Responsible for generating lists to identify, prospect, and qualify potential customers, with the goal of passing the best opportunities to sales executives.
Additionally responsible for generating insights to improve prospecting processes.
Segment and manage prospecting lists using commercial intelligence strategies and technology;
Gather and map information about prospects, identifying company decision-makers via phone, email, or social networks to present our product/service;
Understand and address the main objections of prospective customers;
Collect and refine commercial information;
Identify sales opportunities and present our products/services;
Schedule meetings to progress leads toward closing between prospects and our sales executives;
Make first contact with leads;
Execute social selling and deepen relationships with leads through social channels;
Share insights on prospect behavior with Sales and Marketing teams;
Provide the commercial team with insights to improve the ICP (Ideal Customer Profile);
Actively contribute to improving prospecting processes;
Serve as the interface between Sales and Marketing;
Meet opportunity and pipeline targets;
Develop automations within prospecting tools.
Requirements
Education
Bachelor’s degree (complete)
Experience using CRM and LinkedIn for sales techniques
Experience
Familiarity with sales campaigns for digital B2B products;
Desirable: knowledge of social selling and SPIN Selling;
IT: intermediate proficiency in Microsoft Office.
Skills / Abilities
Agility
Strong interpersonal skills
Negotiation
Clear verbal and written communication
Ability to manage the sales process
Creative problem solving
Emotional intelligence and empathy in sales, connecting customer needs to product benefits;
Excellent relationship skills via phone and written communication;
Good planning and organizational skills;
Attitudes
Proactive in seeking knowledge and results
Analytical mindset to identify new business opportunities