Main objectives:
Provides support to the sales team by assisting the Sales team with a variety of administration responsibilities.
Responsibilities:
- Assist team to qualified leads, by agreed step with team leader and operation team, have an experience in marketing research to generate leads from scratch.
- Conduct the Sales qualification activities on cold calls or other channels like messaging, email, and LinkedIn for information gathering, pre-qualification, and “warming up” calls
- Lead the sales qualification phase via thinking about the functions our prospect performs, and their day-to-day processes, strategies, tools, and reporting procedures, identifying the challenges they face, and how they can benefit from our products and/or services.
- Assist Sales Manager and Demand Generation Team in identifying a buyer persona i.e. a profile of an ideal prospect based on research and existing customer data thus help 3Sixty recognize whether a potential dentist and/or lab is a qualified prospect thus enable better personalization of the communications, how sales agent will handle objections
- Assist the Sales Manager and Demand Generation Manager in setting qualifying criteria through deciding which boxes need to be checked before a sales lead is placed in the pipe, and set guidelines or provide a checklist for sales agents to evaluate them based on the BANT methodology
- Budget - Is the potential customer able to buy?
- Authority - Are they the right person to sign off the deal? (If not, you’ll need to find out who else to target.)
- Need - Do they have pain you can solve?
- Timeline - When are they likely to buy? (Important not to be too rigid here; as mentioned above, there are times you want to pursue a prospect even if they won’t boost your results this quarter/year.)
- Research prospects and enrich 3Sixty’s sales data through searching the prospects’ roles, social media activity, company news, reports, etc., etc. These insights are invaluable for personalizing outreach, guiding the conversation .
- Capture and verify prospects’ contact information and Get firmographic and technographic information
- Assign a score to leads based on engagement so sales teams can prioritize them based on who’s most likely to convert.
