SUSHANTA DAS

• Built the entire sales lead generation strategy from the ground up, including defining Ideal Customer Profiles (ICP), prospecting methodologies, campaign management, and lead distribution.
• Integrated and optimized sales tools such as Instantly, Apollo, Clay, Pipedrive, and LinkedIn Sales Navigator for streamlined outreach and CRM management.
• Managed outbound and inbound sales strategies, including handling website interactions through Intercom, forms, chat queries, and inbound inquiries, generating over 60-65 qualified meetings monthly as a Team and 30-35 as a individual contributor.
• Reached out & qualify to potential customers(Outbound & Inbound) via, email, Linkedin, phone, DM
• Collaborated closely with Account Executive, marketing, customer success, support, and development teams to deliver exceptional customer experiences and enhance overall sales process efficiency.
• Pioneered experimentation in new sales channels such as Twitter and Facebook, resulting in a 20% increase in lead acquisition and improved overall funnel efficiency.
• Led a small team of 2 BDRs, improving team productivity and achieving a 30% increase in monthly deal closures through targeted mentorship and strategic oversight.
• Conducted comprehensive market research and analysis to identify emerging trends and potential areas of expansion.

Sourcing and Onboarding Companies

• Created targeted prospect lists for Impacta Lab services by analyzing factors like sector, segment, and company stage.
• Designed and executed campaigns, achieving 60-75% open rates and 50-60% click rates.
• Conducted outreach through personalized emails, LinkedIn messages, and calls to engage MQL leads and address queries.
• Manage inbound lead generation, utilizing various channels to identify and qualify potential customers.
• Scheduled 30-35 meetings monthly; led client discussions and converted prospects to paying customers.
• Managed contract negotiations, follow-ups, and client onboarding to ensure smooth service initiation and agreement signing.

Client Services Of Sales Development

• Conducted workshops with client startups to understand product offerings and develop strategic roadmaps for scaling their sales processes.
• Identified Ideal Customer Profiles (ICPs) for each client by conducting competitor analysis and collaborating with founders and sales teams.
• Leveraged tools like HG Insights and Bombora to identify potential leads, including:
• Hot Leads: Actively searching for solutions.
• Competitor Users: Using rival products nearing subscription end-dates.
• General ICP: Broader audience fitting ICP but without immediate purchase intent.
• Utilized tools to gather contact details (emails, LinkedIn profiles, phone numbers) to build detailed prospect lists.

Customized Outreach Campaigns and SDR Management

• Developed unique email and LinkedIn campaigns tailored to each lead segment's needs.
• Assigned campaigns MQL to SDR teams for focused personal engagement and maximized response rates.
• Oversaw SDR activities to ensure effective MQL to SQL conversion through targeted, high-touch outreach.
• Monitored SDR performance, providing mentorship on outreach, response management, and scheduling demo meetings.
• Supervised a team of 2-3 SDRs per Client, guiding them on best practices for effective client engagement.
• Delivered ongoing feedback and mentorship to improve SDR skills, conversion rates, and build strong demo pipelines.

• Exceeded industry standards by: Scheduling 17-20 high-conversion demos per month.
• Achieving a 50% MQL (Marketing Qualified Lead) rate, significantly higher than the industry average of 20-30%.
• Converting 40% of MQLs into SQLs (Sales Qualified Leads), exceeding the benchmark of 10-15%.
• Proficient in both outbound and inbound lead generation, utilizing various channels to identify and qualify potential customers.
• Conducted thorough secondary research on prospective clients to understand their needs and pain points.
• Developed a deep understanding of Tracxn's platform and features to effectively communicate its value proposition.
• Responded to outbound & inbound leads through various channels, including phone calls, emails, sales tickets, and chat.
• Exceeded daily quota of 90-100 outbound reach out to diverse geographic and industry leads.
• Maintained and updated CRM with all client activities and communication, ensuring seamless handoff to the sales team.
• Collaborated effectively with the Business Development team to optimize deal-closing processes.
• Analyzed customer needs and preferences to identify and target pain points, leading to increased conversion rates.
• Successfully managed a small team of SDRs and provided ongoing coaching and mentorship.

• Coordinated with client and technical team to execute and estimate projects.
• Managed site operations, client complaints, and office management.
• Ensured technical decisions were based on key considerations of cost, quality, and risk factors.