B2B Telesales Representative

Req ID:47363
The YP B2B Telesales Representative is a newly created sales role focusing on new logo business development (hunter). This new team is responsible for selling yp digital and print advertising solutions to small businesses through strategic telephone outreach. You will be part of a team to drive meaningful incremental revenue at yp. You will quickly engage clients, identify needs and provide the best advertising solutions for their business. You will use best-in-class sales tools, such as Salesforce.com, demonstration platforms, and marketing techniques/materials.
Why YP? The YP Advantage
Success: yp is a multibillion dollar enterprise operating the largest local advertising platform in the U.S.
Impact: Every business relies on advertising solutions, meaning your products and services have a large impact on their success.
Cutting Edge: yp digital marketing solutions are EXPLODING, setting us up as the advertising powerhouse.
Career Path: We provide you with the tools and opportunity to achieve your goals throughout your career.
Daily Responsibilities:
Reach or exceed assigned sales goals for securing new customers by selling digital and print advertising solutions, with heavy focus on digital services.
Develop and execute a comprehensive telesales plan, including cold-calling prospective customers, following up on in-progress customers, and closing sales. Leads are provided by customer industry vertical within an assigned territory.
Follow processes with accuracy and attention to detail such as collecting data, contracts, etc. and moving them through the appropriate channels. Continually update Salesforce.com (CRM) with all calls, meetings, demonstrations, opportunity dollars and probability of closing.
Solicit prospective and newly acquired clients for referral business in order to generate additional sales leads.
Quickly establish rapport and then maintain good customer relationships with both internal and external customers by engaging in professional business conduct, providing the best solution for each customer and following through with all parties in a timely manner.
Connect customers' business needs with the optimal YP products and services by utilizing consultative sales skills to assess client needs and educate on the power of YP services to enhance business opportunities.
Break down barriers and close sales by confidently leading conversations, not accepting the first "no" and extracting true client needs that can be addressed with yp solutions without being aggressive or overselling.
Actively maintain current knowledge of yp solutions, and internal processes and systems by attending training, self-learning, and seeking assistance from peers and leaders as necessary.
Transition accounts to the Account Management team after designated time period in a thorough and professional manner to ensure customer service and satisfaction is not diminished.
B2B Telesales Representative Qualifications:
Minimum Qualifications:
High School diploma or equivalent
1 year of successful B2B new logo/new client telesales experience (if mixed new logo and upselling, at least 75% of sales quota must have been for new logo business)
Preference for "hunter" sales over "farmer" sales and customer service
Preferred Qualifications:
BA/BS degree (or equivalent work experience)
2+ years of successful B2B new logo/new client telesales experience
Consistent meeting or exceeding goals for new logo business (new customers)
Working within a sales quota sales process and metrics reporting environment
Working with Salesforce.com or similar CRM
Demonstrated ability and willingness to engage in cold-calling over the phone with acceptable conversation rate from prospect to customer
Working effectively in a call center/team environment
Personal Characteristics:
Solid business acumen - understands how the selling process connects with service delivery, booking, billing and customer service)
Goal oriented - understands how goals are set and how to establish a plan to attain them and the intrinsic motivation to keep trying until he/she has done so, including getting around roadblocks and doing so year-over-year.
Strong communicator in writing and over-the-phone
Excellent listening skills ? does not interrupt, attends to both direct and indirectly supplied information to control and navigate discussions
Organized ? documents and stores information in logical places for easy retrieval to leverage as necessary in a real-time manner
Good time-management skills ? uses calendar, reminder tools to stay on track; plans day(s) in advance; puts tasks in logical order
Stress tolerance ? is able to work with difficult customers and colleagues without losing temper; accepts negative feedback appropriately; enjoys fast pace work and thrives when goals are hefty
Strong work ethic ? follows company process and rules; does the right thing at all times; helps others when asked
Confident ? believes he/she will be successful; conveys conviction when communicating
YP is a leading local marketing solutions provider in the US dedicated to helping local businesses and communities grow. YP's flagship consumer brands can reach nearly 95% of US internet users, which are used by nearly 70 million visitors each month in the US. YP solutions had more than 1 billion searches on mobile and more than 1.3 billion searches online in 2015. The YP app has been downloaded more than 20 million times and YP has almost 7 million registered users of its website and apps. YP solutions and services are backed by thousands of media consultants and customer service professionals in local markets across the US with relationships spanning nearly half a million advertisers.
As we continue to expand our leadership in the mobile local ad market we find ourselves with several distinctions including; ranking among the top 50 digital media companies in the world, owner of the 31st largest website (YP.com) and a top 40 mobile app (YPmobile).
To learn more about joining our exciting team check us out and follow us on Facebook, Twitter and YouTube
YP LLC is an Affirmative Action/Equal Opportunity Employer and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V
Posting Notes: Sales -- Birmingham -- Alabama (US-AL) -- United States (US) -- L. M. Berry and Company LLC

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