This report describes step by step how to generate the details of targeted customers & clients as well as verify them through Web-Research.

1. A REPORT
ON
GENERATION OF TIME-BOUND QUALITY LEADS
ACCORDING TO CLIENT REQUIREMENTS AND
SPECIFICATIONS
BY
SARTHAK PANIGRAHI
ENROLLMENT NO – 14BSP1309
NEXSALES SOLUTIONS PRIVATE LTD
SEEPZ
MUMBAI
*

2. A REPORT
ON
GENERATION OF TIME-BOUND QUALITY LEADS
ACCORDING TO CLIENT REQUIREMENTS AND
SPECIFICATIONS
BY
SARTHAK PANIGRAHI
ENROLLMENT NO – 14BSP1309
Summer Internship Report is submitted in partial fulfilment of
the requirements of
PGPM Program
IBS Mumbai
SUBMITTED TO:
FACULTY GUIDE COMPANY GUIDE
Prof. M.H. VARMA Ms PUJA TAYAL

3. TABLE OF CONTENTS
a. AUTHORIZATION………………………………………………………………………..I
b. ACKNOWLEDGEMENT………………………………………………….....................II
c. EXECUTIVE SUMMARY………………………………………………………………...III
d. ABSTRACT……………………………………………………………………………….IV
1. INTRODUCTION…………………………………………………………......................1
Lead Generation…………………………………………………….............................1
2. Methods of Lead Generation………………………………………….......................1
3. Process of Lead Generation…………………………………………………………..4
4. Importance of Lead generation………………………………………......................4
5. LITERATURE REVIEW………………………………………………………………....5
Company Profile…………………………………………………………………………5
5.1. About the company……………………………………………….....................5
5.2. Executive team…………………………………………………………………...5
5.3. Overview……………………………………………………………....................6
5.4. Company’s USP (Unique Selling Proposition)……………………………......6
5.4.1. VoiceReachTM………………………………………………….............6
5.4.2. B2B data – Right Leads………………………………………………...7
6. Organization Structure…………………………………………………………………8
7. Management Mantras……………………………………………………....................9
7.1. Core values…………………………………………………………...................9
7.2. Culture………………………………………………………………...................9
7.3. Goals………………………………………………………………………………9
7.4. Meetings……………………………………………………………....................10
7.5. Productivity report…………………………………………………....................10
7.6. Employees rewards & recognitions…………………………………………….10
7.7. Crisis handling……………………………………………………………………11
8. Operations Flow…………………………………………………………......................11
9. RESEARCH ANALYSIS………………………………………………….....................14
Statement of Work………………………………………………………………………14
10. Projects Undertaken By The Company……………………………………………..14
10.1. Class A projects………………………………………………………………….14
10.2. Class B projects………………………………………………………………….14
10.3. Contact and account build projects…………………………………………….15
10.4. Data append projects……………………………………………………………15
10.5. Validation & verification of projects………………………………...................20
11. Research Process……………………………………………………………………….21
11.1. Web research…………………………………………………………………….21
11.2. Company search…………………………………………………………………21
11.3. Research methodology………………………………………………………….26
11.4. Records of research data……………………………………………………….28
12. FINDINGS AND RECOMMENDATIONS………………………………………….......30
13. LIMITATIONS OF THE STUDY…………………………………………………….......34
14. CONCLUSION……………………………………………………………………………35
15. REFERENCES……………………………………………………………………………36

4. Page | I
AUTHORIZATION
I, Sarthak Panigrahi with enrolment no – 14BSP1309 hereby declare that the work
shown in the report is true to my knowledge and the project has been completed
successfully at Nexsales Solutions Pvt Ltd in partial fulfilment of the requirement of
PGPM program at IBS Mumbai.
The project and research undertaken was conducted over a span of 14 weeks from
24th February 2015 to 30th May 2015 under the guidance of my company guide
Ms Puja Tayal and my faculty guide Prof M.H.Varma. The performance was
satisfactory during the course of the project.
Date of Submission – 9th June 2015

5. Page | II
ACKNOWLEDGEMENT
The satisfaction that accompanies the successful completion of any task would be
incomplete without the people, whose constant guidance and encouragement crowns
all efforts with success. I am grateful for having a chance to meet so many wonderful
people and professionals who led us through this internship period.
Firstly I wish to thank our company guide Ms Puja Tayal, who gave me an opportunity
to work as an intern in “Nexsales” for a period of 14 weeks.
I am very much thankful to my faculty guide Mr M.H.Varma, for his support in the
internship program. I am happy that I could with my knowledge contribute to the
company in the matter of various operational matters.
I also would like to thank our Trainer Ms. Suvidha Dogra, who supported us
throughout this internship with utmost co-operation and patience. She ensured that we
were provided with all the necessary information and assistance.
Finally, I gratefully acknowledge the assistance of the web research team of the
company who helped me to learn, work and enjoy each day in the company.

6. Page | III
EXECUTIVE SUMMARY
I, Sarthak Panigrahi, a PGPM student of IBS Mumbai did the project titled as
“Generation of time-bound quality leads according to client requirements and
specifications” at Nexsales Solutions Pvt. Ltd., Mumbai.
In terms of learning, this project taught me how to be manage time, how to handle stress
when I am on projects with targets which were difficult to achieve, how to work in a team,
how to manage a team, how to handle a particular project, how to deliver quality data
with speedand accuracy, how to understand clients specificationsandrequirements and
finally, how to meet the deadlines.
Also, I acquired the knowledge of various job levels in an organization, types of tools
used to generate quality leads, some portion of lead generation and how Nexsales
generates leads by successfully delivering solutions to B2B firms, etc. Apart from these
learnings, I gained an insight of demand generation through the company’s USP which
is VoiceReachTM
.
My work at Nexsales was to understand the specifications and requirements of the
various projects provided by the clients. And finally, do researchon those projects as per
those specificationsand requirements, thereby building quality contacts inthe framework
(excel sheet) provided by the clients.
The skills that I learned through the internship are:
 Time management
 Stress management
 Team work
 Punctuality
 Meeting timelines of projects.

