Inside Sales Representative - Inbound

Waste Management, Inc. (WM)•Phoenix, AZ

3h•$21•Remote

About The Position

The Inside Sales Representative (ISR) is responsible for generating revenue using a consultative selling approach in the sale of WM services to small/medium business segment customers. The ISR receives and closes warm customer leads from different sources. A successful ISR consistently meets or exceeds weekly and monthly sales activity goals as well as establishes and maintains a high level of customer satisfaction in all sales transactions.

Requirements

High School Diploma or GED (accredited)

Responsibilities

Receives and acts upon sales opportunities received from inbound calls and internal lead sources and/or eBusiness (online sales streams); Expands on sales of products and services with existing customers.
Conducts pre-sales activities to gain understanding of customer’s needs and prepares for the sales call. This includes gathering appropriate marketing material and pricing plans, identifying customer needs and interests to determine the best sales strategy and identifying potential objections with plans to address during the sales call.
Negotiates and closes sales by effectively communicating alternatives and positions to reach mutually beneficial sales agreements.
Understands and adheres to established and approved WM sales processes.
Presents WM products and services using a consultative approach that clearly shows how the solutions would meet customer needs and provide benefits; leverages supporting evidence and clearly connects WM solutions to customers’ business needs.
Adjusts sales technique depending on the nature of the prospect or customer.
Presents compelling arguments to support recommended sales solutions.
Overcomes objections during sales negotiations by emphasizing the value of WM offerings that benefit the customer.
Facilitates agreement to a sales solution that will meet the major needs of both parties.
Finalizes sales agreements with specific actions outlined and commitments for next steps.
Conducts post-sale administrative work to ensure product/service implementation is successful.