Inside Sales Representative - Position Overview

The (ISR) functions as an extension of our clients sales force - helping to generate new business and close sales via the telephone

Who should apply?  Those interested in...

• Pursuing a career in inside or outside sales
• Building experience and understanding of sales process and techniques
• Working in an agency/professional services setting, ability to grow into a client/account management or sales management role

The Inside Sales Representative (ISR) functions as an extension of our clients' sales force - helping to generate new business closes via telephone for our clients' technology solutions/services.

Technology companies engage Frantz Group to build integrated marketing campaigns for the purpose of generating opportunity pipeline and closed revenue.  These integrated campaigns can include a variety of marketing communication vehicles such as direct mail, email, advertising, events, etc.  The ISR is responsible for following up on these marketing communications via inbound and outbound telephone activity - contacting technology business decision-makers and generating interest in our clients' technology offerings.  Once an opportunity or "lead" is identified, the ISR must gather specific pieces of information in order to generate an accurate quotation/proposal.  The ISR must then continue to nurture their relationship with the decision-maker - answering questions, providing product information, responding to objections; essentially driving the opportunity forward within the confines of a defined sales process/methodology until a sale is achieved and required contract paperwork is physically signed and returned by the prospect.

The Inside Sales Representative must...

• Quickly learn about and understand client technology offerings - and be able articulate the value of these offerings to a prospective technology buyer (features, benefits, capabilities, pricing, etc.)
• "Think on your feet" - the ability to engage business executives in unscripted conversation and credibly respond to their questions
• Network through complex organizations in order to identify appropriate decision maker names, titles, roles, etc.
• Deliver our clients messaging/value proposition convincingly and effectively in phone conversation with high level executives
• Acquire and document key intelligence captured via in-depth phone conversation (marketing database proficiency and sound writing skills are imperative)
• Generate appropriate quotations & contract documentation utilizing tools and business rules defined by our customers
• Apply sound business judgment to provide accurate forecasts and set realistic expectations of personal sales performance within defined timeframes
• Successfully nurture potential opportunities until a sale is achieved
• Meet or exceed minimum goals set by management (e.g. monthly sales quota, pipeline objectives, number of quotes, etc.)

Education/Experience

Four-year degree in marketing, communication or business administration, and three to six months experience in marketing, sales or customer service-related field is preferred. However, other relevant experiences will be considered.