7. Page | IV
ABSTRACT
Knowledge process outsourcing (KPO) is the allocation of relatively high-level tasks
to an outside organization or a different group (possibly in a different geographic
location) within the same organization. KPO is, essentially, high-end (BPO) with more
of business complexity. KPO services include all kinds of research and information
gathering, e.g. intellectual property research for patent applications; equity research,
business and market research, legal and medical services; training, consultancy, and
research and development in fields such as pharmaceuticals and biotechnology; and
animation and design, etc.
Nexsales is a KPO which deals in web-research of B2B data thereby providing
marketing solutions to the clients (business). It gives inside reps a platform that
dramatically increases the number of relevant conversations they can have with the
right people.
Its VoiceReach technology allows reps to have eight to 12 live conversations per hour
with decision makers. This pace contrasts with the fewer than five conversations many
reps manage in an entire day. VoiceReach helps it to get the right leads for the clients.
Nexsales proprietary lead discovery process easily discovers hard-to-find decision
makers with confirmed role in the buying process.
My project started knowing about Nexsales, services provided and the major
operations performed. Also, detail study of the extensive research done for the B2B
data in internet is done.

8. Page | 1
INTRODUCTION
1. Lead Generation:-
Lead generation is the process of creating contacts which may lead to a sale
or other favourable outcome. The leads may come from various sources or
activities, for example, digitally via the Internet, through personal referrals,
through telephone calls either by the company or telemarketers, through
advertisements, events, and purchase of lists of potential customers that’s what
Nexsales1 do for their clients.
It describes the marketing process of stimulating and capturing interest in a
product or service for the purpose of developing sales pipeline2. Lead
generation often uses digital channels, and has been undergoing substantial
changes in recent years from the rise of new online and social techniques.
[NOTE – Anything related to lead is with respect to a firm/business/company.]
Also, a lead can be defined as:
Someone who is
L – Likely to have a business need for the product
E – End user
A – Active in his/her current role
D – Decision maker
2. Methods of lead generation:- Some of the commonly used methods are:
1) Complementary Partner Referrals:
This sales lead generation method generates the highest quality sales
leads. This depends on the market, one is dealing in. If a firm is selling
B2B, it want to strike up relationships with sales reps from companies
who call on the same businesses as it do. For example; if one sells an
IT consulting service, then partner with a few computer systems
hardware vendors. These reps call on the same customers as it do and
thus complement each other by sharing leads and information about
customers and prospects.
1 Nexsales – A B2B marketing firm which will be discussed further in detail.
2 Sales pipeline- It describes an approach to sellingyour productor service,which is better known as your sales
process.

9. Page | 2
2) Cold Calling:
As much as nearly everyone dislikes this one, it is very effective for sales
lead generation when executed properly. If a firm consistently prospects
for leads by phone, it will consistently generate sales leads.
3) Live Seminars:
They are a great sales lead generation technique because a firm is
usually delivering its pitch (voice) to a prospect very early in their buying
process. The key to a successful seminar is offering a solution to a
problem that one’s target market really wants to solve. One can give the
pitch by itself, or get one of its company executives to do it (sometimes
business “celebrity” can help pull more sales prospects in).
Live seminars can be done inexpensively. The costs for in-person
seminars are comprised of room rental, refreshments, audio-visual
equipment, and promotion. Teleseminars are the least expensive ones,
with the only costs being conference phone-line rent & promotion.
Webinars are more expensive ones due to the hefty fees, the online
meeting services charge to use their services.
4) Trade Shows:
They are a good tool to generate sales leads if one can find events highly
targeted to their prospect audience. Often such events, yield low-quality
sales leads because they are attended by the recommenders &
influencers rather than the true decision-makers.
They prove to be valuable one if a company has the budget and there
are industry events well-targeted to their audience.
5) Mass Mailings:
Sales letters are one of the more underused sales lead generation
methods. There is an entire industry of people dedicated to selling this
way called direct marketing. But most field sales reps & business
professionals don’t know how to use this technique well.
Success with this method comes as a result of mailing a well-written
letter to a good quality list of names (quality = targeted at one’s
audience).
Two good primers on this are “The Ultimate Sales Letter” by Dan
Kennedy and “Selling to VITO” by Anthony Parinello.
6) Advertising:
This method can prove to be highly effective when done right. A firm
should find publications that are able to deliver its target audience. It
should run ads that stimulate people to take action. To generate sales
leads, it must avoid big-company stylish image ads.

10. Page | 3
7) Internet Advertising:
This method is very appropriate for small businesses and some
independent professionals. With a well-designed website, one can
generate sales leads through “ads” that the search engines create from
their webpages. If one knows what keywords their prospects are likely
to search for them, then they can generate very targeted & qualified
leads.
8) Email Publications:
A sales rep or business owner could create an email newsletter and mail
it to sign-ups from an offer presented at a seminar, at a trade show, in a
mass mailing, in an advertisement, or on a cold call.
If one is a sales rep, he/she can create his/her own email newsletter.
One could send out industry news and tips to suspects in their market.
Eventually, a few of them will become customers because he/she is on
their mind more often than his/her competitors.
Figure: (Left) represents methods of lead generation, (Right) is the
process of selling solution to clients/business & (Centre) is
their combination.

