Indian Institute of Information Technology, Allahabad

Summer Internship Report

on

Lead Generation and Sales and Marketing Strategies

At

Skilled Sapiens, Delhi

(29th May 2023 to 29th July 2023)

Submitted in
Partial fulfillment of
Master of Business Administration
(2022-2024)
Submitted by:
Sakshi Yadav
IMB2022011

Internal guide: External Guide:

Dr. Vineet Tiwari Mr. Saurabh Mittal
Assistant Professor Business Development Manager
IIIT-Allahabad Skilled Sapiens, New Delhi
 Indian Institute of Information Technology, Allahabad

DECLARATION/UNDERTAKING

● Name of Student : Sakshi Yadav

● Enrollment Number : IMB2022011
● Title of Project : Lead Generation and Sales and Marketing strategies
● Internship Duration : 60 days

I, Sakshi Yadav, hereby declare that the work included in Page no. 12 to 46 of this report is my own
work and is true to the best of my knowledge. The sole responsibility of claiming it to be my original
work lies with me. No responsibility of the external and internal guide be made thereof.

Sakshi Yadav

Date -
 Indian Institute of Information Technology, Allahabad

SUMMER TRAINING CERTIFICATE

This is to certify that Sakshi Yadav (IMB2022011) of MBA Batch 2022-24 at Indian Institute of
Information Technology, Allahabad, has successfully completed his/her Summer Internship from 29th
May to 29th July.

The Project undertaken by him/her is titled Lead Generation and Sales and Marketing Strategies at
Skilled Sapiens, New Delhi. The Project on evaluation fulfills all the stated criteria and the student's
findings are his/her original work.

I hereby certify his/her work has been Excellent / Good/ Satisfactory to the best of my knowledge.

Date- Dr. Vineet Tiwari

Place: Allahabad Assistant Professor

IIIT-Allahabad
INTERNSHIP CERTIFICATE
 ACKNOWLEDGEMENT
I would like to express my heartfelt gratitude to everyone at Skilled Sapiens for giving me the chance to
complete a rewarding internship at their prestigious organization. This experience has been crucial in
helping me develop my knowledge of the field and my skill set. I would also like to extend my sincere
thanks to the Indian Institute of Information Technology Allahabad and Department of Management
Studies for nurturing and equipping me with a solid educational foundation. The knowledge and insights
gained from my academic journey have been invaluable assets that I've carried into my professional life.

I want to express my gratitude to Mr. Saurabh Mittal, my external mentor, for his unwavering advice and
encouragement during my internship experience. His knowledge, ideas, and desire to impart them have
been extremely helpful in broadening my perspectives and assisting me in overcoming a variety of
obstacles.

I am equally indebted to my internal guide, Dr. Vineet Tiwari for his mentorship and supervision during
my time at Skilled Sapiens. I also extend my gratitude to the entire team at Skilled Sapiens for their warm
welcome, cooperation, and collaborative environment that made my internship period both engaging and
fulfilling. I look forward to applying the knowledge and experience gained here to contribute positively to
the industry in the future.

Sincerely
Sakshi Yadav
IMB2022011
 TABLE OF CONTENTS

S. INDEX Page no.

no.
1 Executive summary 7
2 Introduction of the company 8
3 Company profile 10

4 Problem definition 12
7 Methodology 13
8 Overview /task-1 14
10 Competitor Analysis/task-2 18
11 Task-3 22
12 Task-4 24
13 Task-5 27
14 Task-6 31
15 Sales Strategies 32
16 Strategies by Skilled Sapiens 33
17 Marketing Strategies 34
18 Lead Generation 38
19 SWOT Analysis 40
20 Suggestions 41
21 Findings 42
22 Recommendations 43
23 Learnings 44
24 Limitations 45
25 Conclusion 46
26 References 47

6
 EXECUTIVE SUMMARY

The summer internship is a crucial component of the MBA curriculum, it serves as a

bridge between academic theory and real-world business practices and provides an
opportunity for practical experiences in a professional setting.

I consider it a blessing that I got the opportunity to be an Intern at Skilled Sapiens.

The present report is an outcome of my internship at Skilled Sapiens. The internship
revolved around the key areas of Marketing and Strategy, the tasks that were allotted
to me revolved around the procedure of lead generation and marketing strategy.

This internship helped me to gain corporate exposure and allowed me to venture into
opportunities where I could put my knowledge and skills to test and gain some new
industry-relevant skills from the process. During my internship at Skilled Sapiens, my
assigned tasks incorporated the practical knowledge of Marketing through digital
mode.

I was fortunate enough to put myself in a situation of active learning as the internship
tasks that I was given were common between me and the other interns at Skilled
Sapiens. The overall goal that the company had set for my internship was to increase
business by generating leads and completing the sales target. I was given various tasks
during my internship which I have mentioned further in the report. My internship was
online so we used to have Microsoft Teams meet on a regular basis to report about the
work done.

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INTRODUCTION OF THE COMPANY
Skilled Sapiens is an E-learning supplier that could be a startup company embarking on its
journey in 2018 headquartered in New Delhi. The corporation helps to bridge the gap
between the students and industries. They have curated programs for college students, working
professionals, and entrepreneurs to frequently move with the proper company specialists. The
platform provides various programs to enhance skills of one.

Skilled Sapiens is an up-skilling platform which is focusing on Live Experiential learning,

Leadership training, and Personalized Mentorship, backed by corporate mentors to prepare
students, working professionals, and entrepreneurs for their corporate as well as entrepreneurial
stints, and enrich managerial skills in different domains like Sales & Marketing, Finance,
Consulting, Product man, HR, Entrepreneurship, etc.

With their different programs & initiatives, they are focusing more on 1-1 mentorship with
personalized & customized learning experiences. The corporate mentors are available 24*7 for
their community members and provide quality mentorship along with on-demand live
workshops & doubt sessions. This platform is designed in such a way that once you complete
any of their leadership programs, you will be able to analyze your core competencies in your
chosen domain & the ultimate purpose is to train you and familiarize you with the various roles,
duties, and responsibilities required in any successful manager/entrepreneur & help you to build
your career & profile in your interested domains.

Skilled Sapiens is currently operating in two vertices, as mentioned below:

1. Campus to Corporate
2. Campus to Business

Campus to Corporate

They are focusing on Live Experiential learning, Leadership training, and placement
mentorship, in collaboration with corporate mentors to prepare students for their corporate
fitment, and enrich their managerial skills in different domains like Sales & Marketing,
Finance, Consulting, Product management, etc. They mentor students in building their profiles
and resume. They help them in preparing for HR & technical rounds of interview, role-specific
& company-specific training, mock GD-PI, and help the students in getting the dream
placement from campus/off-campus. They also mentor working professionals to switch their
current role/company/industry for better career growth & opportunities.

Campus to Business

In their Sapiens' Incubation Centre, they assist entrepreneurs in obtaining & generating
funding for their ideas, developing investor pitches, fixing meetings with potential investors,
conducting market research for the ideas, assisting in company registration & legal
compliances, prototype testing, and idea generation, lead-generation, cost analysis, business
plan guidance, web development, tax advisory, and providing personalized case-specific

8
mentorships in the field of entrepreneurship under their flagship “Start-hub Mentorship
Program”.

Current Scenario

Currently Skilled Sapiens is more active in its educational consulting services (Campus to
Corporate) and has collaborated with several B-Schools to provide mentorship to the students.
With the introduction of its flagship Leadership Programs in Consulting, Marketing, HR, and
Finance, students are getting attracted to the platform due to the positive word-of-mouth
marketing & smooth delivery of the detailed module by the corporate mentors.

