Job Description:
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The Inside Sales Representative for the legal professional product line will develop, maintain and grow subscription and product revenue within new and existing customers.
Sales Representative activities include managing and growing client base; following a telephone and net-meeting sales processes to develop new and expand existing accounts; managing time and work load to achieve goals; representing the company in a professional manner; contributing to sales planning and forecasting activities; and managing time and resources appropriately.
* Manages territory customer account list of clients by monitoring current client subscriptions for nearing expiration dates and conversion from print to online opportunities; reviewing lapsed customer lists; proactively soliciting/collecting leads from existing customers for other departments within the client organization that would benefit from the company's legal products; building daily and weekly calling lists; and updating Sales Logic CRM database in accordance with timing and content standards.
* Sells/upsells legal product subscriptions and other products to meet sales goals by calling planned customers and prospects in sufficient volume; learning about the customer's or prospect's information needs; scheduling phone-based appoints to share in-depth product information; using net/live meetings to educate customers on products; negotiating pricing and credit terms within approval limits; seeking approval for pricing discounts that exceed limit; pursuing final sale/close in an assertive and timely manner; submitting completed orders for processing; following up with clients to ensure satisfaction and identify other sales opportunities; and updating Sales Logic CRM database in accordance with timing and content standards.
* Maintains product, system and sales tool knowledge to be efficient during sales calls by studying product content and becoming certified by the company; learning and continually using online protocol to maintain skills for showing clients online resources efficiently; and testing net meeting functionality before meetings.
* Represents the company within the industry and territory by developing and maintaining comprehensive knowledge of the company's products and industry trends through various sources and initiative; participating in related professional organizations; preparing grammatically correct and articulate written communication (for example, e-mail correspondence); assisting clients with products or referring them to appropriate support channels; developing professional and positive relationships with customers, colleagues; and maintaining a reputation of competence, integrity and professionalism.
* Contributes to sales planning and forecasting by working with Inside Sales Manager to develop business development/sales goals and action plans that support company goals and objectives; prioritizing and carrying out work activities; documenting activity and results in company databases, estimating and updating revenue probability; providing updates to the Insides Sales Manager; and compiling information into regular reports as requested.
OTHER DUTIES
* Collaborates with colleagues to exchange information such as selling strategies and marketing information.
* Keeps sales leaders informed of activities, progress, success and potential losses by telephone, in written form, e-mail, or in person and in accordance with timing and content standards.
JOB REQUIREMENTS AND QUALIFICATIONS
Minimum: High School diploma required. Bachelor's Degree in business-related or legal field OR 2 years inside B2B business development experience within the software, information services or publishing industry preferred.
Minimum Experience:
*2 years of inside B2B business development experience, including:
* Developing and qualifying customer prospect lists.
* Conducting business development activities over the phone, including using net-meeting functionality.
* Working independently with minimal oversight.
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