11. Page | 4
3. Process of Lead Generation:-
4. Importance of Lead generation:-
The entire process of marketing requires huge data to start with.
A company/business sets a custom marketing budget to sell its products and
services. Thereafter, marketing campaigns starts which may have different
objectives for different companies –
i. Sale of product/service.
ii. Spread awareness of a new product.
iii. Study customer’s preferences & their willingness to shift from their brand
to a competitive brand.(this is done by conducting surveys)
iv. Direct communication with the clients for point of sale.
v. Call up existing customers and get product renewals.
vi. Get sponsors or sell tickets for an event/seminar.
Therefore, lead generation is required in order to create database for marketing
campaigns as well as to enhance the process of marketing.
Define marketing campaign objective
Identify target audience (Here, Nexsales offers solutions to
the clients)
Create/Update marketing database (Nexsales works in this
area)
Reach out to the leads generated through phone, email or
physical mail (marketing broachers)
Check the health of the campaign and make modifications in
order to generate best output (Here, Nexsales offers
solutions)
Finally, Solution selling processes (represented in the previous
page figure) begins
[This process is done by Nexsales clients]

12. Page | 5
LITERATURE REVIEW
5. CompanyProfile:-
5.1. About the company:-
Founded in 2008, a B2B Marketing and Sales Solution provider, Nexsales is an
expert in contact data management and lead generation. It works as one’s
partner to provide one with accurate inside information and prospect
intelligence that help them to define their challenges better. It crafts B2B
marketing programs and combine targeted list building, telephone-based
outreach, with brand strategy, social media, and innovations in technology and
analytics.
5.2. Executive team:-
Milap Shah (Executive Chairman & Founder) – He spearheads the
company’s vision and growth initiatives. Leveraging his extensive
management consulting experience in over 20 countries at the C-level,
Milap builds strategic client relationships and leads full-scale solutions
initiatives.
Jay Kamdar (CEO & Co-Founder) – He is the CEO with 30 years of
management, sales, marketing and engineering experience. He has led
number of break-through technology startups from conceptualization to
commercialization stages.
John Pinto (VP Operations) – He is the Vice President of Operations.
He plays a key role in leading the execution right from inception, overall
campaign management and delivery for strategic client engagements.

13. Page | 6
5.3. Overview:-
Nexsales is headquartered in Cupertino, California in United States of
America. It has 4 branches in India:
Mumbai – Seepz campus, Andheri east (Main branch)
Wicel campus, Andheri east.
Wadala (Registered office).
Nashik – only one branch.
Nexsales is a global demand generation firm that has helped B2B
marketing firms achieve repeatable revenue growth through best-in-
class outbound and inbound B2B lead generation solutions. Nexsales
partners with B2B marketing firms to help them meet their desired ROI
and revenue targets by supporting their lead generation campaigns with
a high quality source of role-based B2B prospects lists, in-depth inside
intelligence and a team of 150+ veteran marketers.
Nexsales sister concern Flarepath is headed
by Saurabh Kanwar.
Flarepath excels in “Social Media Marketing”.
Over the span of 7 years (2008-2015), Nexsales family has grown to a
250 member team.
Nexsales was named in Selling Power’s list of “50 Best companies
to sell for” in Sep 2014.
It is a fast paced technology startup that achieved 6-month lead gen
target within 1 month, by powering inside sales team to 330 live prospect
conversations using Nexsales’ LinkStreak (now known as VoiceReach)
solution.
5.4. Company’s USP (Unique Selling Proposition):-
5.4.1 VoiceReachTM (formerly known as LinkStreak) - It enables
one to have meaningful sales conversations with 8 – 11 highly
targeted prospects every hour and providing an 8 X productivity
boost.
All one have to do is plug in to the system, using either one’s
headsets or telephone. VoiceReach establishes a direct
telephone link between one’s representative and a relevant
prospect using 3 components:
1) FastSwitch™- A US patent pending live call connect
technology.

14. Page | 7
2) Relevant contacts list that are pre-loaded in systems for one’s
session either from Nexsales database or owned from client.
3) Skilled team who navigate live calls through bypassing phone
trees, voicemails and receptionists.
With VoiceReach, one pay for only what one gets, i.e. relevant
conversations. There are no setup expenses as these are
completely waived.
Example: If one doesn’t have own data?
Then, one can choose their bundled data offering with custom
prospect list building and/or data cleansing – they will custom
build a list that is specifically targeted the required user,
leveraging their in-house prospect database with more than 24
Million B2B Contacts and 14 Million Companies.
5.4.2 B2B Data–RightLeads™-
According to the 2011 CSO Insights report, 91% of sales
professionals feel that are not supported by accurate prospect
data. Nexsales helps to solve the root of most marketing and
sales campaigns – the lack of optimized, accurate prospect data.
Nexsales combines proprietary technology and veteran tele-
researchers to find the elusive decision maker with a confirmed
role in the buying process. It custom builds the user lists
depending on one’s marketing specifications.
In addition to accurate lists, they provide valuable insights about
a prospect to enable their sales rep to have an empowered
conversation using the right topics and pain points. The user will
receive information such as:
1) Prospect initiatives relevant to your value proposition.
2) Business drivers and strategic vision.
3) Other competitors
4) Time-frame for project / purchase.
5) Budget information
Most marketers have realized an increase of 251% increase in
ROI and an overall savings of at least 60% on the total lead
generation costs.
6. Organization Structure:-
The company has ‘Tall’ type of organization structure with CEO at the top position
and other levels of management following him.

15. Page | 8
Finance – It handles salary, reimbursements, disbursing cheques and other work.
HR – It looks for employee’s bank account opening, documents verification and
employees’ engagement in the company.
Admin – It provides facility maintenance, cleanliness, security, etc.
IT – It creates logins for employees’, maintains the server, monitors employee’s
browsing and looks at whole IT infrastructure inside the company.
Business Development – This team engages itself in conducting surveys of a
existing/new product/service through telecalling process in order to know the views
of people using that product/service.
Web Research team – They indulge in creating database consisting of contacts
of various companies, verify those contacts, analyse them and build correct
contact. Also they build database of required companies in detail.
CEO &
Founder
VP
Operations
Operations
Web
Research
team
Calling team
Quality team
Compliance
team
Solutions
team
Business
Development
Support
functions
Human
Resource
Finance
IT
Admin
Department

