B2B Sales, Lead Generation and Enterprise Customer Engagement for Collaboration Software: Evidence from On-the-Job Training at PeopleLink Unified Communications

Author

Isha Paliwal, Yashwardhan Pawar


Abstract

 This paper examines how business-to-business (B2B) inside sales, lead generation and enterprise customer engagement work for a newly launched software product with low brand awareness. It draws on a three-month On-the-Job Training (OJT) placement, from 25 May to 25 August 2026, in the Enterprise vertical of InstaVC, the SaaS division of PeopleLink Unified Communications Pvt. Ltd., Pune. The study describes the sales process followed, evaluates the calling funnel (about 200 calls per day, 100 conversations, 20 interested prospects and 2-3 prospects reaching the demo-to-purchase stage), and assesses the SPIN selling method and relationship-based follow-up. A single enterprise deal of Rs 3,50,000 was closed against an intern target of Rs 1,75,000 (200% of target), and it came through a referral after an initial refusal. The findings indicate that consultative questioning improves the quality of engagement, but that low brand awareness against Zoom, Google Meet and Microsoft Teams is the main barrier to growth. The paper recommends that the company add digital marketing to its outbound-calling-led approach.



Keywords

B2B inside sales, lead generation, SPIN selling, enterprise customer engagement, SaaS, unified communications, brand awareness



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References


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