Now, the company wants to focus more on its business consultancy services (Campus to
Business) and aims to penetrate in B-schools, E-schools, and start-up ecosystems with its
monthly subscription-based model of Start-hub Mentorship Program.

Start-hub Mentorship Program

The Start-Hub (Learning Hub for Startups) mentorship program offers access to a deep and
wide-reaching network of investors, mentors, industry experts, and enterprises, which the
startups can leverage to fast-track their growth and advancement. The program is also backed
by a strong Steering Committee, members of which come from diverse backgrounds within the
startup ecosystem.

CORE FEATURES

● 1:1 live session - in which you get personalized guidance of top experts from IIT/IIM
alumni.
● Live Projects – that helps in securing an assured internship after completion.
● Lowest price – their program’s price is very affordable as compared to other E-
learning providers.
● Customized Modules as per your requirements
● Live sessions with prerecorded video material.
● Mock GD-PI Sessions with instant feedback.
● Earning opportunities via consulting projects.
● Company-specific Preparation.
● Quality Live Projects & certifications

If you are a B-School Student!!

● Basic to advanced understanding of all the financial/Marketing/
Operations/Consulting concepts, frameworks & models.
● On-demand live sessions on specific domains & topics.
● Live project which will be focused mainly on Consumer behavior analysis,
Investment Banking, Operations, management consulting, etc. in order to understand
the practicality of all the frameworks.
● Curated personalized modules & booklets, covering all the necessary terms &
concepts of each domain. (Crux of MBA)
● On-demand company & role-specific live mentorship sessions before your respective
interviews.
● 24*7 live web & application portal for recorded video content &doubt clearing forum.

9
 ● Domain-specific resume and profile-building guidance.
● Domain or general GD Preparation & frequently asked GD topics analysis booklet.

COMPANY PROFILE

Skilled Sapiens is a platform which is focusing on Live Experiential learning, Leadership

training, and placement mentorship, initiated by corporate mentors to prepare students for
their corporate as well as entrepreneurial stints, and enrich their managerial skills in different
domains like Sales & Marketing, Finance, Consulting, Product man, Entrepreneurship, etc.,
with different programs & focusing more on 1-1 mentorship with personalized & customized
learning experience.

Their Capabilities:

● They have worked with more than 40 institutes & delivered 10+ Business Programs.
● This has given them a deep understanding of the preparation required to meet company
expectations during placements
● So far they have trained more than 30000 students for different domain & placement-related
training
● For B-School campus placements, they have created a number of industry-first training
programs
● They engage a very large pool of industry practitioners spanning domains and sectors to be
specific & relevant
● 100% of their modules, both group and one on one, are delivered by industry mentors
● They maintain a very high mentor–mentee ratio to ensure the most relevant mentor advises
students
● Their track record for repeat customers is excellent. The majority of their clients return to
us every year for training

Till now the company has 35,890 students of which 30,789 have been placed, in 500 partner
companies & they also partnered with 732 colleges all around India to provide the best industry
courses and the students rating is 4.7 out of 5.

They have internship & placement partners like Practo, TEDx, Amazon, Coca- Cola, Tata,
Gordian, and 500+ more companies. They have Mentorship like:

● Resume Building Mentorship

● MBA Starter Program
● MBA Placement Mentorship
● Corporate Job Placement Mentorship
● Leadership Programs
● Leadership Programs
● Consulting Leadership Program

10
● Sales & Marketing Leadership Program
● HR Analyst Leadership Program
● Finance Leadership Programs
● Events & Competitions

11
PROBLEM DEFINITION
Despite offering valuable mentorship programs, the organization is experiencing low
enrollment and inadequate participant engagement.

The current sales and marketing strategies are not effectively attracting potential mentees,
resulting in missed opportunities to impact individual’s; personal and professional growth
positively.

There is a need to identify and address the underlying issues in the sales and marketing
approach to increase program visibility, generate higher interest, and ultimately drive greater
enrollment and participant satisfaction.

METHODOLOGY
The steps used to carry out the internship included –

• Data collection
• Data Filtering
• Data interpretation
• Data analysis

Data Collection

Various data points were collected to assess the effectiveness of lead generation and sales
strategies. This included:

● Lead Data: Collected information on generated leads, including sources, demographics,

and initial points of contact.
● Sales Data: Analyzed sales conversion rates, average deal sizes, and follow-ups on
customers in order to convert sales.
● Marketing Campaigns: Evaluated ongoing and past marketing campaigns to identify
successful tactics

Data filtering

Data filtering selects a small portion of a dataset and uses that subset for display or analysis.
Filtering is usually temporary. The full data set is retained, but only a portion of it is used in
calculations.

So after collecting all the leads I went through those people who were basically college students
and they wanted to join a professional course to sharpen their skills.

Filtering was done in such a way –

● There were some students who had already joined somewhere else
● Some students who needed time so I kept a follow-up on them.

Data interpretation

12
Data interpretation is the process of understanding a collection of data that has been processed
and requires some interpretation.

So, after filtering those students the ones left were who were really willing to join the course
After that, I filtered those who wanted to join the course immediately, so to those the
information was provided in detail and the link was generated to them.

Data analysis

It occurs whenever we make a decision in our daily lives by considering what has previously
occurred or what will occur if we make that particular choice. Making decisions based on an
analysis of our past or future is all that this entails.

Analysis was done on three different sets of students –

1- Those who provided information and personal details but did not purchase any course.
2- Those who were really interested in taking up the course.
3- Those who were just not interested in any sort of courses.

The leads who were interested in taking up the course, were also provided with special
discounts, and later on they were added to a respective group for which they had taken up the
course.

13
 OVERVIEW

MARKETING & STRATEGY INTERN

An introduction of the company was given to the whole batch; my batch was B05.

Task 1
The first and foremost task which as an intern I was required to do was to prepare the company
overview report in which the insights about the company had to be mentioned. The details of
the company and the types of courses it provides had to be given.

SKILLED SAPIENS-Get evolved with us

ABOUT

Initiated by IIT/IIM alumni, Skilled Sapiens is a platform that focuses on live experiential
learning, leadership development, and mentorship. It was created to help students get ready for
their corporate and entrepreneurial experiences as well as to enrich their managerial careers in
a variety of fields, including sales and marketing, finance, consulting, product management,
and entrepreneurship.

With many projects and programs, the mentors are placing a greater emphasis on one-on-one
mentoring and personalized, tailored learning opportunities. The corporate experts also offer
high-quality mentoring in addition to on-demand live training when it's needed.

VISION AND BELIEF

Discover-believe in discovering opportunities that can be tapped quickly before anyone else

Develop-believe in upskilling individuals to develop the core skills required to excel the
available opportunities

Deploy- assist people in developing and deploying an impact in the targeted domain

GOAL

To create generational entrepreneurs and to unbox the thought process

USP’s

● Personalized Mentorship
● Placement and Resume Mentorship
● Industry Oriented Live Projects
● Expert Sessions and Community Access
● Mock GD-PI

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 ● Entrepreneurship mentorship
● Course Validity

FOCUSED AREAS

Campus to Corporate

Skilled Sapiens has a program called "Campus to Corporate" where they assist students to help
them secure campus assignments and become "corporate fit" through individualized learning
and handling by their industry mentors. To prepare people for their corporate adaptability in
various domains, such as Sales & Marketing, Product & Brand Management, Analytics, Human
Resources, Operations, Finance, Entrepreneurship, and other domains, they place a priority on
live experience learning and leadership training.

