Too often, businesses treat sales like a single job description:
“Find leads. Call them. Close deals.”
In reality, sales is a combination of distinct, specialised activities — each requiring different skills, focus, and consistency. And this is exactly why internal sales hires often struggle to perform across the board.
At Reexia, we break sales down into core functional areas to ensure each one gets the attention it deserves.
Table of Contents
1. Research & Targeting: Laying the Foundation
Before a single email is sent or a call is made, there’s groundwork to be done.
Who are we targeting? What industries or job titles are relevant? Are we using clean, accurate data?
Great sales performance starts with smart targeting and data accuracy.
At Reexia, our researchers focus solely on building and validating outreach lists. This ensures every campaign begins with a clear, qualified audience — no guesswork, no time-wasting.
2. Cold Outreach: Emails That Start Conversations
Cold email is not just about volume — it’s about relevance, timing, and tone. A well-structured email should:
Show a clear understanding of the recipient’s world Offer a compelling reason to engage Build trust, not just push a meeting
Our email specialists craft and run multi-touch sequences tailored to each campaign. It’s about creating consistent visibility and giving prospects multiple chances to respond.
3. Cold Calling: Direct, Human, and Focused
Calling remains one of the most direct ways to cut through the noise — but it requires:
Confidence Listening skills A clear value proposition
Our telemarketers are dedicated agents, trained to handle technical pitches, objection handling, and long sales cycles. They don’t just read scripts — they hold real conversations and gather meaningful insights.
4. Management & Strategy: The Missing Link
Even with good outreach, most campaigns fail because they lack structure.
Who’s following up with who, and when? Are we tracking replies and interest levels? Are learnings being applied?
Our project managers ensure consistency, follow-through, and accountability. They coordinate between researchers, callers, and emailers — making sure every moving part supports the overall objective.
5. Performance Monitoring: What’s Working and Why
Sales should be measurable. Every week, we review:
Reply rates Call outcomes Lead quality Conversion signals
This allows us to adapt in real time and improve performance over the course of a campaign, not just after it ends.
Why This Matters
When a company hires one internal rep, they often ask them to:
Do the research Send the emails Make the calls Log the results Keep the CRM clean Adapt the messaging Report on progress
It’s too much — and performance suffers.
At Reexia, we assign each of these functions to people who do it every day — not just when they have time. That’s how we deliver consistent activity, measurable results, and real sales growth.
Sales isn’t one job. It’s a system.
We’ve built a team and a process that respects that — and it works.