Verified Records Per Day
Account Qualification
Pre-Qualification
Each account is scored based on the total revenue impact they can have on your business. This pre-qualification step ensures we spend our time nurturing the most qualified prospects.
A Accounts / High-value targets
Have the potential to fit into the top 10–15% of your revenue if you close them and realize their full spend potential.
Have a favorable situation — they outsource, just with a competitor.
B Accounts / Qualified
Good sized accounts that fall inside the main “bell curve” of your revenue.
Good situation, or a situation we work with.
C Accounts / Qualified with potential
Small clients you’re willing to work with, but not necessarily excited about.
Okay situation, we might be able to make it work.
D Accounts / Disqualified
You would never work with them. They are too small.
We will no longer call or email disqualified contacts.
Contact Verification
Verification of Critical Decision Maker Data
GenSales will make initial calls and gain permission from each person to maintain a relationship. We identify all possible decision making contacts including Owners, C-level, purchasing, and engineering.
John Smith
Chief Executive Officer
Company A
- jsmith@company.com
- 512-555-0104 (cell)
- 512-555-0101 ext 212
- Austin, Texas
A Account
Laura Bock
Purchasing Manager
Company B
- laurabock@company.com
- 303-555-0196 (cell)
- 303-555-0150 ext 32
- Denver, Colorado
B Account
Cole Dolor
Innovation Manager
Company C
- cdolor@company.com
- 512-555-0121 (cell)
- 512-555-0147 ext 152
- Austin, Texas
C Account
Every record is worked by an SDR trained for your campaign, averaging 15 years in the industry.
Nurture Key Contacts
Build familiarity through thoughtful calls and follow-up, keeping the conversation moving as needs develop.
- Cold calling, led by the conversation
- Permission-based email
- LinkedIn outreach through Sales Navigator
Schedule of Interaction
We believe in polite persistence and appropriate aggression. Prospect accounts are nurtured with a cadence relative to the Qualification Score assigned by the GenSales team. Our goal is to build TRUST with key decision maker contacts. Our interactions over a time period will create awareness and a trust based relationship with your brand.
- A Accounts — Actively nurture every 6 weeks at a minimum
- B Accounts — Nurture at least 1× per quarter
- C Accounts — Contact 1–2× per year with a passive email drip
- 7–9touchpoints, on average, to reach a decision maker on the phone
- 20–30touchpoints to get a decision maker to agree to an appointment
A Multi-Channel Conversation
We combine cold calling, email marketing and LinkedIn marketing to connect you with your target customer — a strategy that has worked for 25 years. These expanded, optional channels augment the tried-and-true calling strategy rather than replacing it.
Just as with our calling activity, we seamlessly integrate your brand into this kind of communication, so it appears to be coming from your office.
How each supporting channel works is set out in Beyond the Call, further down this page.
Set an Appointment
Schedule a qualified conversation and share the details your sales team needs to take the next step.
- A date-and-time-specific appointment, vetted before it reaches you
- Every appointment-setting call listened to in full
- An email notification with every detail your rep needs
- A feedback conversation that shapes the next cycle
Qualified First Time Appointment (QFTA)
As qualified opportunities are transitioned from our team to yours, GenSales asks for updates from the client to track status, stage, and owner.
Every Appointment Is Vetted
Every appointment your team receives has been vetted and cleared by our quality control staff. We listen to each call where an appointment is set, confirm the qualifications for your needs in a client are met, and confirm there was genuine interest and a genuine need from the prospect.
Once it clears, you get an email notification with all the details for the upcoming appointment. Your sales team’s calendars stay synced with our system, so meetings are booked around your real availability and you know the moment a new one lands.
After you attend, we connect with you for feedback and analyse our output and activity across the campaign. You are involved every step of the way — and what we learn in one cycle is what makes the next one run better.