It includes:

On-demand workshops

The mentors fulfill the on-demand requests of students & organize industry-oriented workshops
on Digital Marketing. Agile framework, SQL, Python, Case study analysis, Guesstimates,
Financial Modelling.

PERKS

● Live Domain-Specific Sessions

● Mock GD-PI Sessions
● 20+ Detailed Industry Insights
● Personalized Mentorship
● On-Demand Live Sessions
● Recorded Domain Session
● Resume Mentorship
● Industry Skills & Certifications
● Paid Live Project opportunities

Campus to Business

"Campus to Business" is a project of Skilled Sapiens, where they mentor startups and
entrepreneurs. In their Sapiens' Incubation Centre, they help College entrepreneurs obtain &
generate funding for their ideas, develop investor pitches, schedule meetings with potential
investors, conduct market research for the ideas, assist in company registration & legal
compliances, prototype testing, and idea generation, lead-generation, cost analysis, business
planning.

It includes:

15
Business Networking

It helps the students to create network with CEOs/CXOS via live as well as physical events-
Innovators meet, Expert talks, experience sharing sessions, Leadership talks, etc

PERKS

● Handholding Support
● Strategy & Advisory
● Market Expansion
● Investors Connects
● Marketing & Advertising
● Customer Acquisition
● Business Automation
● Team Building Assistance

Profiles offered by Skilled Sapiens

● Sales and Marketing manager

● HR Manager
● Management Trainee
· S&M
· HR Manager
· Product and Brand Manager
· Growth and Strategy Consultant

Key Products and Services

● Educational consultancy-30%
● Business consultancy-70%

Certified Leadership Programs

The community provide real industry exposure via our leadership programs in Consulting,
Sales & Marketing, HR, and Finance domain
● Case Study Based Learning
● Interaction with Corporate Mentors & Build Networking
● Get Certified & Enhance Resume Impact Factor
● Get much need industry skills, tools experience & live projects

16
How Skilled Sapiens is helpful for a B-school student

● It has specifically designed modules that would be key to Placements and SIPs. These
modules are created by the industry experts, and include all the major questions asked
in the domain interview.
● Apart from this, there are also different courses to boost up the course knowledge. Paid
consulting & other domain live projects in top MNCs or growing/funded startups to our
community members is also being provided.
● The community also offers several certified courses & programs and help students to
get valuable verified CV points & certifications to mention in their resumes.

Achievements of Skilled Sapiens

The students trained from here are being hired by Top MNCs, Big 4 consulting firms, and other
corporations in the positions as of consultant, brand manager, product manager, product owner,
marketing manager, campaign specialist, investment banker, research analyst, etc.

17
TASK 2
COMPETITOR ANALYSIS

Competitor Analysis is a strategic business process that comprises evaluating and

understanding the strengths and weaknesses of rival companies operating in the same market
or industry. The aim is to gain more knowledge about their strategies, products, and services,
placement in the market, clientele, and overall effectiveness. In order to stay competitive and
adapt to altering market conditions, businesses can discover opportunities and problems,
enhance their own strategies, and make well-informed decisions by researching their
competitors.

We can identify opportunities and potential threats, as well as determine how to increase our
position in the market, by knowing how our company stacks up against competitors in the
industry.

Why do Competitor Analysis?

Small business entrepreneurs frequently must manage several tasks at once. Even with a full
schedule, it's still beneficial to analyze the competitors. It can help us grow our company by:

● Determining the strengths and weaknesses of your company.

● Recognize your market. Establish benchmarks for future growth and identify industry
trends.

Career Edge
Company/ website analysis

The Website contains the experiences that the learners had which led to securing them good
positions in well-known companies.

Detailed information about the programs being offered is mentioned in the home page itself.
Information about the mentors is mentioned which increases legitimacy.
Social media handles are being provided which make it easily accessible and gather more info.

Products and Services

● Consulting Fellowship
● MBA/MIM Admissions Mentorship
● GMAT Coaching Program
● Finance Cohort
● Social Impact Cohort
● Product Management Cohort

USP of competitor
● Details of the programs are given in a well-mannered form along with their time
duration which makes it easily understandable.

18
 ● Profile evaluation of oneself can be done free of cost.
● The career outcomes and the metrics are given in the website which makes it attractive
to the users.

Customer review
The testimonials of the learners have been attached along with their LinkedIn profile which
makes it more genuine. YouTube clips of the learners are there in which they discuss their
experience which they had had within the company.

Social media analysis

The company has 32k+ followers on their LinkedIn profile where they share their insights and
information about itself but that is not done on a daily basis. The company has also a YouTube
channel where they have 16.2K+ followers but the activity rate is quite low. The Instagram
page has also very less followers and is not active much.

Sales strategy

There is not as such different sales strategy that Career Edge has. It's the same as what other
competitors possess. It's just they have shown the metrics of the past learners more clearly and
where they are employed in order to attract the students.

Comparison with Skilled Sapiens

Skilled Sapiens has included FAQs in its home page itself which Career Edge has not so it adds
value only to the company as it solves the queries and doubts of users. Career Edge has provided
detailed information about its programs so the same could be done by Skilled Sapiens. The
reach of Skilled Sapiens is less as compared to that of Career Edge so that be done by arousing
more awareness about itself.

Coding Ninja
Company/ website analysis

Modern and user-friendly design (clean layout, clear navigation menu), multiple courses
offering and structure, career assistance (like resume building, interview preparation.
Community aspect where learners can connect (hackathons, coding events) Pricing and
enrollment section Certifications, Live chat support, Customer Testimonials and Success
Stories.

Products and Services

Coding courses (Java, C++, Python language). Data Structures & Algorithms Web
development courses (HTML, CSS, JavaScript) Machine learning and Data Science Courses
Career Services & Placement Assistance Online Learning Platform

USP of competitor

19
Comprehensive Curriculum Free -Trial option on the courses. Scholarship EMI options 7-day
refund guarantee. Quality Instruction Placement Assistance. Contacting customers via
WhatsApp, calls, and emails

Customer reviews

Good customer reviews are present on their website and they have good reviews also on Quora,
LinkedIn, and Facebook platforms. They have good feedback support for their customers.

Social media analysis

3 Lac+ followers are present on LinkedIn which helps to gain a wide audience. They have a
good reach on Instagram. Other platforms like Twitter, Quora, and YouTube are being used by
them. Coding Ninja also has a presence on GitHub-like platforms.

Sales strategy

Targeted Marketing Campaigns (digital marketing channels, social media advertising, email
marketing, and content marketing) Referral Programs, Free Workshops and Webinars, Special
Offers and Discounts, Customer Testimonials and Success Stories, Personalized Outreach, and
Follow-ups.

Comparison with Skilled Sapiens

Skilled Sapiens helps in educational consultancy as well as Start-ups. Skilled Sapiens have
mentors of IIT/IIM alumni. Coding Ninja has good outreach and follow-ups. Skilled Sapiens
have good testimonials and success stories. Skilled Sapiens should also be active on Quora and
Twitter like websites to gain more audience. Skilled Sapiens should increase its reach on social
sites.

Phoenix Global
Company/ website analysis

It is a skill-development company helping students acquire & master professional & soft skills.
The website is well-structured and dynamically styled including their partners and various
testimonials. The color scheme and font selection is also good making it look good and
professional.

