Position Details: Inside Sales Representative

Inside Sales Representative (ISR/BD): Paired with NE & SE outside sales representative

The Inside Sales representative reports to the Head of Sales and will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. This individual is paired together with an outside sale representative(s), is responsible for collaborating closely with Marketing the Inside sales team will prospect & generate sales leads using social media, CRM, phone, email, and marketing e-nurture.  

Must be comfortable making dozens calls per day, generating interest, qualifying prospects, work closely with Field sales and marketing.

Responsibilities: 

•        Call and email all inbound and outbound responses and leads

• Generate qualified leads for the direct/field sales teams 

• Route qualified opportunities to the appropriate sales executives for further development and   closure, and schedule follow up calls for sales reps 

• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails

• Conduct research to develop target account key player contact information and account intelligence to generate an understanding of customer needs and requirements that can inform sales prospecting and/or marketing program strategies

• Perform introductory online demos to prospects

Inbound:

• Call and email leads in your LDR queue in Salesforce.com

• Maintain a high level of activity

• Follow up on “Raw” and “Pursuing” leads in a timely manner.

• Accurately record all activity in Salesforce.com

• Use the leads view in Salesforce.com to prioritize calling and emailing efforts.

• Follow DS&S sales methodology to formulate introductions to call, voicemails, and emails 

• Show prospects an introductory demonstration of our product when appropriate

Outbound:

• Call and email top accounts that sales reps have identified in your territory

• Create new leads in Salesforce for your outbound prospects

• Use the sales representative’s top accounts, D&B Hoovers, company phone directories and other resources to get to your target audience

• Use information on company websites and online to make your communications more relevant to the prospect.

• If the opportunity is “outbound qualified,” schedule a discovery call with the appropriate sales rep

Qualifications: 

Metrics:

• Meet or exceed calls made, meetings scheduled, and unsolicited proposals delivered

• Accounts researched, competitive feedback

• Timely reporting of all activity (by Friday afternoons)

Objectives:

• Develop high quality opportunities that lead to new business for DS&S

• Present a professional and high-quality experience for all prospects

• Contribute to a strong team environment

Requirements:

• 2-4 years of inside sales experience

•        Report to our client's DS&S office daily

• Excellent skills in communication over the phone and via email, time management.

• Strong phone presence and experience dialing dozens of calls per day

• Demonstrated ability to explain complex items in a simple way

• Demonstrated ability to meet goals through the strong execution of a plan

• Strong Social Media (LinkedIn & Twitter), SF.com, Excel, PPT, Word, and Hoovers.

• Proficient with corporate productivity and web presentation tools

• Experience working with Salesforce.com or similar CRM

Education:

• College degree from an accredited university