The Lead Generation & Appointment Setting Specialist is responsible for identifying prospective clients, initiating outbound contact, qualifying potential opportunities, and scheduling appointments for the sales and business development team.

The role will focus on building a consistent pipeline of qualified prospects through a combination of phone calls, email, LinkedIn, online research, and other approved outreach channels. The successful candidate will be confident communicating with business decision-makers and comfortable working toward measurable lead generation and appointment-setting targets.

Key Responsibilities

Lead Generation & Prospecting

- Research and identify prospective clients based on defined target industries, locations, company size, and decision-maker profiles.
- Build, maintain, and continuously improve prospect databases and lead lists.
- Identify relevant decision-makers, including business owners, executives, HR leaders, operations managers, and other key stakeholders.
- Conduct research using LinkedIn, company websites, databases, and other approved lead-generation tools.
- Maintain accurate and complete prospect information in the CRM.

Outbound Outreach & Appointment Setting

- Conduct outbound calls to prospective clients and introduce the company's services.
- Execute email, LinkedIn, and other outbound prospecting campaigns.
- Engage prospects professionally and identify their business needs and potential interest.
- Qualify leads using established qualification criteria.
- Handle initial questions and common objections confidently and professionally.
- Schedule qualified appointments for the sales or business development team.
- Coordinate calendars and ensure appointments are accurately scheduled.
- Send meeting confirmations and conduct appropriate follow-ups to minimise no-shows.




- Follow up warm leads and previously contacted prospects based on agreed cadence.

CRM & Pipeline Management

- Record all prospecting activities, conversations, outcomes, and follow-up actions in the CRM.
- Maintain accurate lead stages and pipeline information.
- Ensure leads are followed up consistently and within agreed timeframes.
- Maintain organised notes to allow seamless handover of qualified opportunities to the sales team.

Reporting & Performance

- Track daily and weekly prospecting activities.
- Monitor lead-generation and appointment-setting performance against agreed KPIs.
- Provide regular reports covering outreach activities, qualified leads, appointments booked, show rates, and conversion rates.
- Identify patterns in prospect feedback and recommend improvements to targeting, messaging, and outreach strategies.

Key Performance Indicators

Performance may be measured against:

- Number of new prospects identified
- Outbound calls and outreach activities completed
- Contact/conversation rate
- Number of qualified leads generated
- Number of qualified appointments booked
- Appointment show rate
- Lead-to-appointment conversion rate
- Follow-up completion rate
- CRM data accuracy and completeness
- Quality of appointments and opportunities generated

Targets will be established based on the target market, campaign maturity, and agreed sales strategy rather than activity volume alone. Qualifications & Experience





- Previous experience in lead generation, appointment setting, telemarketing, business development, outbound sales, or a similar role.
- Experience conducting B2B prospecting is highly desirable.
- Strong verbal and written English communication skills.
- Confident and skilled telephone manner.
- Comfortable speaking with business owners, executives, and other decision-makers.
- Ability to research companies and identify appropriate contacts.
- Experience using CRM and lead-generation platforms.
- Familiarity with LinkedIn prospecting and email outreach.
- Strong organisational and follow-up skills.
- Comfortable working with activity and conversion-based KPIs.
- Ability to work independently in a remote environment.

Preferred Experience

Experience with any of the following would be advantageous:

- HubSpot, Salesforce or similar CRM
- LinkedIn Sales Navigator
- Apollo, Lusha or similar prospecting platforms
- Cold calling and outbound email campaigns
- B2B professional services, recruitment, staffing or outsourcing

Key Competencies

- Strong communication and interpersonal skills
- Persuasion and influencing ability
- Resilience and persistence
- Active listening
- Relationship building
- Attention to detail
- Time management
- Commercial awareness
- Results orientation
- Confidence handling objections
- Consistent follow-through

Role Success

Success in this role means generating genuine, qualified sales conversations, not simply achieving a high volume of calls or emails. The specialist is expected to understand the target market, identify appropriate decision-makers, establish initial interest, and consistently provide the sales team with well-qualified appointments that have a realistic opportunity to progress.

Employment Type

- Full-time

📌 Lead Generation & Appointment Setting Specialist (Southern Sydney)
🏢 Connexx Strategies
📍 Southern Sydney