Products and Services

1 Engineering Courses provides six certified engineering courses, attracting tech learners.
2 Mark Academy offers students the opportunity to work on real-life corporate projects for
top brands, providing applied learning experiences.
3 Fin School organizes a National Finance Olympiad, offering internships and Letters of
Recommendation (LOR) to participants.
4 XHR 8 provides mentorship programs in a range of corporate fields, encompassing
IT, Analytics, Finance, HR, Marketing, Sales, and Operations.
20
5 IHRM hosts the National HR Championship, where winners are rewarded with
opportunities to work on live applied projects, internships, Letters of Recommendation
(LOR), and recognition.

USP of competitor

They organize the National Finance Olympiad for finance-pursuing students in which they
assure internships to the top 50 candidates as well as prizes are given. Provide one month free
English Interpersonal Skills Training Program to rural students.

Customer review

The testimonials have been attached to the homepage itself and since it has less reach on
Instagram therefore not many reviews are available over there.

Sales strategy

Partnered with SCM Pune in their Management Conclave in January 2023 to enhance their
reach. Organize Olympiad.

Comparison with Skilled Sapiens

Skilled Sapiens has better reach on Instagram and LinkedIn due to its target market audience.
Skilled Sapiens have good and user-friendly website design. Skilled Sapiens have a larger
referral than Phoenix Global as Phoenix Global has organized many championships for students
as well as entrepreneurs. So, Skilled Sapiens should also organize such events.

21
Task 3
We were required to provide website & social media recommendations or suggestions that
could help the company look better and be more customized.

Recommendations regarding the Company’s Website:

● The Home button can be built in just the logo, with no separate tab for that. Social media
handle links should be in one place only i.e., at the bottom.
● Live Project and Career section can be placed beside success stories. A short brief intro
about what the company is all about can be placed in the slider.
● Under the upcoming workshop section, it is well structured within the calendar but also
if someone wants to attend only one workshop then a link can be provided to register
for that workshop only by paying the fees for that workshop, which will attract more
participants.
● A monthly introduction session can be there for free to let people know what the
company is and how it will help them.
● Recent blog and all blog sections should be there at the top with the slider. A new feature
to subscribe to our blog posts option can be built.
● About Us and Contact Us tabs should be with the Connect with Us section, also a query
form must be added.
● A whole separate section with a tab named Courses can be implemented where all the
courses we provide will be listed so that a person can go through them all at once if
needed.

Some structure & design-related changes for the Website:

● These icons can be a bit improvised. Their look can be made more professional.

● There does not seem to be uniformity in font families. A single font style across the
page improves its visual design otherwise users might feel disoriented with so many
shifts.
● Some interactive background/image can also be added in this section.

22
 ● The overall colour of the website is yellow and red but here a different colour-blue has
also been introduced. I believe sticking to the foundation colors is the best practice.

Recommendations regarding the Social Media Handles:

1. User-Generated Content: Encouragement to share success stories, career trajectories,
and insights through the use of user-generated content. Hashtags, competitions, and
specific submission platforms can all be used for this. To demonstrate the impact of the
community's program, repost or highlight chosen user-generated content.
2. Webinars and Live Sessions: Host live Q&A sessions, panel discussions, and
webinars with mentors, accomplished individuals, and subject matter experts. These
gatherings offer worthwhile educational opportunities and enable audience members to
speak with speakers in person.
3. Content Strategy: Make the content visually appealing and shareable by creating
engaging visuals like infographics, movies, and photos. Showcase the accomplishments
and career advancement of people who have benefited from the programs by featuring
their success stories.
4. Industry Insights: Sharing the latest industry trends, insights, and news related to the
fields the community is catering to. This could include updates on emerging
technologies, changes in business practices, or new managerial techniques.
5. Success Stories Success stories that are shared through LinkedIn can be filtered and also
shared on Instagram.
6. Skilled Sapiens Instagram page should be posted with an image with a description
because everyone does not like to see videos.
7. It should be more dissemination with other companies then followers throughout social
media will be increased.
8. Mainly Instagram should have separate accounts for posting achievements and
providing descriptions about the job environment because those who need to see
achievements need to scroll down deeply when both are on the same page.

23
Product Recommendations
● Under the Leadership program a hybrid product, i.e. 'Marketing Consultant', 'Finance
Consultant', and 'HR Consultant' can be introduced.
● Considering products for the leadership program, we have 'Consulting', Sales &
Marketing', 'Finance', and 'Human Resource' but if someone wants to be a 'Marketing
Consultant' they need to enroll in both 'Sales & Marketing' and 'Consulting'. For 'HR
consultant' and so on.
● There is a module in the 'Consultant' Program' which is of 'Sales&Marketing
consultant', 'Financial Consultant' and 'HR consultant' but the 'S&M Consultant' module
will not cover full knowledge of 'The Sales and Marketing' program which is required
to get a full idea about the domain, and this applies to all other consultants.
● We can also add topics of the 'Operation Management' domain to the leadership
program, as far as now, we don't have any.

Collaboration Recommendations
● Universities/ colleges/ schools not having placements can be approached and give
students our Products to help them get a placement at an offer price. We have a
collaboration with these specific Universities/ colleges/ schools.
● The Universities/Colleges/Schools with poor placement and lack of skill development
can be approached.

TASK-4
We were required to frame questions from each and every course which Skilled Sapiens
provides which the customer may ask to the person who is pitching them the course. We
approached the different people by reviewing their social sites liked LinkedIn and Instagram
and to assess that if they are in need of any such professional course.

MBA STARTER PROGRAM

Ques1. What are the key benefits of taking this program?

Ans. The personal placement preparation mentorship programs which we will be offering is
going to be very beneficial to the students in the future.

We will hold live workshops on PPO/PPI Conversion Strategies and assist students in
enhancing their soft skills, which form the fundamental base of any professional program.

Ques2. Who are the instructors or faculty members teaching the course?

Successful individuals who are graduates of prestigious schools like the Indian Institutes of
Management (IIMs) and Indian Institutes of Technology (IITs) make up our faculty. You can
be confident that when you enroll in our course, you will be led by a faculty team who are not
only experts in their industries, but who are genuinely concerned with your success.

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Ques3. Can you provide any testimonials or success stories from previous course
participants?

Ans. Pre-placement offers (PPOs), National Case Competition winners, and entrepreneurship
success stories. Numerous of our students have secured prestigious Pre-Placement Offers
from top-tier companies These success tales not only attest to the high caliber of instruction
and training offered at our institution, but they also place a strong emphasis on the all-around
growth of our students. We are dedicated to developing talent, encouraging innovation, and
enabling people to reach their best potential.

MBA PLACEMENT MENTORSHIP PROGRAM

Full MBA Placement Mentorship Program

Best for MBA 1st & 2nd Year Student

Ques1. Why should we select only Skilled Sapiens for this program?

Ans. Once someone enrolls in this course, we offer mentorship till he finds employment, as
well as On-Demand Live Sessions for those students who need them. For the best
comprehension of the curriculum, Paid Live Project possibilities are also available.

Ques2. What topics or skills will be covered in the course?

Ans. Mentorship for developing profiles, preparation for interview questions based on
resumes, and guidance on drafting resumes, statements of purpose, and application forms, all
of these will be addressed by this program, and upon program completion, you will receive a
certificate of completion.

Ques3. How much does the course cost, and are there any payment plans or discounts
available?

Ans. The course's total cost is Rs. 4999, with discounts available for the whole placement
cycle (1 year), which is beneficial for both the summer internship and the final placement and
pertinent to both first- and second-year students. Although there aren't many savings
available, you might use the EMI option instead. If you're interested, I’ll talk to my senior
manager regarding the discounts.

