Job Purpose
To generate and qualify sales opportunities for SAP GROW, particularly SAP GROW Fast Package, through structured outbound calling and lead qualification. The position is responsible for engaging prospects, identifyingbusiness needs, conducting BANT qualification, and handing over qualified opportunities to the assigned Sales team.
Key Responsibilities
- Conduct outbound calls to prospective customers based on company-provided lead and prospect databases.
- Introduce SAP GROW and relevant value propositions in a concise and professional manner.
- Identify prospects' current ERP/business systems and key business challenges.
- Conduct BANT qualification:
- Budget
- Authority
- Need
- Timeline
5. Identify key decision makers, influencers, and relevant stakeholders.
6. Identify potential SAP GROW use cases and business drivers.
7. Schedule discovery meetings between qualified prospects and the assigned Sales team.
8. Provide complete lead qualification information to Sales.
9. Maintain accurate and up-to-date lead information in CRM.
10. Conduct follow-up calls and outreach based on agreed lead nurturing plans.
11. Coordinate with Sales regarding lead status, feedback, and next actions.
12. Monitor and achieve agreed monthly and quarterly lead-generation KPIs.
13. Provide regular reporting on calling activities, lead status, BANT qualification and conversion.
14. Continuously improve calling scripts, objection handling and qualification techniques based on Sales feedback.
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