Inside Sales - Lead Generation Specialist

  • Primary role focus is outbound inside sales

  • Full-time position

  • Located in Chattanooga, Tennessee

  • Compensation structure is base plus performance-based incentives

About the Position

We are seeking an energetic and self-motivated professional who has 1+ years of call center, telemarketing, inside sales or lead generation experience. This position requires a confident, driven and friendly-competitive person with good oral and written communication skills.

This individual will be responsible for marketing and sales activities including qualifying and allocating leads to the sales team. You will generate interest in Airnet solutions through daily outbound calls. This includes identifying, initiating, and nurturing relationships with prospects both over the phone and via email. You’ll conduct research on accounts and contacts using various methods and online tools. This position will require that you document your activities within our CRM system, Pipedrive.

You’ll work closely with the Airnet marketing team to develop campaigns and strategies for prospecting, as well as provide feedback to improve marketing and sales efforts. You’ll also work closely with sales executives doing account research, customer relationship building, and the conversion of prospects into sales leads.

Once you’ve established a track record of success, there is the opportunity for advancement to outside sales.

What Your Responsibilities Would Be

  • Making outbound calls and sending e-mails to potential prospects, setting meetings or calls for Airnet sales representatives.

  • General telephone support of other marketing and firm initiatives (ex: events, surveys)

  • Identify customer pain points and offering consultative solutions that match the product.

  • Logging, tracking and maintaining detailed, accurate, professional and well-written notes of each conversation, customer contact and contact records within our CRM system, Pipedrive.

  • Providing detailed and helpful pointers in the notes for scheduled meetings to assist the campaign sponsor to prepare; and to increase the likelihood of success of the meeting.

  • Gathering of marketing or prospect intelligence (via prospecting conversations or online research)

  • Target list research, including identification of decision makers, to create profiles of companies in the software, technology, manufacturing, retail and real estate industries.

  • Navigates conversations to flow with key decision makers to uncover business needs, understand pains and recognize areas where an Airnet service can be a possible solution

  • Demonstrates professionalism with clients to ensure that the Airnet reputation for high-level client service is upheld

  • Website chat management.

Requirements

  • Bachelor’s degree in business, marketing, sales or computer science.

  • 1+ years in a sales-oriented position such as telemarketing, customer support or collections, although we will consider recent college graduates.

Valued but Not Required

  • You’ve worked in the information technology, SaaS or B2B professional services’ industries.

  • 2+ years’ experience in a B2B technical sales role, although we will consider recent college graduates.

Capabilities, Knowledge and Skills You’ll Need to Succeed

  • Hardworking and ambitious.

  • Ability to build a genuine rapport with prospects over the phone quickly.

  • Resilience and the ability to cope with rejection.

  • Extremely analytical and detailed.

  • Knowledge of relationship selling, including:

    • Lead generation/prospecting

    • Sales strategy, value creation

    • Sales call planning

    • Listening skills

    • Follow-up skills

    • Communicating the sales message

    • Overcoming objections, closing skills

  • Application of time management and organization, with the capability to handle multiple projects simultaneously in a fast-paced environment.

  • Knowledge of Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)

  • Knowledge of CRM tools such as Pipedrive, Dynamics, Salesforce, etc.

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