If someone is not interested in the whole course or wants to have an understanding of a

specific program, then we may recommend them to other sub-programs according to their
needs which are:

HR Round Preparation Program:

This will cost you Rs. 1599 only with a discount and our mentors will give you a thorough
understanding and also it will provide you with:

25
  Assistance in Framing Answers HR Based Questions
 Learn How to Answer Tell Me Something About Yourself
 Learn How to Negotiate Salary
 Guidance On Interview Etiquette
 Ethical Dilemma Situation Questions
 Coverage of Most Important HR Questions
 Assistance in framing Personality Based Questions
 Personality Development
 Crisis Management
 Negotiation Skills, etc.

Resume Building Mentorship

You will learn how to rank your resume in the ATS Algorithm in this program. You will learn
about the action verbs, receive individualized resume-building advice, and receive profile-
building direction. Discover how to create stories from your resume. Assistance with the most
crucial certificates needed, three individualized sessions for resume creation, and help creating
the strongest resume in your class. Engage in conversation with your mentor to receive tailored
comments on your profile.

We provide this training together with two to three one-on-one mentoring sessions with
corporate mentors for just Rs. 749.

Profile Building Mentorship

The goal of this program, Skilled Sapiens, is to help students create the best profile possible.
We aid students in creating a domain-specific profile (e.g., marketing, finance, consulting,
human resources, operations). You will receive help with the crucial certifications needed,
Resume Building Sessions, and help in creating the Best Profile of Your Batch in this.
Engage in conversation with your mentor to receive tailored comments on your profile. Get a
live project in the area of expertise you like to improve your profile and gain experience in.

This program lasts for two to three months, plus there are a few live projects that last one
month each on the chosen topic.

GD-PI Mentorship

This program will teach you different frameworks of acing a group discussion & personal
interview.

1. Assistance in cracking a group discussion

2. Books and sessions on current events
3. Discover how to open, participate in, and end a group conversation.
4. Discover how to introduce an abstract subject in GD.
5. Discover how to wrap up a discussion in a group.
6. Learn how to build stories out of your resume in a personal interview
7. Acquaint yourself with the various GD and PI frameworks.

26
 8. Instant feedback provided for two mock PIs and five mock GDs.

The duration for this program is for 3 months with 5 Mock GD and 2 Mock PI.

Just-In-Case Assistance:

You get the opportunity to speak with a corporate mentor one-on-one about anything as part
of this program (1 - 45-minute conversation will be organized at your convenience).

What you can talk about:

1. Advice for creating a CV

2. Just before your subsequent interview, seek out individualized mentoring
3. Get ready for your desired company and learn the tricks to get in. 4. How to create a
strong profile?
4. Finding the ideal summer or final placements
5. 5.Which domain should you select? How to begin an MBA?
6. 7. How can I get hired for employment in marketing, consulting, investment banking,
production management, and other fields?
7. How do you list certification courses on a resume?
8. Final placements for the summer internship?
9. Business school opportunities for entrepreneurs?
10. As a new student, how would I manage in business school?

With so many choices to create a better profile for oneself, the program only costs Rs 449,
and we also give students one personal call with a corporate mentor.

TASK-5
In this task, we were required to frame questions that were meant for people who were
employed but wanted to switch to some different company or if they require their CV
upgradation in their respective domains. For them, the pitching process was a little different
since they were working professionals and they needed to manage both things
simultaneously.

Off-Campus Mentorship

Best for Working Professionals

With the help of this program, students can find the best placements and explore opportunities
outside of Campus Placements. It starts with figuring out whether the candidates are a good
fit for the company, and then mentors them to land the ideal position through a variety of
help, including assessments, resumes, mock interviews, group discussions, connections with
industry experts, and industry-relevant content delivered through one-on-one discussions and
preparation sessions.

1. Skilled Sapiens is committed one-on-one mentoring to assist you in achieving your career
goal.

27
2. Discussion with dedicated Industry Experts for career awareness and fit.

3. Deliver Industry and Company Insights and Develop Interview Skills.

4. Assistance with cover letters, resumes, and LinkedIn.

5. 10+ hour live mentoring sessions.

6. Become familiar with the various GD and PI frameworks.

7. Two mock PIs and four mock GDs with immediate feedback.

This program lasts for three months and includes a dedicated corporate mentor.

Management Consulting Leadership Program - MCLP

Ques1. What makes your management consulting leadership program different from others in
the market?

Our program is exceptional because it combines thorough theoretical knowledge with hands-
on training in a practical setting. We place a strong emphasis on experiential learning,
offering case studies and simulations that are based on actual situations so that participants
can gain useful skills that they can use right away in their employment. In order to guarantee
relevance and application, our program is also created and presented by experts in the field
with years of management consulting experience.

Ques2. Will I receive any certifications upon completion of the program?

Answer. Yes, we offer live project certificates that validate your expertise and knowledge in
the field. Yes, we offer live project certificates that attest to your subject-matter proficiency.
This certification adds substantial value to your resume and builds your reputation because it
is accepted and recognized by professionals in the field.

Ques3: Are there any opportunities for practical application of the learned concepts?

Answer: Skilled Sapiens believes in the importance of practical exposure and hands-on
learning. Participants in our program gain knowledge of business processes, how to read and
extract data from case studies, and how to effectively use consulting frameworks through a
real business case simulation. Additionally, we provide a self-paced capstone project where
participants can contribute their assistance with actual business issues. Dealing with issues
like income creation, cost-cutting, expansion plans, and new product launches is an
opportunity presented by this project. For their consultation live project, participants will
receive a unique certificate that will serve as evidence of their practical expertise and
successes.

We also provide a single course if someone wishes to focus on a single subject, such as:

How to solve Guesstimates & Case Studies?

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We want to teach aspiring managers and consultants how to solve case studies and
guesstimates in this program. They will be given a personal mentor who will attend the one-
on-one sessions and provide them with a customized learning experience. This would be a
self-paced study program. With the help of this program, students will learn how to resolve
guesstimates and case studies. In order to provide the students with a personalized learning
experience, each student will be allocated a personal mentor who will conduct the classes
one-on-one. This curriculum would allow for flexible learning.

How to make effective Presentations like a pro?

Users will learn how to make outstanding presentations that communicate stories in this
course. A personal mentor will be appointed to each client and will attend their lessons one-
on-one to provide them with a personalized learning environment. This would be a self-paced
study program. This program is good for one month, during which time you will be able to
deliver flawless presentations.

Consulting Domain Overview & Scope available

The course's objective is to provide students with a thorough understanding of the consulting
industry. To provide a customized educational experience, students will receive one-on-one
lessons from a personal mentor. Participants can finish the course at their own pace and in as
little as two weeks thanks to its self-paced format. By the end of the course, participants
should have learnt a lot about consulting and its various components. The course is available
for Rs. 1199 in terms of price. Given the grade of the education, the personalized mentoring,
and the priceless knowledge that students will receive while enrolled, this fee is affordable.

Building Profile into consulting domain + Live Project

You will get the chance to work closely with a committed mentor who will assist you in
getting the most out of the course. The one-on-one sessions ensure that you will receive
customized attention and allow you to move at your own speed. Our primary objective is to
help you create a consulting profile that stands out in the marketplace. Throughout the
training, you will get comprehensive information and abilities related to creating your
consulting profile. We cover a variety of topics, including insights into the market, effective
communication techniques, methods for overcoming problems, and practical project
experience. By the end of the course, you'll have a solid basis on which to flourish in the
consulting industry. For one month, the cost of the training is merely Rs 999.

