About the job

The Inside Sales Business Development Representative is part of the sales organization with the primary responsibility of identifying, researching, and contacting new business development opportunities for their business development partners. The primary goal is to establish qualified online or in person meetings for the sales organization to bring the company’s message to prospective clients in the target markets. The person should have strong interpersonal skills, organizational capabilities, and a clear, confident, professional, and pleasant phone voice. Objectives include prioritizing calls, making sufficient dial attempts to make contact, following company protocols for making contact, documenting this activity for the Senior Sales Director to ensure timely and accurate reporting of the capacity and efficiency of the team.

Requirements

Education/Qualifications:

Minimum of two years of sales or professional level work experience.

Excellent verbal and written communication skills. Clear, confident and professional levels of grammar and delivery.

Ability to present to a diverse audience with poise and confidence.

Experienced in cold calling prospects.

Computer skills include experience with MS Word, Excel, PowerPoint and Outlook, and a general understanding of CRMs.

Performance Duties:

Make outbound calls to potential and existing customers by telephone and email to qualify leads and establish qualified online or in-person meetings for the sales team.

Schedule time for the Business Development team to demo products to qualified customers.

Work with existing clients across the Commercial Real Estate sector to set follow-up meetings resulting in customer retention and adoption of services.

Provide client feedback to the Head of Inside Sales with insights relating to the technology platform to develop and plan future product releases that will increase overall client adoption and customer success, as needed.

Share details about content quality, needs and information requests from clients.

Achieve call targets set by the company as outlined in the Inside Sales Incentive Compensation plan.

Qualify sales prospects by prioritizing calls, making sufficient attempts to make contact, follow company protocols for making contact, documenting the activity in the CRM and report to management to ensure we connect with our key clients and potential clients.

Use company tools, technology and presentation requirements during calls with prospects.

Provide feedback to the team about changes that may need to take place based on continuous feedback and market conditions specific to the vertical that they observe.

Handles inbound calls to convert calls into meetings.

Overcome technical and business objections of prospective customers.

Prospect research – using all available company databases of qualified industry professionals and other industry resources; follow a documented process that we define with you to qualify leads, gather all possible information about each prospect and use this to update the CRM in a consistent way.

CRM Management support – [Inside Sales] Business Development Reps can be teamed up with Sales Director(s) to help ensure all calls are logged in the CRM for team communication alignment, manage calendars, capture activities so they report correctly in the pipeline, and log future activities required for each opportunity in the CRM.

Pipeline management – Business Development team members review the upcoming pipeline with their team to determine what steps could help push the client forward as well as ensuring that the stages in the CRM are current for accurate reporting to management.

Appointment Setting, Confirmation, Rescheduling – Business Development team members prioritize and select key lead lists that have been approved and facilitate meetings with key clients for their team, as well as setting up the next meeting [when needed], move a meeting, or seek a follow up call time that can work for both sides. Appointments should be confirmed twice: 48-72 hours in advance of the meeting, and the day of the meeting.

Business Development coordinates customer training with key clients to ensure that they are able to utilize the service to perform analytics, market reviews and research to increase their success and adoption.

Expectations:

Strategic planning: analyze work, set goals, develop plans of action, and utilize time effectively.

Communication: utilize effective verbal and written communication.

Customer service: anticipate the needs of internal and/or external customers and offer solutions by demonstrating extra effort and maintaining a healthy attitude toward meeting customer needs.