16. Page | 9
Calling team – They verify the contacts and data build by the web-research team
through tele-verificaton process and update the necessary changes required.
Quality & Compliance team – Both looks into the quality matter of the data build
by the Research and Calling team. Any problem found in the data build is updated
by them. Mostly they look at critical data, i.e. email ids, phone no, SIC/NAICS3
codes, industry type, etc.
Solutions team – They provide solution to any problem that arises during research
of building contacts, helps in understanding of correct specifications4 provided by
the client5, makes required changes in the specifications provided by consulting
with client, etc.
7. Management Mantras:-
The administrative process of selecting among appropriate ways and means of
achieving a strategic plan or objective is the mantra for managing oneself in
different situations. The use of tactical management in a business
environment allows a manager to choose the best tactics or methods for each
situation that arises, rather than following a particular standard procedure.
Some of the mantras used in the company are mentioned below:
7.1. Core Values –
 Trust and Integrity
 Be Proactive
 Innovation
 Collaboration
 Execution
 Excellence
7.2. Culture –
There is an international culture followed across organizations globally.
Employees’ are addressed by first name and there is no discrimination based
on gender and religion. Regional languages may be used. But National
language and English are generally preferred.
3 SIC/NAICS codes – These codes areused to specify which industry,a particular company belongs.More
information of these codes will be discussed further.
4 Specifications - Itincludes three parameters: job level, job function, and location of the company/business
required by the client.
5 Client– It is company/business/enterprise.

17. Page | 10
7.3. Goals –
At commence of any project, operations team along with team leaders and
sometime managers sit down together and jointly make strategy, goals and
timelines for the day. This way everyone is on the same tack on what to
expect, what resources will be needed and how much time it will take to
complete a particular project.
7.4. Meetings –
Fixed weekly meetings were held where all employees were invited along with
team leaders and managers sometimes. The agenda of these meetings
include specific issues for discussions on performance of employees’,
feedback given on their work operations, appraisal of employee’s, issues
related to projects like clarification in projects specifications, errors committed
in projects, technical difficulties aroused in a particular project.
Also, each employee was entertain and encouraged to speak something in
front of everyone that he/she might want to share. This helps the employees’
to remove stage fear so that they speak properly and fearlessly something
sensible in front of crowd.
7.5. Productivity report –
This was the crucial item that differentiated Nexsales from other companies.
It includes the daily production (in numbers) of the employees’ in terms of the
target they have achieved in building, verification and modification (if required)
of the database build for the client. Also, it includes the in-out time a particular
employee is engaged in the project as well as the number of projects handled
by an employee along with the respective time taken & production made.
Productivity report is one of the tool that helps the managers to conduct
performance appraisal of the employees. It helps them to select the “best
performer” of the year and the “consistent performer” among various
employees. Lastly, the report also helps in deciding incentives for the
employees’ based on their performance.
7.6. Employee rewards and recognitions –
Motivating the employees plays an important part in a company. When
employees are recognized and motivated, they try to perform better thereby
improving the overall performance of the company. This enhances their
productivity in terms of efficiency. The attrition rate & absenteeism level also
reduces due to motivation & rewards.
Similarly, Nexsales does the same by providing the employees with incentives
and awards on the basis of the hard work put by them. These incentives
motivate the employees to work more productively. Incentives are decided by
appraisals & productivity report as said in above context. The employees are
recognized with awards like the “best performer”, the “best employee” award
etc. These awards are given by evaluating the employees on the basis of their

18. Page | 11
overall performance and scheduled adherence with respect to productivity
report.
7.7. Crisis handling –
With context to company/business, crisis may be defined as any situation that
inhibits or can inhibit the working operations of the company from running
smoothly thereby hampering the overall production.
In Nexsales, various crisis that are arising and how they are managed are
mentioned below:
 IT assets like laptop technical issues, server problem, etc -> Any issue
arising due to laptop breakdown or its hardware or software are
managed well by the IT support team. Either the faulty laptop is
replaced or within some time the problem is solved there only without
disrupting the production of the employees’ and company as a whole.
 Lack of information about the projects being performed -> This issue is
generally solved by the team leaders. If any major problem arises or
any detail clarification required, then managers or solution team plays
a crucial role in overcoming that crisis.
 Lack of resources, i.e. employees handling a project -> This problem is
also handled well by the team leaders. Absenteeism is the major crisis
that hampers company production. But, in Nexsales, employees’ do
take up extra work needed to fill the gap for the employee’s being
absent. In case, the absenteeism rate goes high, then managers look
into the scheduled adherence of the company.
 Access cards for entry inside the company -> Such crisis are pretty well
managed by the admin department which monitors the health of the
access cards and make the necessary changes if required.
8. Operations Flow:-
The operations of the organization start from the client and ends with the client
only. This is how it happens:
1) Client –
Its roles lies in:
 Specifying the target6 along with the target audience7 for which Nexsales
will build database.
 Highlighting the project deadlines.
 Supplying the project specifications.
 Negotiating the price charged per data with the managers.
6 Target – Itis a company/business/enterprisewhom
7 Target audience– Employees of respective companies that are targeted, who appears as a lead to Nexsales.

19. Page | 12
2) Account manager –
His responsibility lies in:
 Building project plans.
 Executing marketing campaigns.
 Preparing scripts with telecalling team.
 Discussing weekly statistics with clients.
 Real-time monitoring of productivity of employees and quality of work
completed by them.
 Monitoring the daily yield/production of the company as each day earns
revenue for the company.
 Finally, he approves the final database list to the clients that is created
& verified by the operations team (research, calling, quality, compliance
and solution team).
3) Web-research team –
They primarily work for:
 Creation of database as per the specifications provided by the clients.
 Analysing, verifying and finally research for quality data within fixed time-
frame without compromising production rate8.
 Building & appending missing data for the specified projects.
 Verifying contacts (email id’s, telephone numbers, addresses, job tittle)
of the specified companies and persons of the respective companies
provided in the projects.
4) Calling team –
Their roles starts once the job of the research team ends.
 Verification of the data & contacts build by the research team through
telecalling process.
 Modifications or updations of the data, i.e. email ids, telephone no’s,
addresses and job title build by the research team if required.
 Mining or research for additional contacts if the contacts build is
insufficient as per the specifications provided by the clients.
5) Quality team –
They have two job roles:
 Validation of email ids of the persons of the respective companies
specified in the projects.
 Real-time monitoring of the quality of the data build by both the research
& calling team through random sampling of the whole database created
for the specific project.
8 Production rate – Daily production of the research team, i.e. contacts & data build by them in terms of
numbers.

