Sales Lead Generator | DISA-CP-LG-JHB-0124

We are looking for a target-driven, commercially minded and proactive Sales Development Representative to join our Inside Sales team.

This is not simply a calling or administration role. The successful candidate will be responsible for creating qualified sales opportunities, engaging senior decision-makers and contributing directly to pipeline growth and revenue generation.

You will need to be someone who enjoys working to targets, is comfortable picking up the phone, can handle rejection, and can think on your feet when conversations don't go according to plan.

You should be able to research an organisation, understand who the right people are, identify a potential business challenge and confidently create a reason for that person to have a conversation with Decision Inc.

Decision Inc. is a global digital partner that enables businesses to reinvent themselves to realise their full potential.

We deliver agility, resilience, and intelligence to any enterprise, enabling them to adapt quickly and thrive through innovation and opportunity. Our teams have engaged with more than 400 clients globally over the past 15 years, providing them with the expertise to build, operate, and optimise their digital businesses.

We achieve this by leveraging the world's best technology to drive our client's business ambitions forward into tomorrow's reality. These technologies include but are not limited to: Microsoft, SAP, Qlik, Snowflake, Alteryx, Automation Anywhere, and Workday Adaptive Insights.

Our success is ultimately driven by our entrepreneurial culture, industry exposure, and the passion of our people. We have three key cross-functional teams – Functional and Specialist Consulting, Development, and Engineering teams. Based in four global offices, our exceptional consultants focus on delivering value to clients by keeping them at the centre of our service delivery. To find out more about our exciting fast-paced culture visit: Careers at Decision Inc.

• Proactively identify and engage new business prospects across targeted industries and accounts.
• Conduct high-quality outbound calling, email and LinkedIn prospecting.
• Research organisations and senior decision-makers before making contact.
• Identify business challenges, priorities and potential opportunities.
• Generate and qualify sales opportunities for the Sales Team.
• Consistently work towards agreed weekly and monthly meeting and pipeline targets.
• Follow up on prospects systematically and ensure no viable opportunity is lost.

• Engage with senior stakeholders including C-level, Directors and Heads of Functions.
• Ask intelligent discovery questions to understand the prospect's business environment and challenges.
• Qualify opportunities based on business need, timing, authority and potential.
• Determine whether an opportunity is genuinely worth progressing to the Sales Team.
• Provide clear and accurate meeting notes and opportunity intelligence to the Sales Team.

• Research target companies, industries, business strategies and relevant market developments.
• Understand Decision Inc.'s services and technology capabilities sufficiently to identify relevant conversations.
• Connect a prospect's business challenge to a potential Decision Inc. solution.
• Think creatively when a prospect does not respond to the standard approach.
• Adapt messaging and approach depending on the industry, persona and business situation.

• Maintain accurate and up-to-date prospect and activity information in the CRM.
• Record calls, conversations, outcomes, next steps and meeting information.
• Ensure follow-ups are completed within agreed timelines.
• Provide accurate reporting on activity, meetings, conversion and pipeline contribution.

• Enjoys working towards measurable targets.
• Has a strong sense of ownership over their numbers.
• Is motivated by achieving and exceeding KPIs.
• Understands that activity must ultimately translate into quality meetings and pipeline.

• Understands that this is a business development role, not simply a calling role.
• Can identify potential business opportunities during conversations.
• Understands how to speak to business problems rather than simply selling a service.
• Can confidently engage with senior decision-makers.

• Can adapt when a conversation takes an unexpected direction.
• Is comfortable handling objections and challenging conversations.
• Can ask follow-up questions rather than relying entirely on a script.
• Can find alternative routes into an account when the first approach doesn't work.
• Takes initiative rather than waiting to be told what to do.

• Comfortable with rejection and difficult conversations.
• Maintains energy and professionalism throughout the day.
• Doesn't give up after one or two unsuccessful attempts.
• Understands that consistent follow-up is critical to sales success.

• Able to quickly understand new technologies, industries and business concepts.
• Interested in learning about areas such as Data & Analytics, AI, SAP, Microsoft, Finance Transformation and Digital Transformation.
• Can turn new knowledge into better prospect conversations.

• 2–3+ years' experience in B2B Inside Sales, Sales Development, Business Development or Lead Generation.
• Proven experience working towards measurable sales or activity targets.
• Experience engaging business decision-makers is highly advantageous.
• Experience selling technology, professional services, consulting or other B2B solutions is advantageous.
• Experience using CRM and sales prospecting platforms such as Apollo or similar tools is advantageous.
• Strong written and verbal communication skills.
• Strong research and prospecting capabilities.

• Ambitious
• Competitive
• Self-motivated
• Resilient
• Curious
• Confident
• Commercially aware
• Organised
• Proactive
• Accountable
• Comfortable speaking to senior executives
• Able to work independently while contributing to a team

Originally posted on Himalayas