Inside Sales Representative

Description

Inside Sales Representative

Overview

The Inside Sales Representative ( ISS ) is responsible for identifying, validating, and qualifying new opportunities in assigned accounts, geographies, and industry verticals.

ISS representatives use a spectrum of tactics, including phone outreach with voicemail, email, and social media to connect with prospects and foster meaningful interactions.

ISS representatives are responsible for effective market probing, need identification, lead profiling, and sales nurturance for prospects and clients, including validating buying signals and qualifying potential opportunities.

Responsibilities

• Generate new demand for the sales organization to pursue.
• Qualify marketing-generated demand against established criteria before passing a qualified opportunity to field reps or vertical and / or solution partners.
• Nurture predetermined groups of prospects for field sales by using multiple touch tactics or cadences to foster meaningful interactions and determine the level of interest for potential opportunities.
• Comply with all demand management-related service-level agreements.
• Engage and have meaningful, productive conversations with individuals representing the buyer personas targeted by Crowe.
• All duties and activities relative to attaining lead generation quotas within defined industry account lists, geographic account prioritizations, and targeted BU campaigns, including detailed knowledge of all calling activity.
• Regular updates to D365 Sales to reflect contact and account history, lead qualification status, demographic information, appointment setting activities, and opportunity progress.
• Building effective and collaborative relationships with the key decision-makers including C-suite titles within prospect organizations.
• Understanding short- and long-term needs and challenges of prospective accounts and how Crowe's services can address those issues.

Background / Experience

• Bachelor’s degree in business, Marketing, or Communications strongly preferred.
• Requires five years of B2B revenue development experience with proven performance in achieving sales targets and driving revenue growth.
• A minimum of three years’ experience selling complex solution offerings in a professional services organization.

Competencies

• Ability to perform prospect and account research.
• Strong verbal and written communication skills
• Active listening to assess prospect needs and opportunities.
• Ability to articulate a reasonable value proposition on every call.
• Ability to use existing and emerging social media tools to monitor targeted accounts and identify trigger events for follow-up.
• Comfort with ambiguity; highly adaptable to new circumstances
• Natural curiosity to investigate contacts and accounts and interface with others.
• Competitive and motivated
• Self-starter who takes initiative to achieve goals.
• Team player who is coachable and eager to learn
• Discipline and energy to maintain high activity volumes.

Knowledge

• Customer Relationship Management (e.g., Salesforce, HubSpot, D365 Sales)
• Sales intelligence and sales effectiveness tools (e.g., Outreach, MAP, ZoomInfo)
• Social media and social selling best practices
• Common demand generation best practices
• Telephone navigation techniques
• Telephone and virtual selling techniques

We expect the candidate to uphold Crowe's core values of Care, Trust, Courage, and Stewardship. These values define who we are.

We expect all of our people to act ethically and with integrity at all times.

We expect the candidate to uphold Crowe’s values of Care, Trust, Courage, and Stewardship. These values define who we are.

We expect all of our people to act ethically and with integrity at all times.

Our Benefits :

At Crowe, we know that great people are what makes a great firm. We value our people and offer employees a comprehensive benefits package.

Learn more about what working at Crowe can mean for you!

How You Can Grow :

We will nurture your talent in an inclusive culture that values diversity. You will have the chance to meet on a consistent basis with your Career Coach that will guide you in your career goals and aspirations.

Learn more about where talent can prosper!