20. Page | 13
Apart from these, they also monitors the productivity of both the teams.
After complete quality checking of the data by the quality team; a final list of the
database is created in form of report which isdocumented by the account manager.
Then, that database list is send to the client.
[NOTE – As mostly all the clients are US-based, so Nexsales charge per data in
dollars. With increase in difficulty level of the project, the cost of research per data
also increases. Thus, revenue is generated by selling data to the clients.]
The complete operations process of Nexsales is shown below:

21. Page | 14
RESEARCH ANALYSES
9. Statement of Work:-
A statement of work (SOW) is a formal document that captures and defines
the work activities, deliverables, and timeline that a vendor must execute in
performance of specified work for a client.
Here, Vendor is ‘Nexsales’
Client is a company/business/enterprise.
To simplify better, we can take a live example which will explain SOW in Nexsales:
Example: Before any project commence, team leaders of research team receive
SOW in form of emails from account managers who undertake projects from the
clients. The statement of work consists of projects descriptions, specifications,
timeline for completion, difficulty level, etc.
More details on SOW will be discussed further.
10. Projects undertaken by the Company:-
Nexsales broadly caters to 2 types of projects. Those are:
10.1. Class A projects –
In these projects, firstly contacts & data are built by the web-research
team. Then, team leaders (TL) validates the data and make the
necessary changes if required. Finally, the calling team verifies those
data through telecalling and updates the data as per required. Generally,
Class A projects comes up with good level of difficulty.
It is subdivided into 2 types:
 Contact build projects
 Data build projects
These projects will be discussed further.
10.2. Class B projects –
These are the easier ones compared to Class A projects.
Here, calling team plays no role. These are sent by the client just for
verification purpose. It consists of those projects where contacts & data
are already build and only email ids needs to be verified with high
accuracy. So, these projects are easily handled by the web-research
team.
Projects are further classified into hard, average and easy projects.
Hard and average projects fall under Class A projects.

22. Page | 15
Easy projects fall under the category of Class B projects.
In terms of specific task, projects are classified into 3 types:
10.3. Contact and Account build projects –
These projects include building of required persons details (phone no,
email id, job title, source URL9, address/location) of the respective
company given in the projects. Also, company details (location,
headquarter address, phone no, revenue, SIC/NAICS code, industry
type, etc.) are built according to the project requirements.
In this type of project, a specific format is provided by the client. All the
projects that fall into this category follows the same format provided by
the client.
Both the research & calling team plays an important role here.
Example: Let’s say a ‘XYZ’ contact build project is provided by the client
to the managers. The managers then forward it to the team leaders who
looks after the complete project during research work. The specifications
provided is as follows:
Potential10
2 contacts per account11
Geography/location US/Canada
Job level Director or Manager
Job function Marketing or IT
Revenue >5M
According to these specifications, research team starts building data.
10.4. Data append projects –
These projects requires insertion of missing data by the web-research
team. Those data which are appended are described below:
i. SIC codes –
Standard Industrial Classification (SIC) codes are 4 digit
numerical codes assigned by the U.S. government to business
establishments in order to identify their primary business activity.
They were established in 1937 in the Unites States.
(The SIC system arrays the economy into 11 divisions, that are
divided into 83 2-digit major groups, that are further subdivided
into 416 3-digit industry groups, and finally disaggregated into
1,005 4-digit industries.)
Each and every company will have a primary SIC code that
indicates a company’s primary line of business. What determines
9 Source URL – It represents the link address fromwhere the data related to company or person is collected in
the internet.
10 Potential - It represents the required persons of companies which are required for the projects.
11 Account – This is a jargon used in Nexsales that is used to represent a company/business/enterprise.

23. Page | 16
a company’s primary SIC code is the code definition that
generates the highest revenue for that company at a specific
location in the past year.
The first 2 digits of the code identify the major industry group, the
3rd
digit identifies the industry group and the 4th
digit identifies the
industry.
Example:
Division 20-39 Manufacturing
Major Group 25 Furniture &
Fixtures
Industry Group 252 Office Furniture
Industry 2521 Wood Office
Furniture
SIC codes are used for:
 To facilitate the collection, presentation, and analysis of
data quickly & efficiently.
 To promote uniformity and comparability in the
presentation of statistical data collected by various
agencies of the federal government, state agencies, and
private organizations.
 Companies use these codes to identify customers by
industry code.
 Professionals use these codes to segment markets.
 The Security and Exchange Commission (SEC) uses SIC
codes when sorting company filings
.
ii. NAICS code –
The North American Industry Classification System (NAICS) is
used by businesses and governments to classify and measure
economic activity in the United States, Canada, and Mexico.
NAICS is 6-digit code system that is currently the standard used
by federal statistical agencies in classifying business
establishments.
NAICS organizes establishments into industries according to the
similarity in the processes used to produce goods or services.
They were introduced in 1997 as replacement of SIC codes.
Each and every company will have a primary NAICS code. This
number indicates a company’s primary line of business. What
determines a company’s primary NAICS code is the code

24. Page | 17
definition that generates the highest revenue for that company at
a specific location in the past year.
The first 2 digits designate the largest business sector, the 3rd
digit
designates the subsector, the 4th
digit designates the industry
group, and the 5th
digit designates particular industries. The last
digit designates national industries.
Example:
Industry Sector 11 Agriculture,
Forestry, Fishing,
Hunting
Industry Subsector 111 Crop Production
Industry Group 1113 Fruit & Tree Nut
Farming
Industry 11133 Non-citrus Fruit &
Tree Nut Farming
U.S Industry 111331 Apple Orchards
NAICS codes are used for:
 Companies use these codes to identify customers by
industry code.
 These are used in auditing purposes by comparing ratios
of companies in a similar industry.
 To facilitate the collection, presentation, and analysis of
data quickly & efficiently.
 The Department of Revenue uses the code to inform
taxpayers within a certain industry of law changes that
may affect them
.
iii. Employee size –
This represents the capacity or size of the company or business.
It is used in research to build data of those companies which fall
into the particular range of employee size provided in the projects.
In append projects, they are simply added in the projects by the
research team according to the specifications mentioned.
During research, many companies are found with unknown
employee size. This doesn’t mean that the company has no
existence. It may happen that the company is either acquired or
merged with other.
iv. Revenue –
It represents the current or latest value of sales of a
company/business available in the internet.

