The Internora

Internship field

Business Development & Sales

A practical sales and business-development internship built around prospect research, outreach, discovery and pipeline reporting.

Lead generationProspectingSales copyDiscovery callsCRMPipeline analysis
Program length:4 weeks · PKR 700

Week 1 — Market and prospect research

Identify a target market and ideal customer profile.

Objectives

  • ICP
  • Market research
  • Lead lists

Tasks (3)

  1. 1. ICP definition

    Define an ideal customer profile with firmographic and behavioural criteria.

    Deliverable: PDF.

    10 pts

  2. 2. Market map

    Research a market and identify five competitors plus their positioning.

    Deliverable: PDF.

    15 pts

  3. 3. Lead list

    Build a clean list of 25 fictional or publicly available prospects that match the ICP.

    Deliverable: Spreadsheet.

    20 pts

Week 2 — Outreach

Write professional outreach that earns a response.

Objectives

  • Email
  • LinkedIn
  • Personalisation

Tasks (3)

  1. 1. Email sequence

    Write a three-step outreach sequence for one buyer persona.

    Deliverable: Document.

    20 pts

  2. 2. Personalisation exercise

    Personalise five outreach messages using public business context.

    Deliverable: Document.

    15 pts

  3. 3. Objection library

    Create responses to ten common objections without using misleading claims.

    Deliverable: PDF.

    15 pts

Week 3 — Discovery and CRM

Structure discovery and manage opportunities.

Objectives

  • Discovery questions
  • Qualification
  • CRM

Tasks (3)

  1. 1. Discovery guide

    Create a discovery call guide with questions, notes and qualification criteria.

    Deliverable: PDF.

    20 pts

  2. 2. Opportunity stages

    Design a six-stage pipeline and define exit criteria for each stage.

    Deliverable: PDF.

    15 pts

  3. 3. Pipeline dashboard

    Create a spreadsheet showing opportunities, stage, value, next step and expected close date.

    Deliverable: Spreadsheet.

    20 pts

Week 4 — Sales strategy

Final project

Turn the work into a complete go-to-market sales plan.

Objectives

  • Pipeline review
  • Forecast
  • Strategy

Tasks (3)

  1. 1. Pipeline analysis

    Analyse the sample pipeline and identify bottlenecks and next actions.

    Deliverable: PDF.

    20 pts

  2. 2. Sales forecast

    Build a simple weighted forecast using opportunity stage and probability assumptions.

    Deliverable: Spreadsheet.

    20 pts

  3. 3. Final sales plan

    Present ICP, outreach, qualification, pipeline and 30-day action plan.

    Deliverable: PDF.

    30 pts