This position will generate sales by acquiring new SMB customers and cross-selling current customers for a suite of digital marketing products and services such as reputation management, social media management and SEM. The outside sales rep will be part of a regional sales team, with each rep focused on a specific geographic territory. Success will be driven by the person’s ability to work with each SMB customer in developing and executing their digital marketing strategy.
Essential Functions:
- Make in-person calls to local SMB's and proactive touches (eg. phone calls and email) to acquire new customers and cross-sell existing customers.
- Generate awareness of and interest in the company's full suite of products and services with a consultative sales approach
- Identify customer needs, share the company's value proposition
- Overcome objections
- Close sales and achieve sales goals
- Manage and maintain a detailed, accurate and growing pipeline
- Since this role will initially be mostly cold calling - demonstrate persistence, tenacity, ability to overcome obstacles and handle frequent objections
- Follow-up on designated leads or target campaigns, as required
- Ensure a superior customer experience with the company by addressing customer questions or concerns and demonstrating empathy
- Consistently meet or exceed assigned sales quota and other sales performance objectives
- Consistently meet or exceed productivity objectives, ex. number of calls, presentations
- Leverage internet tools, ex. Hoovers, Google, LinkedIn, Twitter to complete research on companies as appropriate
- Update account touches, quotes, orders and customer contact information in the CRM system. Accountable to ensure the accuracy and completeness of all updates
- Maintain current knowledge of market activities including competitive products, pricing and policies, new technology, product specifications and possible new products. Communicate this information to management on a regular basis
- As business and/or customer needs dictate, partner with telesales reps to “team” on select customer and prospect accounts. Help develop teaming strategy to drive sales and improve the customer experience. Follow agreed upon touch plan and coverage approach
Qualifications
- Bachelor's degree preferred. High school degree required
- At least 2-5 years of outside sales experience with proven success in new business development and account management, ideally in b-to-b sales
- Proven ability to consistently meet or exceed sales quotas
- Able to quickly develop customer relationships and gain trust
- Able to uncover needs, offer appropriate solutions, negotiate prices and close sales on the phone
- Internet, internet marketing and social media savvy
- Able to work in a team environment, working together with colleagues to meet business goals
- Familiar with working in an incentive/goal-driven environment
- Proficient in Microsoft Word and Excel. Previous experience using CRM software desired
- High energy, drive, and sense of responsibility
- Strong organizational, communication, and time management skills