Outbound Sales Associate

Why does this role exist? What is the main purpose of the role?

To be the first contact with outbound and inbound sales leads and qualify them for potential deals with STOKED and engage with exiting accounts exploring any upsell/cross-sell opportunity.

Out of scope: Lead generation, marketing, delivery.

Reporting line: reports to the Revenue Lead.

Key Responsibility Areas

• Cold-calling and leads qualification by following the defined outbound sales qualification process and scripts
• Work with marketing qualified leads (leads that come from marketing activities and meet defined criteria) as well as research-based leads (lead generation lists)
• Follow-up calls with leads and maintaining relationships with existing clients about potential opportunities
• Meet/Exceed KPI minimums for weekly/monthly/quarterly goals
• Consistent communication with Lead-Gen, Sales and Marketing to ensure awareness of progress
• Keep the CRM system up-to-date; keep documentation clean
• Participation in the processes improvement

Key Performance Indicators (How do we monitor success?)

• Calls made per week
• Email addresses collected for future outreach
• Meetings booked
• MQL to SQL conversion rate
• Meet/Exceed KPI minimums for weekly/monthly/quarterly goals

Profile

• Relates well to people at all levels
• Speaks clearly and fluently
• Responds quickly to the needs of an audience and to their reactions and feedback
• Keeps emotions under control during difficult situations
• Takes responsibility for actions and projects
• Takes initiative, acts with confidence, and works under own directions
• Demonstrate an interest in and understanding of others (Curious about people's needs and problems )
• Listens, consults others, and communicates proactively
• Probes for further information or greater understanding of a problem (Asks questions first, pitches last)
• Demonstrates an understanding of how one issue may be a part of a much larger system
• Seeks opportunities for improvements
• Produces a range of solutions to problems (Solutions-first mindset instead of sales-first mindset)
• Sets high standards for quality and quantity
• Plans activities and projects well in advance and takes account of possible changes
• Manages time effectively
• Identifies and organizes resources needed to accomplish tasks
• Monitors performance against deadlines and milestones

Functional knowledge/Skills/Experience

• Experience with sales calls and outbound sales processes
• Experience with strategy development
• Experience in pre-sales/cold caller roles in B2B environments (services)
• Knowledgeable with reporting, CRM, web tools, PM tools, and G-Suite
• High English fluency
• Understands consultative type of selling/not too pushy
• Familiar with values-based sales and proposals

Tools and Accounts

• CRM and Reporting
• ClickUp (or PM apps/tools)
• Google Suite
• Slack