25. Page | 18
The revenue of listed companies, i.e. the public companies are
easily available as their exact value can be found.
The problem lies with private companies and small mid-sized
companies whose revenue are not easily available. If available,
then either the values may not be accurate or it may be the past
year values. Also, acquired/merged/subsidiary companies’
revenues are not easily accessible.
v. Industry –
It depicts the type of business which a firm or company belongs
to. With the help of SIC/NAICS codes, the type of industry that a
firm belongs can be known. There are various types of industries
like manufacturing, automobiles, software, food, etc.
vi. Telephone Number–
It is one of the most important parameter required for most of the
projects during research. This is the tool which is used for
tele-verification process by the calling team. It is of 2 types:
 Phone number – It is the company/firm’s number used for
tele-verification of company address and contact details of
persons working with specific job level & job function like their
job title, address, email id, direct number (if any).
Apart from verification process, it is also used for getting
details of alternative person in case required person is no
longer found in the company and for updating the job title of
researched potentials.
 Direct number – It is the phone number of the researched
potentials. It is used to verify the person’s job title, email ids,
address and update the same if required.
The format of writing telephone number is:
+XX – XX – XXXX – XXXX
Example:
US & Canada -> +1-XXX-XXX-XXXX
UK -> +44-XX-XXX-XXXX
India -> +91-XXX-XXX-XXXX
During research of telephone numbers, the major problem faced
by researchers are the Toll-free numbers.
Toll free numbers are very common and have proven successful
for businesses, particularly in the areas of customer service and
Country
Code
Code
Or X
City code
Or
XXX

26. Page | 19
telemarketing. Toll free service provides potential customers and
others with a “free” and convenient way to contact businesses.
[Note: But, in research work these numbers doesn’t prove to be
useful as exact information about companies and its persons are
not revealed due to confidentiality issues. So alternate no’s are
searched.]
Example: In US, the toll-free no’s are 800, 822, 833, 844, 855,
866, 877, 888, 880-887 & 889.
vii. Email id –
It is another most crucial parameter required for maximum
researched projects. It is used as a means of contacting
researched persons of specific job level & job function in case
phone number doesn’t prove useful. Also, it helps in sending vital
information which cannot be done through phone.
The different pattern of email ids generally found in research are:
Email Id pattern Example
<first name>.<last
name>@domain name
Most commonly used pattern
followed by maximum companies
like AT&T Corporation, Shell Inc.,
Accenture plc, etc.
alex.mercer@shell.com
puja.tayal@nexsales.com
<first name>_<last
name>@domain name
latesh_shetty@abp.com
<first name initial><last
name>@domain name
Many companies also use this
pattern.
sarora@total.com
<first name><last name
initial>@domain name
pamelaw@pnj.com
<first name>-<last
name>@domain name
serena-rox@elmercandy.com
<first name><last
name>@domain name
barrykahl@ampi.com
Apart from above shown pattern, there are many other patterns
used by companies like email ids consisting of first name, last
name, names with numbers, etc.

27. Page | 20
The various sources of internet from where the above mentioned
parameters can be found during research are:
Parameters Source
(Websites used)
Operations team
involved
SIC/NAICS code Hoovers.com,
zoominfo.com,
manta.com, siccode.com
Web research team
Employee size Hoovers.com, manta.com,
zoominfo.com,
LinkedIn.com
Web research team
Revenue Hoovers.com, manta.com,
zoominfo.com, Google
finance, bloomberg.com
Web research team
Industry Hoovers.com, manta.com,
zoominfo.com,
LinkedIn.com
Web research team
Telephone number Google.com, company
website, hoovers.com,
connect.data.com
Web research team
&
Calling team
Email id Google.com,
connect.data.com
Web research team
&
Calling team
10.5. Validation or Verification projects:
These are the easier ones among all projects. So, the target that is given
to the web-research team is also high. In other words; the production
rate for verification projects are high.
Here, only Web research team plays the vital role in verification.
The various types of verification projects are:
Types Description
Person/potential verification Particular person is verified through
company website, LinkedIn profile and
from Google. If any changes observed,
then his/her current job title is updated
as per project requirement.
Telephone number verification Here, both the company no & direct no
are verified through Google, company
website, connect.data.com & hoovers.
Email id verification Only the email id of the specified
person/potential of the given project is
verified with the help of Google &
mailtester.com.

28. Page | 21
11. Research Process:-
11.1. Web Research –
It can be defined as the systematic collection and analysis of data about
a particular target (company/business) or target audience
(person/potential) using various resources (websites) available in the
internet.
In Nexsales, the web-research team search for contacts based on the
requirements of the client regarding a particular industry or
organizations.
There are 2 types of research:
 Primary research – This is the original research or direct
research done through field survey, experiments, etc. where
target audience is actually present.
 Secondary research – This is the indirect method of research
of target audience done with the help of existing data like data
from internet, brochures, etc.
Web research is a secondary-type of research method.
The purpose of Web Research is to gather data on customers12 and
potential customers. The collected data aids business decision making.
11.2. Company Search –
It involves 3 parameters for accurate search of the company required for
the given project. Those are:
 Company identification –
This is done through identifying the given company’s logo
through its website, LinkedIn profile, address or telephone
number or from Google search mentioned in the particular
project.
Example:
To prove, pictures of identifying a company is shown below:
12 Customers – As Nexsales deals in B2Bmarketing firms,so customers represents the companies whom
Nexsales provides its services.

