Lead Generation / Business Development

The ACCi Lead Generation / Appointment Setter is an “in-office” position responsible for acquiring lead lists that conform to our target client profile, scrubbing the data to ensure accurate information, calling appropriate leads, and setting qualified appointments for our outside sale team.

Essential Duties and Responsibilities

  • Research and identify resources that can provide business lead lists that match our target client profile (i.e. LinkedIn, websites, library, purchased lists, databases, BBJ, BBB, etc.)
  • Ability to download and reformat Company & Contact data utilizing tools such as Excel into the format required for import into our CRM tool (ConnectWise)
  • Scrub the data to ensure the following:
    • Company is still in business
    • Address, phone & website URL are accurate
    • Contacts name, phone, & email are accurate
    • Include SIC code, annual revenue, & number of employees data if available
  • Daily calling of prospects on the telephone – expected to make 50 to 80 calls per day
  • Create activity records in ConnectWise for phone calls made and appointments set
  • Mark the status as “Not-A-Fit” for leads that do not meet our target client profile
  • For calls that reach a live person, try to obtain information regarding possible match for ACCi services
  • Qualify prospects based on a pre-defined criteria
  • Attain quota of first-time-appointments (FTAs) on a weekly/monthly basis
  • Assist the outside sales team in meeting their quota of first-time-appointments (FTA) per week
  • Attempt to set the FTA with owners or C-Level (i.e. CEO, CFO, Controller, etc.)
    • We desire to meet with business decision makers, not the IT manager or system admin
  • Meet with sales representative and marketing personnel for planning and follow-up
  • Follow-up targeted email and mail piece campaigns with an organized phone call strategy
  • Train and stay up-to-date on ConnectWise CRM features
  • Complete time entry and expense entry into ConnectWise on a daily basis
  • Regular and predictable attendance
  • The ability to complete an assigned task in a safe manner and in a constant state of alertness
  • The ability to get along with co-workers, customers and others employees
  • Upholds company policies, including the prevention of harassment

Skills Necessary For Position

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Demeanor – professional, polite, well-groomed
  • Excellent speaking skills – does not use slang or colloquialism on a regular basis
  • Pleasant telephone demeanor
  • Ability to get past the “gatekeeper” and speak to the appropriate person
  • Ability to build relationships with others
  • Aptitude for learning about ACCi technical solutions in order to better present to prospects
  • Interview skills – for “interviewing” customers regarding their needs via the phone
  • Ability to integrate with a team environment
  • Technical skills – must be able to utilize CRM databases, email, Excel, etc.
  • Tenacity – to continue to find new and creative ways to reach prospect contacts
  • Perseverance – to continue to stay the course day after day
  • Not easily discouraged by the word “No”

Job Position Inquiry

ACCi is always looking for enthusiastic, service-oriented individuals who have a passion for IT and for making a positive difference in the businesses and individuals we serve.
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