New Business Development Outbound Lead Generation

prepared for Varnish Software by JSM Marketing Services 


JSM is a business to business marketing agency providing enterprise-level appointment setting in the UK, EMEA and US markets. We specialise in generating new business opportunities, identifying requirements, budgets, decision making units and time scales.  The telephone lead generation methodology we use offers proven sales insights and skills that can optimise new business outcomes.

The JSM Approach


To be sucessful, we believe telephone-based outbound lead generation must be based on unscripted business conversations with intelligent, informed two way business conversations that generate qualified commercial opportunities.  Our training is designed to deliver a genuine alternative to scripted, volume-driven call centres; providing the tools you need to build an informed dialogue with your prospects based on an understanding of both proposition and market dynamics.

The Course Structure – 1st Session




  • The power of outbound lead generation for your business and your career.
  • Professional enterprise-level outbound lead generation v’s B2C Telemarketing.
  • Scripted v’s consultative value add sales.
  • Respect and consent-based selling.
  • Aims & goals of sales training.


Understanding the Psychology of the Sales Process


  • The evolution of sales methodologies.
  • Definition.
  • Identification.
  • Proof.
  • Acceptance.
  • Desire.
  • Action.
  • The importance of listening.

Mapping the Sales Cycle


  •  Introduction & consent.
  • Elevator pitch.
  • Mapping need through questioning.
  • Assumptive Closing.
  • Proposition.
  • Needs alignment.
  • Closing.


 Call Introduction and the Elevator Pitch


  • Why it matters?
  • How long?
  • Benefits v’s features?
  • Planning and practice?


Personal Goals & Challenges

To help to ensure this supports your personal training aims and objectives, please complete and submit the following form in advance of tomorrow’s training session:

From the list below pick what you believe are the 3 most important attributes that support your lead generation goals:

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