29. Page | 22
 Key contacts/persons of the company –
The required potentials/persons of any company are
researched by the web-research team through company’s
website, from company’s LinkedIn profile or from
connect.data.com website.
Example:
1. From company’s website:
Match
Company
website
Company’s
LinkedIn profile
Match
Company
website
Company search
in Google

30. Page | 23
2. From Company’s LinkedIn profile:

31. Page | 24

32. Page | 25
There are many companies where the key persons are not
found in “about us” field of the company website. In that case,
the researcher must look into either “contact us” field or
“investor relations or investor” option present in the website.
If nothing is available, the alternative sources like LinkedIn,
Connect.data.com is searched for getting those contacts.
 Location of the company-
The location of the particular company to be searched is found
either from its website or from various sources like Google,
hoovers, Bloomberg, connect.data.com.
Example: The process of identifying the location of a company
from its website is shown below.

33. Page | 26
11.3. Research methodology –
The research steps involved in the research of any contact build project
is as follows:
It is checked on Google whether the given company/firm has any short forms or
dba some other name.
If company website found, then its management/executive team is searched and
checked for the required details.
Then the headquater of the desired company is looked into its website. If the
headquarter is not in the desired location, then the management team is not
considered.
The desired company is looked on LinkedIn and the logo is matched with that of the
website of that company.
The keywords of the given project specifications is made wisely and is kept short
before searching in LinkedIn website.

34. Page | 27
The base addresses of the desired contacts found either from LinkedIn or
connect.data.com website is checked. If not found anywhere, headquarters address is
considered.
Then, desired company/firm email id patterns is searched first on Google. If not
found, then email ids with different formats is tried to be through Google or
connect.data.com. Finally, using mailtestester all possible email ids are verified.
The job titles of the desired persons/potentials of the required companies/firms
are formatted.
It is also checked on Google or bloomberg whether the desired company/firm is
acquired or merged or bankrupt or shut down or name changed.
In subsidiary company, if the desired company website matches with that of
researched company, only then the contact details of the company or its
management team is built.
The contact records of the researched companies is maintained in the excel file
using a format provided by the client.

35. Page | 28
11.4. Records of research data - Every research which is done by the web
research team for the contacts or accounts build projects is maintained
in a excel file. Following are the details of the header fields in the excel
file –
1) Date -> It represents the present date on which the desired project is
done.
2) Agent -> It shows the name of the researcher from the web-research
team who worked on the particular project.
3) Company -> It highlights the name of the desired company/firm
whose contact details are being built by the research team.
4) First name -> It shows the first name of the person/potential of the
desired company.
5) Last name -> It shows the first name of the person/potential of the
desired company.
6) Title -> It depicts the job title of the person/potential of the desired
company.
7) Verify -> It signifies the other roles that is being handled by the
desired person/potential of the particular company.
Example: A person/potential with job titled as IT manager handling
network infrastructure. So, in handles it is written that “handles
network infrastructure”.
8) Email id -> It shows the email id of the person/potential of the desired
company.
9) Phone -> It highlights the phone number of the desired
company/firm.
10)Direct tel -> It shows the phone number of the person/potential of
the desired company.
11)Address 1 -> It shows the half of the complete address of the
particular company/firm.
12)Address 2 -> It shows the other half of the complete address of the
particular company/firm except the city, state and country where it is
present.
13)City -> It shows the city where the particular company/firm is present.
14)State -> It shows the state where the particular company/firm is
present.
15)Zip code -> It highlights the pin code or postcode of the location
where the desired company/firm is present.
16)Country -> It shows the country where the particular company/firm
is present.
17)Source -> Here, link address or the website URL from where the
contact details of the person./potential is taken, is written. Mostly the
source represents the LinkedIn URL.
18) Comments -> It shows the additional information of the desired
company/firm like acquired, subsidiary, merged, bankrupt, shut

36. Page | 29
down, doing business as (dba), formerly known as, name changed.
Also, if no details of the company/firm is found as per the desired
project specifications, then specific comments (Dispositions) is
written as per the particular project.
Example: Address formatting is as follows-
225 North Shore Drive, ste 400, Pittsburg, PA, 1512, United States
Here,
Address 1: 225 North Shore Drive
Address 2: Suite 400 or #400
City: Pittsburg
State: PA
Zip code: 1512
Country: United States
Figure: The above picture represents the excel format provided by
the client for the contact/account build projects.

37. Page | 30
FINDINGS AND RECOMMENDATIONS
During 3 months of internship of web-research, I learned many things of doing
research in internet. Some were already known while maximum were knew to me. The
followings are the findings that I learned in Nexsales:-
1) The research process for any project involves 2 basic steps:
 Searching and looking for the required details on the company’s website
that is researched as per the project specifications provided.
 Looking into the company’s LinkedIn profile for the required details if
step-1 doesn’t works.
 Finally, searching for additional information about the given company in
Google if step-2 doesn’t works. Also, 3rd
party websites are used to know
more details of the given project like hoovers, manta, zoominfo,
Bloomberg, google finance, connect.data.com, etc.
2) The formatting of job title of the desired person/potential being researched is as
follows:-
Job Title Description Format on CRM
President/Owner/Founder/Chairman President/Owner/Founder/Chairman
Chief Information Officer/Chief
Investment Officer/Chief Innovation
Officer CIO
Chief Technology Officer CTO
Chief Executive Officer CEO
Chief Financial Officer CFO
Chief Marketing Officer/Chief Medical
Officer CMO
Chief Operating Officer COO
Chief Information Security Officer CISO
Chief Accounting Officer/Chief
Administrative Officer CAO
Chief Human Resource Officer CHRO
Chief Security Officer CSO
Chief Procurement Officer CPO
Vice President of VP
Assistant Vice President of AVP
Executive Vice President of EVP
Senior Vice President of SVP
Associate Vice President of Assoc VP
Director Director
Assistant Director Asst Director
Senior Director Sr Director

