Senior Inside Sales Representative, Cloud Software Solution Sales *Hybrid*

The Senior Inside Sales Representative at Wolters Kluwer is primarily focused on driving profitable sales growth to new accounts, achieving sales targets, and meeting weekly activity metrics. This role also involves building relationships with prospects and clients, presenting solutions, and making informed sales forecasts using tools like Salesforce.com.

To qualify for the Senior Inside Sales Representative role at Wolters Kluwer, candidates should possess a Bachelor's degree or equivalent relevant sales experience. Additionally, having 2+ years of commissioned sales experience, particularly in B2B or B2G sales of intangible products like software or digital solutions, is essential.

Wolters Kluwer expects the Senior Inside Sales Representative to use a consultative sales approach. This means identifying client needs, qualifying prospects, and making tailored presentations that explain how their solutions can address those needs effectively.

The Senior Inside Sales Representative works closely with the Solutions Design team to provide pre-sales support, which includes conducting product demos and addressing technical questions. This collaboration ensures that the clients receive informed and thorough solutions tailored to their requirements.

Success in the Senior Inside Sales Representative role requires proficiency in CRM applications like Salesforce.com, as well as familiarity with online presentation tools such as MS Teams and WebEx. Basic technical skills and formal sales training, such as Solutions Selling or The Challenger Sales Module, are also essential.

When approaching new clients, I start with thorough research to understand their business needs. Then, I qualify the prospect by asking targeted questions, which helps tailor my presentation to their specific pain points and highlights how our solutions can address those effectively.

I view objections as an opportunity to engage further. I actively listen to the client’s concerns, validate their feelings, and provide relevant information or success stories that address their objections directly, demonstrating our solution’s value.

I prioritize regular check-ins and personalized communications to stay connected with clients, ensuring I understand their evolving needs. I also provide them with updates on new products or features, which helps foster long-term loyalty.

In my previous role, I closed a significant deal by understanding the client's challenges through extensive questioning. I tailored my proposal to show how our software could improve their processes, which directly aligned with their operational goals.

I assess my sales pipeline weekly to evaluate prospects based on factors like deal size, readiness to buy, and prospect engagement. This helps me prioritize where to focus my efforts to ensure I meet monthly quotas efficiently.

Teamwork is crucial, especially when involving technical teams for demos and support. I collaborate closely with colleagues in marketing and product development to ensure that the solutions I present are aligned with the client's goals and needs.

I use CRM tools to track my interactions with prospects and clients, manage my pipeline, and forecast sales accurately. Keeping detailed records also allows me to personalize follow-ups and maintain an organized workflow.

I utilize various online resources, including LinkedIn, news articles, and industry reports, to gather information on potential clients. Understanding their industry challenges and recent developments is key to making a strong first impression.

I adapt my techniques by being observant and flexible. I take cues from the client’s communication style and preferences to adjust my approach, whether they prefer detailed information or a high-level overview.

I'm driven by the challenge of exceeding sales targets and the satisfaction of providing valuable solutions to clients. Knowing that my efforts contribute to their success, especially in a rapidly changing industry like tax and accounting, keeps me motivated.