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Years of Experience
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ProfileSales Development Representative Responsibilities: Responsible for meeting or exceeding an assigned quota of “Sales Ready” qualified leads in assigned territory. Manage inbound and outbound leads through the lead qualification process, starting with initial contact, lead nurturing and lead qualification, and ending with the transition of “Sales Ready” qualified leads to the Sales team. Be able to qualify leads through questions and discussions with a strong focus on identifying and diagnosing customer needs, to qualify leads out or turn them into “Sales Ready” leads. Conduct qualified demonstrations and meetings, build pipeline, and produce real business opportunities in accordance with approved sales management guidelines. Place outbound lead generation calls to targeted prospects in order to identify and warm new business leads in partnership with a Sales Director. Identify qualified prospects and navigate company structures to identify key decision makers and influencers . Cold call to likely targets to engage interest. Partner effectively with Sales Directors to pass qualified sales ready opportunities and work in partnership on target accounts. Leverage various methods to find leads including telephone, live chat and social selling techniques. Identify new, upsell and/or services opportunities during the qualification process. Understand and follow a solutions sales process, identifying customer needs and discussing value, while differentiating products against any competition and recording critical customer data. Achieve monthly and quarterly call/email volumes and response times; lead qualification goals and sales pipeline targets. Provide sales team with detailed call notes on all sales qualified leads. Record all prospect and customer contacts and lead qualification information. Keep accurate records in Salesforce.com and build client profiles by updating client information and managing sensitive client and prospect data. Actively monitor and manage your lead pipeline, provide reports in cooperation with marketing on the success of sales leads and campaigns and work closely with the marketing team to drive increased lead rates. Stay current on products and services offerings. Serve as internal sales support and field questions from prospective customers.
Qualification and Experience
Requirements: BS/BA degree or higher, or equivalent job related experience. JD Degree preferred. 1+ year experience in sales and/or customer service field. Excellent written and verbal communications skills. Ability to create rapport with prospects over the phone. Confident and personable individual. Professional, ambitious, determined and results-oriented mind set. Customer-oriented and seeking to provide value to the customers. Positive attitude, team oriented, self-starter who can work alone and in a collaborative manner to achieve team goals. Strong time management, organizational, and decision-making skills. Good knowledge of Salesforce.com or experience with other CRM related applications. Passion and the drive to succeed and to participate in the growth of an exciting, fast-paced company. Legal industry and/or intellectual property experience a plus. Experience in lead qualification or lead generation a plus. Prospecting and cold calling experience or inside sales experience a plus. Familiarity with sales concepts, methods and sales process preferred.