BPO
Sales and lead generation
Lead qualification, outbound prospecting and sales-cycle support, integrated into your CRM.
What is delivered
Written qualification criteria, reviewed with your sales team
CRM integration, with every interaction logged in full
Conversion reporting by source and segment
Why is measuring calls the wrong metric?
Because it optimises exactly the behaviour that destroys the result. A team assessed on calls per day makes short calls, qualifies badly and hands the sales team opportunities that do not progress, and the cost of that disqualification falls on people whose time is far more expensive.
The metric we use is accepted opportunity: a qualified contact your sales team receives and agrees meets the criteria. That requires agreeing explicit criteria before starting, which is uncomfortable work and is what separates this service from a call list.
We also measure your team's rejection rate and the reason for each rejection. Rejections clustered on one reason indicate a badly defined criterion rather than insufficient effort, and are fixable within a week. Without that feedback, the operation repeats the same error indefinitely.
What difference does the Portuguese variant make here?
It makes a disproportionate difference, because prospecting is the first contact and first contact is entirely register. A Portuguese counterpart approached with the warmth of Brazilian Portuguese immediately understands the caller is not local, and in a cold outreach context that is an obstacle added to those already present.
In a Portuguese business context, third-person address and measured courtesy are expected, and deviation is read as lack of preparation before it is read as accent. In the Brazilian and African markets the expectations differ and are equally firm.
For that reason teams are separated by market and scripts are written natively in each variant rather than converted. A converted script reads as converted, and on a cold call the counterpart has thirty seconds of patience in which to decide whether to continue.
How is contact data handled?
With a documented legal basis before any contact. Prospecting legal persons and natural persons in a professional context have different frameworks, and legitimate interest, where that is the basis invoked, requires a written balancing exercise rather than an assertion.
Each contact receives information on who is processing their data and how to object, and objection is recorded and respected across every channel rather than only the one where it was expressed. An exclusion list that exists only for the phone is a breach waiting to happen.
Source lists are verified and documented. A purchased list without clear provenance is a risk that transfers to whoever uses it, and we decline to operate on lists whose origin cannot be demonstrated, because responsibility ends with the controller and that is the client.
How does it integrate with the in-house sales team?
With direct recording in your sales system, not in a parallel system someone later copies from. Copying between systems introduces delay and error, and it is the most common cause of opportunities arriving cold to the team that should be working them.
With a short weekly meeting between the prospecting and sales teams, focused on rejections and criterion adjustments. It is the meeting most frequently cut for lack of time and the one that most quickly improves the result, because it is where the definition of an opportunity gets tuned.
And with full context handover. An opportunity handed over without the conversation history forces the sales team to start again, and the counterpart repeats themselves, which is the fastest way to lose credibility built on a first call that went well.
How long until there is a result?
Six to ten weeks for the flow to stabilise, and the first four mostly produce information about the criteria. An operation delivering acceptable volume in week two is usually qualifying badly, and that is discovered a month later when nothing has progressed in the pipeline.
The initial period is deliberate calibration: reduced contact volume, joint review of every opportunity delivered, and adjustment of criteria and script. Compressing that phase is possible, and it is the most common reason these operations are judged a failure after a quarter.
From then on the indicator that matters is the trend rather than a single week's absolute value. Prospecting has high variance and a weak week is not information; four weeks trending down are.
Which delivery model is appropriate?
For the Portuguese market, onshore with native European Portuguese speakers. The variant matters more here than in almost any other service, and the saving from a cheaper model is cancelled by a lower conversion rate at first contact.
For European markets in English, Spanish, French or German, nearshore from Lisbon or Porto, with the full working-hours overlap Europe requires and data residency inside the European Economic Area.
For the Brazilian market, a team in São Paulo with native speakers of that variant at substantially lower cost, under standard contractual clauses where it handles European contacts' data. Many groups run all three in parallel with shared management and systems.
What do we not do in this service?
We do not present the team as part of your company if it is not, we do not operate on lists whose provenance cannot be demonstrated, and we do not exceed the agreed persistence limits however far below expectation the pipeline is. Those three rules cost volume.
They cost it because the alternative costs the brand, and a brand takes longer to recover than a quarter of prospecting. A supplier willing to relax these rules to hit a number is showing you how it will treat your name when nobody is listening.
Where sales and lead generation can be run from
Not every delivery model suits every service. The table shows only those that make sense for this work, with the data residency position of each.
| Model | Where | When it makes sense | Personal data |
|---|---|---|---|
| Onshore Portugal | Lisbon, Porto, Braga, Coimbra, Aveiro, Faro, Funchal and Ponta Delgada | When data cannot leave the EEA, or when the end customer is Portuguese | Stay inside the EEA. No transfer. |
| Nearshore in Portugal | Lisbon and Porto, for foreign buyers | When you need a multilingual European base without incorporating | Stay inside the EEA. No transfer. |
| Brazil | Sao Paulo | When scale and cost are the priority, or the market served is Brazilian | No adequacy decision. Requires standard contractual clauses and a transfer impact assessment. |
| Global network | Uzbekistan, the Philippines, Poland, the Dominican Republic, Mexico, Colombia, Turkiye and Africa | When you need continuous cover, specific languages or the lowest cost | Poland is inside the EEA. The others require standard contractual clauses. |
The data column describes the applicable framework and is not legal advice. The detail is in international data transfers.
This service carries a variant decision
Are you serving customers in Portugal, in Brazil or in both? The answer changes the operating design, the scripts, who reviews quality and how results are reported.
Related services
- Customer supportContact centre operations in Portuguese, English and more than thirty languages, across voice, email, chat and social.
- Technical supportLevel 1 and 2 support for software, telecoms and hardware products, with structured escalation.
- Back officeAdministrative processing, document management, data entry and internal operations support.
- Finance and accountingAccounts payable and receivable, reconciliations, invoicing and close support, alongside your own accountants.
Frequently asked questions
How is success measured?
By opportunities accepted by your sales team, not by calls made. The criteria are agreed before starting.
Do you work with our lists or build your own?
With yours whenever they exist and their provenance is documented. We do not operate on lists whose origin cannot be demonstrated.
Do you record in our system?
We record directly, not in a parallel system. Copying between systems introduces delay and error.
Which languages do you cover?
Portuguese in the European and Brazilian variants, English, Spanish, French and German, with teams separated by market.
How long until the flow is stable?
Six to ten weeks, with the first four spent calibrating criteria at reduced volume.
How do you handle objection to contact?
Recorded and respected across every channel, not only the one where it was expressed.
Can you close deals?
We qualify and hand over with full context. Closing stays with your team, which holds the commercial mandate.
Does the Portuguese variant really matter?
More here than in almost any other service, because first contact is entirely register.
Let us look at the numbers for your case
Tell us which processes you want to outsource, in which languages and at what volume. We come back with a euro estimate and an operating design, with no commitment.
We reply within 6 hours on working days. If you would rather write: info@corpshore.solutions