Inside Sales Representative

The Inside Sales Representative – Top of Funnel Prospector is responsible for outbound prospecting, initiating first contact with cold leads, and maintaining light engagement with a curated list of warm top-of-funnel prospects (“Warm 250”). This role is focused on generating first conversations, qualifying interest, and booking meetings for the Outside Sales and vCIO teams.

The Prospector creates early momentum in the sales cycle by consistently reaching out, starting conversations, and ensuring prospects receive regular touchpoints that build familiarity and trust. This role supports new business growth and pipeline stability through disciplined outreach and clear communication.

Key Responsibilities

Outbound Prospecting & Activity Management

• Execute high-volume cold calls to targeted prospects daily.
• Follow structured outreach cadences using CRM-integrated templates and scripts.
• Research accounts and contacts to personalize messaging and prioritize outreach.

Warm 250 List Management

• Maintain and nurture a list of 250 warm leads through light engagement.
• Send follow-ups, check-ins, and relevant content to stay top of mind.
• Track engagement and readiness over time to support future sales efforts.

Lead Qualification & Handoff

• Qualify prospects based on criteria such as size, industry, and service alignment.
• Book discovery meetings for Outside Sales and vCIO team members.
• Ensure detailed, accurate notes are recorded in CRM to support handoff.

Team Collaboration & Feedback

• Provide weekly feedback on objection patterns, messaging resonance, and lead quality.
• Coordinate with Sales and Marketing to align messaging and campaign goals.
• Participate in regular huddles, sales training, and performance reviews.

Success Metrics

• Daily and weekly outbound activity volume.
• Live connects and meaningful conversations.
• Number of qualified discovery meetings booked.
• Health and engagement level of the Warm 250.
• CRM discipline and accuracy of lead tracking.

Qualifications

Required:

• 1–3 years of experience in outbound sales, SDR, or lead generation roles.
• Comfortable making cold calls and engaging with executive-level contacts.
• High resilience and persistence when navigating rejection.
• Familiarity with CRM platforms (e.g., HubSpot, Salesforce).
• Strong verbal and written communication skills.

Preferred:

• Experience in B2B services, IT, or managed services sales.
• Exposure to outbound frameworks like Sandler, BANT, or Challenger.
• Previous experience with warm lead nurturing or campaign-based outreach.