Drive new sales and retain and grow an existing customer base of public records content and investigative solutions to the corporate marketplace. Territory is CT, western MA, and upstate NY
- Meet annual new sales quota
- Sell at least 10% of annual new sales quota in first 90 days
- Meet annual renewal quota
- Renew at least 10% of annual renewal quota in first 90 days
- Conduct face-to-face appointments
- 5 per week with new customers
- 3 per week with existing customers
- Demonstrate and sell across the whole product bag
- CLEAR, WL Public Records, WL Court Express, Batch, system-to-system and other workflow solution tools
- Maintain a pipeline of at least 3 times new sales quota
- Update salesforce.com on an ongoing basis and work all pipeline opportunities
- Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility
- New business mining, prospecting and cold calling skills: uncover high volume of new business opportunities via web or other databases
- Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
- Territory Management Skills: effectively prioritize selling activities and maximize selling time
- Accurate Forecasting: forecast with 90% accuracy
- Communication Skills: hold effective and persuasive conversations with C-level executives and identify key decision makers
Competencies – Culture:
- Commitment to People: professional, courteous, respectful and friendly
- Collaboration/Partnership: team oriented, generous with sharing best practices and feedback
- Customer first: customer-centric mentality
- Integrity: operates honestly and with high standard of ethics
- Delivering results: focused and able to take initiative, motivated, self-starter
- Positive attitude: enthusiasm, energy, passion, curiosity. Open and adaptable to change
- Minimum of 4-5 years direct field sales experience (sales experience in the corporate sector preferred) with exemplary track record of sales quota overachievement
- 4 year college degree preferred
- Able to work from home office and travel to customer location
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