Sales & Marketing Leadership Program- SMLP

Ques1. What makes your sales and marketing program different from others on the market?

Answer: Our program is unique in a number of ways. First of all, we provide a thorough
curriculum that covers every facet of sales and marketing, such as strategic planning, market
research, digital marketing, and successful sales tactics. Second, to guarantee that the
concepts learnt are applied practically, we offer hands-on training and real-world case studies.
Finally, our program is regularly updated to reflect the most recent business trends, ensuring
you get the most pertinent information.

29
Ques2. Are there any specific certifications or qualifications I can earn upon completing your
program?

Answer: Yes, you will earn a certification that is respected by experts once you have
successfully completed our sales and marketing program. This certification gives you a
competitive edge in the job market by demonstrating your proficiency and understanding in
sales and marketing tactics. Additionally, our program offers you the chance to obtain
specialized certificates in fields like sales strategies or digital marketing platforms, further
boosting your skill set.

Ques3: Can you provide more information about the mentors at Skilled Sapiens and their
qualifications?

Answer: At Skilled Sapiens, we take pleasure in our knowledgeable mentors with years of
experience and industry understanding. Our mentors are seasoned experts in the field of sales
and marketing, so you can be sure that you'll be getting advice from people who have first-
hand knowledge of the subject. They have a thorough awareness of market trends, best
practices, and changing sales and marketing dynamics. Their mentoring will not only give
you insightful information, but will also assist you in overcoming obstacles, comprehending
real-world situations, and gaining useful knowledge. You may be confident that during the
program, you will be receiving instruction from professionals who are dedicated to your
success.

Finance Leadership Program- FLP

Ques1: What topics and skills will be covered in the Finance Leadership Program?

Answer: A wide range of topics that are crucial for financial professionals are covered in the
Financial Leadership Program. It features lectures on the best ways to use MS Excel,
financial modelling, market research, valuation methods, and more. The program aims to give
you the expertise needed for essential finance roles, including knowledge of the factors that
affect revenue and expenses, the fundamentals of financial modelling, methods for valuing
assets, and discounted cash flow analysis.

Ques2. Will the program provide me with any real-world experience or hands-on training?

Answer: The Skilled Sapiens Finance Leadership Program places a strong emphasis on
practical instruction and provides a one-month real project in the fundamentals of finance.
With this project, you will have the chance to put your skills and knowledge to use by using
them in real-world scenarios. You will also be assigned a personal mentor who will support
you throughout the term to ensure a personalized learning environment.

Ques3. What certificates will I get once I've finished the course?

A professional certificate for program completion will be given to you by Skilled Sapiens, an
ISO-certified organization, and it will be recognized by employers. You will also receive a
Certificate of Work Experience for the one-month corporate capstone project, which

30
demonstrates how you put your abilities into effect. In addition, based on your success, your
business mentor will give you a Letter of Recommendation that highlights your contributions
and accomplishments throughout the program.

HR Leadership Program- HRLP

Ques1. What support and mentorship will I receive during the program?

Answer: We recognize the value of customized instruction and mentoring. You will be
assigned a personal mentor upon registration who will serve as your guide and ensure a
customized learning experience. We also provide mentoring support in a number of areas,
including CV and profile development, technical and HR interview preparation, mock group
talks, guesstimates, case study rounds, and more. We want to give you all the assistance you
need to succeed in your HR profession.

Ques2. Can you provide more information about the live project/internship component of the
course?

Answer: You'll get the chance to work on a real project in one of the key HR topics. You will
gain practical exposure to topics including hiring, team management, performance
management, employer branding, and learning and development thanks to this hands-on
experience. You can select a project based on your interests, and after finishing it, you'll get a
separate certificate for having worked on a live HR project.

Ques3: What sort of practical experience would the program give me?

Answer: Our program comprises a one-month live project in a number of fundamental HR

areas, including hiring, managing teams, performance management, employer branding,
learning & development, and more. You will gain practical experience using the ideas and
abilities you have gained throughout the course while working on this project. A certificate of
work experience for the corporate capstone project will also be given to you.

Task 6
The final task that the company assigned to all the interns was they had given the target of
completing the sales of Rupees five thousand as a target. I completed the target which I was
entitled to do in the company. I was also fortunate enough to receive the LOR for my work
done in the company.

Sales Strategies Used by E-learning Companies

For e-learning businesses to succeed in an increasingly cutthroat market and draw in and keep
consumers, effective sales methods are essential. First off, by turning prospective students into
paying customers, these techniques directly contribute to revenue generation and improve the
company's financial stability.

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An efficient sales plan becomes a tool for market penetration in the cutthroat e-learning
industry, aiding the business in standing out, luring clients, and securing a larger portion of the
market.

E-learning businesses can make themselves known to prospective students by raising brand
recognition through focused sales strategies. In addition to helping with initial purchases, a
well-designed sales strategy promotes long-term relationships with customers by offering
ongoing value and extra courses that help retain students.
For e-learning organizations, sales tactics are crucial for a number of reasons.
1 Income Generation: By generating income through course enrollments and purchases,
sales methods have a direct impact on the company's bottom line. Sales and profitability
might rise as a result of effective methods.
2 Market Penetration: There are other businesses offering comparable courses in the
competitive e-learning market. A company may stand out in the market, draw clients, and
increase its market share with the aid of a clearly defined sales strategy.
3 Customer Acquisition: Marketing plans are created to draw in and persuade prospective
customers to become paying clients. Without sound methods, an e-learning business may
find it difficult to grow its clientele and student body.
4 Brand Awareness: By implementing successful sales strategies, e-learning companies can
raise their brand visibility and awareness. This makes it more likely that potential students
will consider their courses when looking for learning opportunities.
5 Customization and Personalization: A well-designed sales strategy enables businesses to
customize their goods to meet the needs of individual customers. The customization
improves the customer experience and boosts conversion rates.
6 Adaptation to Market Changes: E-learning is a dynamic sector, with shifting learner
preferences, market trends, and technological advancements. Companies may adjust to
these developments and continue successfully reaching their target audience with the help
of a strong sales strategy.
7 Resource Allocation: A sales strategy enables efficient resource allocation. By choosing
the most promising channels and techniques, businesses can optimize their marketing
expenditures and efforts.
8 Relationship Building: A key component of effective sales methods is creating strong
client relationships. Positive interactions and contented clients influence word-of-mouth
referrals, positive reviews, and repeat business.
9 Business Development: A strong sales plan is ultimately necessary for business
development. It enables e-learning businesses to grow their clientele, update their product
line, and tap into fresh markets.
10 Data-Driven Decision Making: Compiling and analyzing data on consumer behaviour,
preferences, and conversion rates is necessary for creating an efficient sales plan. This
information facilitates decision-making, allowing businesses to fine-tune their tactics and
improve results over time.
11 Competitive Advantage: A business might gain a competitive edge by implementing an
effective sales strategy. It enables a company to differentiate itself from competitors and
position its courses as the best choice for potential students.

