Job Description

Description:
The Inside Sales Rep reports to the Head of Sales and will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. Must be comfortable making dozens of calls per day, generating interest, qualifying prospects, work closely with Field sales and marketing.
Responsibilities include:
• 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
Setup qualification calls:
• Schedule 15 to 30 minute phone conversations with prospects to qualify their interest in DS&S offerings.
• Use the BANT qualification method to validate or invalidate SQLs
• If the opportunity is a qualified SQL, schedule a discovery call with the appropriate sales rep
Schedule discovery calls for partnership team and sales representatives:
• If SQL has been determined, submit the lead to the rep in Salesforce
• Send a follow up email to the prospect introducing the account manager, summarizing the conversation and recapping agreed upon next steps.
• Send a calendar invite to the prospect and the sales rep for the agreed upon time.
• Help facilitate a successful hand off.
Metrics
• Meet or exceed Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs) targets
• Accounts researched
• Outreach conducted (email and calls)
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:
• 5 - 10 years of inside sales experience
• 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
• General knowledge of technology, business
• Proficient with corporate productivity and web presentation tools
• Experience working with Salesforce.com or similar CRM
Education:
• College degree from an accredited university

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