38. Page | 31
Associate Director Assoc Director
Executive Director Exec Director
Manager Manager
Assistant Manager Asst Manager
Senior Manager Sr Manager
Associate Manager Assoc Manager
Information Technology IT
Human Resources HR
The do’s and don’ts of title formatting is:
Do’s Dont’s
Use of ‘&’ or ‘-‘ symbols are allowed Use of ‘of’ or ‘and’ or ‘,’ are not permitted
Example: Vice president of marketing and sales -> VP-Marketing & Sales
Senior Director of HR, marketing and sales ->
Sr Director-HR/Marketing & Sales
3) I came to know about the job level in an organization in hierarchical order:-
Chairman,Owner,Founder,Co-Owner,Co-
Founder
President,C-level
VP, SVP, EVP, AVP, Assoc VP, Asst VP,
Regional VP, Area VP, Div VP, Corp VP
Director, Sr Director, Deputy Director, Asst
Director, Assoc Director,Head of the Department
Manager, Sr Manager, Jr Manager, Assoc
Manager, Asst Manager
Engineer,Administrator, Analyst, Specialist,
Technician,Coordinator,etc

39. Page | 32
4) The search for the correct email id pattern is also found. The ways of
searching an email id is as follows:-
a. Firstly, the required company is searched in Google.
b. Then, the particular company’s domain name is used with the below
mentioned format of searching email id in internet:
 mail “@<domain name>” –
Example: mail “@nexsales.com”
 mail *“@<domain name>” –
Example: mail *“@nexsales.com”
 mail “*@<domain name>” –
Example: mail “*@nexsales.com”
 email “@<domain name>” –
Example: email “@nexsales.com”
 email *“@<domain name>” –
Example: email *“@nexsales.com”
 email “*@<domain name>” –
Example: email “*@nexsales.com”
c. For getting better accurate results, the researched email ids are
searched in website named “connect.data.com”. Also, for testing email
ids “mailtester.com”.
5) The various types of 3rd party websites which help in finding other details of
the desired company are:-
a. Hoovers, Manta, Zoominfo -> company’s address, phone no,
SIC/NAICS code, Industry type, revenue. But, hoovers data are more
authentic.
b. Jigsaw (connect.data.com) -> required person/potential email id,
phone number, job title.
c. Google finance -> Correct results of revenue generation of the desired
company is found here.
d. Bloomberg -> Company’s address, phone number, revenue
generation, industry type, other details like subsidiary, acquired, went
out of business status is also found.
e. LinkedIn -> It is the important social media website which helps in
finding out the complete details of person/potential of a desired
company like job title, current company working with location.
6) Apart from the knowledge of building data for the clients in excel sheet, more
information came into light regarding a project. There are mainly 3 excel files
which are either created by the operations team or are sent by the client for
doing a contact or account build project. Those files are:-

40. Page | 33
a. Main file – This file is for web-research team only. This is the only file
where data built by different researchers is stored in a format specified
by the client. This file goes to the callingteam which verifies each contact
built by the research team.
In some projects, the research team has to look both the main and
consolidated file (built by the calling team) in order to avoid duplicates of
the contacts built by them.
b. Consolidated file – This file is created by the calling team. It is the
updated or modified version of main file which includes changes in
desired persons/potentials phone numbers, email ids, job title. Also,
alternative contacts of persons/potentials are added by the team in case
the required target/production is not met.
c. Suppression file – It consists of the final data list built and verified by
both the research & calling team. It is 2 types:
 Accounts suppression – It consists of the details of the desired
companies/firms being searched.
 Contacts suppression – It consists of the details of the desired
persons/potentials of companies being searched.
While building data of company or its person, suppression file is checked
parallel with consolidated file so that there is no duplicates of data.
This file cannot be updated by the operations team. Only client has the
authority to update the suppression file.
The Recommendation and Suggestion which I want to give for the research work
that I did at Nexsales is each web-researcher should be provided with “premium
LinkedIn account” so that desired persons/potentials details can be found easily
without any difficulty. But, the limitation is that the company looks for better ROI & cost-
benefit analysis of every resources it uses. And the annual cost of a premium account
is very high. So, if the company invests the amount & contact build projects doesn’t
provide that much return, then it will have to bear the loss. Hence, researchers uses
alternative websites like “connect.data.com” to find the contacts (that are not always
accurate, so are verified in Google) along with basic LinkedIn account.

41. Page | 34
LIMITATIONS OF THE STUDY
1) Study is limited to web research and data verification only.
2) Limited access to confidential data and files: company’s financial data,
information of the work that other teams do except operations team, final report
or document list send to the client after completion of a project, etc.
3) Non-disclosure of client’s information with whom Nexsales deals for projects.

42. Page | 35
CONCLUSION
It can be concluded that in spite of many problems that web-researchers’ face in
contact build projects and verifying projects, yet with the help of 3rd party websites,
the desired information for the given projects can be found easily. As long as
search engine giant like Google is there web-research can be done smoothly, steadily
and accurately despite the difficulties & problems that fall in the path of research.
Also, Startup KPO companies like Nexsales are growing and developing due to
extreme demand of B2B data which enhances lead generation process with great
accuracy. Due to advent of disruptive software like VoiceReachTM (formerly known as
LinkStreak), direct communication between a vendor and a client is possible at click
of the mouse. Hence, good quality leads can be generated at low cost.

43. Page | 36
REFERENCES
NexSales Website -> http://www.nexsales.com
Lead Generation Success Center -> http://www.marketo.com/lead-generation/
Understanding Lead Generation by Ms Puja Tayal ->
https://www.linkedin.com/pulse/20141102213342-76049003-understanding-lead-
generation?trk=mp-reader-card [Accessed November 2nd, 2014]
Dial in to Prospects the Twenty-First-Century Way ->
http://www.nexsales.com/announcements/our-technology-covered-by-
sellingpower/ [Accessed September 12th, 2014]
Prerequisites of starting a Lead Generation Company ->
http://smallbusiness.chron.com/need-start-lead-generation-company-1378.html
http://www.linkstreak.com/how-it-works
https://www.linkedin.com/company/amarketforce?trk=extra_biz_viewers_viewed