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Sales strategies used by Skilled Sapiens
Personalization and 1-1 mentorship
As it gathers information about potential students' hobbies, academic backgrounds, and career
aspirations, Skilled Sapiens offers personalized programs to its students in accordance with
their convenience and needs. It also offers one-on-one mentoring to students.
Partnerships and Collaborations:
Skilled Sapiens partners with influencers, bloggers, and industry experts who can promote their
e-courses to the audience. This helps them tap into a wider network of potential customers.
Limited-Time Offers and Discounts:
In order to attract potential clients to its business more readily, Skilled Sapiens offers incentives
to them as well as a sense of urgency.
Social media engagement
It is keeping an active presence on websites that your target market frequents. To efficiently
reach potential consumers, provide informative content, participate in discussions, and run
targeted advertisements.
Mock GD-PI Sessions:
In order to earn students' trust and enable better practise, Skilled Sapiens offers mock GD-PI
sessions with immediate feedback to its students.
Responsive Customer Support:
Skilled Sapiens provide customer support through various channels, such as live chat, email,
or phone. Addressing potential customers' inquiries promptly and professionally positively
impacts their purchasing decisions.

33
Recorded Domain Session:
Skilled Sapiens also provides the facility of recorded domain sessions so in case any individual
is unable to attend online, he or she has always the option of watching recorded sessions.

Marketing strategies used by e-learning companies

E-learning companies commonly use a variety of marketing strategies to publicize their
products and services in a competitive market. These strategies aid their efforts to involve users,
increase brand recognition, and establish connections with their target market. Among the
common marketing strategies used by e-learning companies are
● Creating Content
Making and disseminating insightful content on the topics covered in their courses can
help the business become known as an authority in the field and draw in new students.
Videos, booklets, blog posts, and other written works can be used to demonstrate
expertise and draw in organic visitors.
● Social media marketing
It may help e-learning organizations connect with their audience, engage with
consumers, and create a community around their brand by using sites like Facebook,
Instagram, LinkedIn, and Twitter to post educational content, success stories, and
updates.
● Search Engine Optimization (SEO)
The company's visibility on search engines can be increased by optimizing its website
and content for pertinent keywords. This makes it simpler for prospective students to
locate their courses while looking up similar subjects.
● Email marketing
By sending pertinent emails to subscribers and potential clients, you can keep them up
to date on new programs, deals, and business news. Additionally, personalized emails
can nurture leads and motivate them to become paying clients.
● Collaborations with influencers
E-learning businesses can reach a larger audience by collaborating with industry leaders
or influencers who have a sizable online following. Influencers can review courses,
provide recommendations, and alert their followers to the business's offerings.
● Webinars and Workshops
Hosting webinars and online workshops on pertinent subjects can highlight the
company's competence and benefit potential students. The participants might be
interested in other courses; therefore, this can also be used as a lead-generation tool.
● Paid Advertising
E-learning companies can quickly connect with their target market by using paid
advertising. On websites like Google advertising, social media, and business-related
blogs, targeted advertising can be displayed. Pay-per-click (PPC) adverts may bring
people to their website and landing pages.
● Affiliate marketing
By establishing an affiliate program, a company can expand its market reach and boost
sales by paying partners to promote their courses.
● Referral Program

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 Referral program can help generate new leads by rewarding satisfied customers who
recommend their friends and coworkers with discounts or other perks.
● Free Trials and Samples
Giving prospective students access to free trials or sample lessons enables them to
evaluate the value of the courses prior to making a purchase. This might make
conversions more likely.
● Interactive Content
Making quizzes, tests, and interactive simulations can engage students and give them a
taste of what they will be learning. The target market for the organization, the industry
niche, and the overall marketing objectives all affect how effective these methods are.
A well-rounded marketing strategy frequently combines several tactics to produce an
extensive and effective campaign.

Key differences between sales and marketing strategy of e-learning companies

Although closely related, sales and marketing strategies have diverse goals in the overall
business plan of e-learning organizations.
Marketing Strategy:
Focus: Building a strong brand presence in the market, increasing awareness, and generating
interest are the main objectives of marketing strategy. It aims to capture and hold the interest

35
of potential customers by emphasizing the value and benefits of the e-learning company's
offerings.
Audience: Marketers aim to reach a wider audience whether they are actively looking for such
courses or not, it attempts to reach a wide spectrum of people who could be interested in the
online courses.
Goals: Marketing objectives include boosting brand recognition, increasing website traffic,
creating a devoted customer base, establishing thought leadership, and generating interest in
the company's goods and services.
Methods: Content development, social media interaction, search engine optimization,
influencer partnerships, email marketing, webinars, and other methods of generating awareness
and interest are all part of the marketing strategy.
Outcome: The results of successful marketing are having a strong brand presence, a steady
stream of potential consumers, and more people being aware of the company's products.

Sales Strategy:
Focus: Sales strategy comes into play after the marketing efforts have generated interest. It
focuses on converting interested prospects into paying customers. The goal is to close deals and
generate revenue.
Audience: Sales targets individuals who have shown interest in the e-learning courses. These
individuals might have engaged with marketing content, visited the website, or expressed
interest in some way.
Goals: Sales goals revolve around converting leads into customers, increasing the conversion
rate, upselling or cross-selling additional products, and maximizing revenue generation.
Methods: Personalized interactions, one-on-one consultations, product demonstrations,
negotiating, resolving objections, and offering specialized solutions to meet the unique
demands of a potential customer are all part of effective sales techniques.
Outcome: The results of effective sales activities are revenue production, customer growth,
and the development of enduring connections with clients.

Although they have different goals, marketing and sales techniques are intertwined. Sales teams
can then take advantage of leads and consumer interest generated by marketing campaigns. The
sales staff relies on the foundation that marketing has laid in order to have productive
conversations with potential customers. The marketing and sales teams must be cohesive and
open with one another in order to facilitate a smooth transition from generating leads to
converting them into clients.

While the sales strategy aims to turn interested prospects into paying customers and generate
income, the marketing strategy of e-learning companies is focused on raising awareness and
interest in their offers. Together, the two tactics contribute to the company's overall
performance.

What is a lead?

36
A lead refers to a person or entity that has expressed some level of interest in a company's
products or services. Leads are potential customers who have provided their contact
information or engaged with the company's marketing efforts in a way that suggests they could
be interested in making a purchase or learning more about the offerings. Leads are typically at
various stages of the buying journey, ranging from initial awareness to being ready for a
purchasing decision.

There are two main types of leads:

Marketing Qualified Leads (MQLs): These are the leads who have interacted with and
demonstrated some interest in the business' marketing initiatives. They might have downloaded
a resource, subscribed to a newsletter, filled out a contact form, or engaged with the business's
content on social media. MQLs have potential, but they haven't always shown a lot of certain
purchase intent.

Sales Qualified Leads (SQLs): These are leads that the sales team has assessed and determined
are more likely to convert to paying clients. A higher level of interest and engagement is
frequently indicated by SQLs. They could have made a demo request, contacted you with
particular inquiries, or shown signs that they are really thinking about making a purchase.

WHAT IS LEAD GENERATION?

The practice of attracting and capturing the interest of potential customers in a good or service
with the intention of turning them into real, paying customers is known as lead generation. In
the context of marketing, leads are people or companies who have expressed interest in what
you have to offer but may not be ready to buy right away. The fundamental goal of lead
generation is to learn as much as possible about these prospective clients so that you can guide
them through the sales process until they are prepared to make a purchase.

Several techniques are employed in marketing to generate leads:

Content Marketing: One popular method for generating leads is content marketing. creating
and promoting meaningful content like blog posts, articles, e-books, whitepapers, and videos
that appeal to the target market. Interested people could provide their contact information in
exchange for access.

Social media marketing: It is the activity of communicating with the target market through
posts, promotions, and adverts on social media sites. By sending customers to landing pages,
social media may boost user engagement.

