Prospeks
Sales development, restructured in-house
Meetings build pipeline.
The problem — they don't consistently make it into the pipeline, and nobody owns the ones that don't.
What follows is an argument nobody can win. Sales development says the meetings were real, the AEs say they were not, and nothing in the record settles it. Change the people and the pattern returns.
Outbound is a production process. Four questions decide whether it holds.
Most teams answer the first with confidence and go quiet on the rest. Between the booked meeting and the accepted opportunity, nothing is anyone's number — the AE's pipeline never reconciles against the SDR's completed meetings — so meetings keep getting booked, the report keeps looking healthy, and effort is cosmetic.
Prospeks ran the outsourced model for years. That model still leaves the client's problem where it found it: when the contract ends, the process that produced it is unchanged.
Whether outbound runs entirely in-house or partly through a provider, the same four questions decide whether it holds.
Where it runs both ways — new logos outsourced and existing accounts kept in, or the reverse — the function is paid for twice and run as two halves that share no process, no standard and no record, and the answers rarely match across them.
Prospeks rebuilds those answers inside your own sales team: the list, the meeting, and what happens to the meeting after it is booked. Nearly thirty years behind it — services sales for the Americas at Dell, shared-services delivery at Accenture, and eight years running outbound across the Americas, Europe, the Middle East and Asia Pacific.
Parag Chatterjee · LinkedIn
A fixed-length engagement. One campaign. The process is rebuilt inside your own team and your own tools. What stays with you: the fixed process, written down as your own; the measurement and ownership that hold it together; a dashboard that shows what's slipping and which lever to pull; and a team that has already run it.