Position Summary
The Inbound Sales Specialist is responsible for managing and converting inbound sales enquiries into qualified opportunities. This role serves as the first point of contact for prospective customers, ensuring timely responses, accurate information, and an exceptional customer experience. The specialist will leverage CRM tools, communication skills, and product knowledge to drive conversions and support overall sales objectives.
Key Responsibilities
Lead Management
- Respond promptly to inbound enquiries via phone, email, and digital channels, aiming for a <2-hour response time.
- Qualify leads using established frameworks (e.g., BANT) and assign to appropriate sales pipelines.
Customer Engagement
- Understand customer needs and provide tailored solutions.
- Maintain a customer-centric approach to build trust and long-term relationships.
Sales Support
- Prepare proposals, quotes, and presentations as required.
- Schedule product demos and coordinate with internal teams for technical support.
CRM & Reporting
- Update and maintain accurate records in CRM (e.g., HubSpot, Salesforce).
- Generate weekly reports on lead status, conversion rates, and KPIs.
Collaboration
- Work closely with marketing and account management teams to ensure seamless handover of qualified leads.
Continuous Improvement
- Stay updated on product offerings, industry trends, and competitor activities.
- Suggest process improvements to enhance customer experience and efficiency.
Required Skills & Competencies
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Communication: Excellent verbal and written communication skills.
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Customer Service: Strong interpersonal skills and ability to build rapport.
- Solid understanding of sales processes, lead qualification frameworks (e.g., BANT), and CRM (Hubspot) utilisation.
- Proficiency in MS Office Suite (Word, Excel, PowerPoint) and experience with CRM platforms (e.g., HubSpot, Salesforce).
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Analytical Ability: Ability to interpret data and identify trends.
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Time Management: Strong organizational skills and ability to prioritize tasks.
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Adaptability: Comfortable with technology and AI-enabled tools for automation.
Qualifications
- Bachelor’s degree in Business, Marketing, or related field (preferred).
- 2+ years of experience in sales, customer service, or related roles.
- Familiarity with CRM systems and digital communication tools.
- Proven ability to manage and update CRM systems with a high degree of accuracy.
- Experience in preparing sales proposals, quotes, and presentations.
Performance Metrics
- Response time to inbound enquiries.
- Lead conversion rate.
- Customer satisfaction scores.
- Accuracy of CRM data and reporting.