E-mail marketing: Sending email campaigns to subscribers in order to share news, updates,
and bargains is known as email marketing. Utilizing opt-in forms to create an email list that
can be utilized for targeted marketing is a crucial strategy for generating leads.

Webinars and Workshops: Hosting online gatherings where participants can learn something
in exchange for their contact details. A possibility to communicate with potential customers
and present a professional demeanor is provided via webinars.

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Why is lead generation necessary?

In today's competitive landscape, where consumers have abundant choices and information at
their fingertips, proactive lead generation is essential for several reasons. Lead generation is
crucial as it connects businesses with potential customers showing interest in their offerings. It
focuses efforts on likely converters, nurtures trust through tailored content, and streamlines the
sales process for revenue growth. It's about building relationships, understanding needs, and
standing out in a competitive market.

Creating leads is a crucial step on the way to becoming a satisfied customer, as can be seen in
the image below.

In my internship, I was assigned a task for lead generation so the approach I followed was to
connect with the prospective leads through social networking sites like LinkedIn and Instagram
and follow those who were interested in any of the professional courses related to management
and pitched them which turned out to be successful as well. I also approached my friends and
family members who were looking for such opportunities and they accepted it as well.

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SWOT ANALYSIS
SWOT analysis is used by businesses and organizations as a strategic planning technique to
evaluate their internal strengths and weaknesses as well as external opportunities and threats in
their environment. “SWOT” stands for strengths, weaknesses, opportunities, and threats. In a
SWOT analysis, organizations list their strong points and areas for development (strengths and
weaknesses), as well as any potentially beneficial situations and difficulties posed by outside
variables (opportunities and threats).

STRENGTH

● Agility
● Wide Range of Products
● IIT/IIM alumni serve as mentors.
● Successful placements in the past

WEAKNESS

● Strong Competition
● Inadequate knowledge
● Focusing on several different areas
● Inadequate unique opportunities

OPPORTUNITY

● Improved outlook for the Indian market

● Targeting students from diverse backgrounds
● Development of courses for corporate field
● Development of more physical infrastructure

THREATS

● There are large players in the industry who can reduce sales
● Covid has severely impacted the educational industry.
● Government policy alterations
● Outdating of modules of courses

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SUGGESTIONS ON HOW SKILLED SAPIENS CAN DO
MARKETING BETTER
Segmented Messaging: Tailor your messaging to different segments of potential mentees
based on their interests, career stages, and goals. A one-size-fits-all approach may not resonate
as effectively. Craft messages that speak directly to each segment's needs.

Engagement Initiatives: Implement engagement strategies within your mentorship programs.

This could include regular check-ins, workshops, group discussions, and collaborative projects.
Active engagement can lead to a more enriching experience, driving greater participant
commitment.

Networking Events: Organize networking events or webinars that allow potential mentees to
connect with mentors and program alumni. This provides a glimpse of the supportive
community they could join.

Interactive Learning Experiences: Incorporate interactive elements into your courses, such
as quizzes, assignments, and discussion boards. These elements can be tailored to the student's
progress and interests, providing a more engaging and personalized learning journey.

Data-Driven Decisions: Use data analytics to track participant engagement, conversion rates,
and feedback. This data can provide insights into which strategies are working and where
improvements are needed.

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FINDINGS
As it is a start-up company, there are many places where the company has to improve. The
communication chain of the company is not stable. Every time email is used as a mode of
communication to share information. It becomes challenging to identify whether it came from
an authentic source or not.

● The company's website has a lot of room for improvement, and many things are missing
from the website which is very important like the company details are not mentioned
clearly, promo code column on the home page, many hyperlinks that won't work etc.

● The company pricing policy was not subtle. It changes from time to time, making it
very difficult to convince the customers to buy the courses.

● As the employer's count is very low, it is becoming very tough for them to maintain
contact with them. In some cases, Interns can’t meet their mentors for a whole week
which will result in losing some sales also.

● The company relied totally on interns for sales which was kind of drawback to the
interns as many did not have the prior experience of sales and still they have to complete
the certain target set by the company.

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 RECOMMENDATIONS
● The company has to develop a website into more interactive and more info on the
company.

● Skilled Sapiens have to add free demo sessions to give the basic gist of the courses
provided so that customers can know what the company can provide.

● The sale tracking technology should be improved a lot as interns are supposed to
provide screenshots of the sale, which sometimes will be difficult to acquire as the
screenshot option is disabled on the mobile website.

● The company should hire permanent employees as core members rather than depending
entirely on the interns.

● The company needs to invest more in its SEO presence and social media presence.

● Skilled Sapiens needs to improve its digital presence.

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 LEARNINGS
● I learnt consumer behavior and how to tackle different types of customers and also to
gain their trust which will make them believe in the company and the courses it
provides.
● I learnt how to generate quality leads through different social media platforms.
● I learnt consumer perception towards the e-courses and what are the probable reasons
they want to buy the courses.
● I learnt how to pitch the customer and how to make conversions in a very smooth
manner.
● While pitching, one should focus on how to connect emotionally with the customers
rather than only focusing on the products.
● I learnt how to handle angry and unreasonable customers and followers.
● In order to increase the followers in social media one should create interactive posts
which are creative and adding small games, brain teasers will improve followers.

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 LIMITATION

This internship was a part of my summer internship program, which allowed me to put my
classroom learning to the test in a dynamic corporate environment, it was a new experience that
introduced me to the world of marketing and strategy in e-learning companies. Different tasks
were given to us at times, this in turn enabled me to display leadership abilities and understand
practical applications of the corporate world. My internship was learning-oriented as it was an
online internship with Skilled Sapiens and different tasks were assigned by my guide, who gave
me insights about my task, which enabled me to learn and adapt according to the needs of the
task at hand.

This internship also had certain limitations. Some of the key limitations that I faced during my
internship at Skilled Sapiens were:

● The internship duration was limited to 60 days only, if the duration of the internship
was longer, I would have been able to gain more market-relevant skills.
● The tasks assigned were very limited which didn’t allow the interns to get proper
learning experience.
● The company was more focused on the sales part rather than providing the exposure
that the interns really needed.
● The internship was online so there wasn’t any corporate world experience which could
have helped me to understand the business procedures in a more effective manner.
● Limited interaction with colleagues because of online internship.

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 CONCLUSION
I have been given the assignment to write my internship report under the supervision and
direction of Mr. Saurabh Mittal in order to fulfill an academic requirement and complete the
MBA program. The study opens with a broad overview of Skilled Sapiens. I was able to learn
how to produce leads through the internship, which is one of the fundamental components of
marketing. In addition, this paper goes into great detail on what are the strategies and tactics
which must be used by the company which will not only drive revenue growth but also will
establish the brand's presence in a competitive market, fostering trust and customer loyalty over
time.

This research focuses mostly on lead generation, which stands at the heart of a successful sales
and marketing strategy. It acts as the foundation upon which businesses can identify, engage,
and nurture potential customers who express genuine interest in their products or services. By
effectively generating and cultivating leads, companies can streamline their sales efforts,
maximize conversion rates, and build lasting relationships with customers.

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REFERENCES

● https://skilledsapiens.com
● https://learn.skilledsapiens.com
● https://www.linkedin.com/company/skilled-sapiens/
● https://career-edge.in/
● https://phoenix.global/
● https://www.codingninjas.com/
● https://en.wikipedia.org/wiki/Lead_generation
● https://en.wikipedia.org/wiki/Marketing_strategy

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PLAG REPORT

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