The Scalable Company is dedicated to helping entrepreneurs systemize their businesses for successful exits. The Sales Development Representative will generate and conduct consultative discovery calls with potential clients, manage pipeline deals, and be accountable for meeting key sales metrics.

Responsibilities:

Prospect for sales-qualified leads (SQLs) in the CRM task lists and views provided using the SDR outreach cadence. Prioritize the highest-value leads based on engagement recency and engagement volume
Manage inbound meetings by communicating with leads who have scheduled an inbound discovery call to establish trust, connection, and authority before the meeting
Field inbound SMS and emails
Establish high status and leadership from the beginning of each triage conversation
Uncover the prospect’s current situation and desired situation while qualifying the prospect. A qualified prospect has a problem we can help solve, wants help solving the problem now, and has the time and financial resources available to leverage our solution
Set expectations with the prospect regarding why, how, where, and when they should show up to the business consultation in a way that builds the credibility of our company and the Account Executive
Send an ‘Immediate Confirmation’ containing an educational resource and a relevant case study for the prospect to consume prior to the business consultation
Send a ‘3-Way (you, the prospect, and the Account Executive) Confirmation’ such that the prospect’s relationship with the AE is developed prior to the business consultation (you, the prospect, and the Account Executive)
Send a ‘Day Before Confirmation’ to the prospect. If the prospect does not confirm before the sales team meeting the following morning, send a ‘Morning Of Confirmation.'
Communicate with the Account Executive and nurture the prospect by following up every 3-7 days after the initial meeting. This will maximize the odds of closing the sale until the prospect is closed lost or closed won
Submit an EOD report at the end of each workday
Submit KPIs EOD at the end of each workday
Log and update each meeting booked in the SDR CRM at the end of each workday
Submit a synopsis for each meeting booked
Log notes for every triage conversation held in the CRM
Attend x1/week 30-minute 1-1 with the Sales Development Manager
Attend x5/week 30-minute Sales Department Meetings
Attend x1-3/week 60-minute Sales Development Training Sessions

Requirements:

Previous experience as a Sales Development Representative or in a similar role
Proven track record of achieving or exceeding sales targets and quotas
Strong prospecting and cold-calling skills
Excellent communication and interpersonal skills
Ability to build rapport and establish relationships with potential clients
Self-motivated with a competitive mindset
Ability to work independently and as part of a team
Proficient in using CRM software and other sales tools
Knowledge of the entrepreneurial and small business landscape is a plus

Sales Development Representative

Key skills

About this role