Inside Sales Specialist

About the Role

Fonada is seeking a motivated and results-driven Inside Sales Executive to drive revenue growth. This role involves identifying business opportunities, engaging prospective customers, conducting product demonstrations, and converting qualified leads into clients. The ideal candidate should possess strong communication, presentation, consultative selling, and relationship-building skills, with a passion for technology-driven solutions such as CPaaS, Conversational AI, WhatsApp Business API, Voice Bots, and Customer Engagement Platforms.

Key Responsibilities

• Lead Generation & Prospecting:
• Identify, research, and engage prospective SME and Mid-Market clients through inbound and outbound channels.
• Generate qualified leads through LinkedIn, Sales Navigator, digital campaigns, referrals, databases, and networking platforms.
• Build and maintain a healthy sales pipeline to achieve monthly and quarterly business targets.
• Maintain accurate records of prospect interactions, activities, and opportunities in CRM.
• Lead Qualification & Discovery:
• Conduct discovery calls to understand client business requirements, pain points, and objectives.
• Qualify prospects based on business need, budget, authority, timeline, and fitment.
• Identify key decision-makers and influencers within target organizations.
• Collaborate with marketing teams to optimize lead quality and conversion rates.
• Product Demonstration & Solution Consulting:
• Conduct engaging virtual product demonstrations and presentations.
• Customize demonstrations based on industry use cases and customer requirements.
• Explain product capabilities, business benefits, and ROI in a simple and compelling manner.
• Act as a trusted advisor by recommending appropriate solutions aligned with customer goals.
• Address functional and business-related queries during sales discussions.
• Sales Conversion & Revenue Generation:
• Present commercial proposals and pricing discussions.
• Handle objections effectively and guide prospects through the buying journey.
• Negotiate commercial terms and close opportunities within defined sales cycles.
• Consistently achieve or exceed assigned sales targets and KPIs.
• Drive demo-to-conversion and lead-to-revenue performance.
• CRM & Sales Reporting:
• Maintain accurate and up-to-date records in Zoho CRM or other CRM platforms.
• Track lead status, demo outcomes, conversion ratios, and pipeline movement.
• Prepare weekly and monthly reports on sales activities, forecasts, and revenue performance.
• Provide actionable insights to improve sales effectiveness and customer engagement.
• Cross-Functional Collaboration:
• Work closely with Marketing, Product, Pre-Sales, and Customer Success teams.
• Coordinate with technical teams to address customer-specific solution requirements.
• Support campaign planning and execution by providing market feedback and customer insights.
• Customer Onboarding & Relationship Management:
• Ensure seamless handover of new customers to implementation and customer success teams.
• Assist customers during initial onboarding and adoption stages.
• Build long-term customer relationships to improve retention and identify upselling opportunities.
• Act as the primary point of contact until successful solution deployment.

Requirements & Tech Stack

• Mandatory Skills & Competencies:
• Excellent verbal and written communication skills.
• Strong presentation and product demonstration abilities.
• Proven experience in inside sales, consultative selling, and lead conversion.
• Ability to understand business challenges and position technology solutions effectively.
• Strong negotiation and objection-handling skills.
• Experience working with CRM platforms, preferably Zoho CRM.
• Proficiency in LinkedIn prospecting and lead generation techniques.
• Target-oriented mindset with a strong focus on achieving results.
• Preferred Skills & Competencies:
• Exposure to CPaaS, SaaS, Conversational AI, WhatsApp Business API, Voice Bots, Contact Center Solutions, or related technologies.
• Understanding of B2B and SME sales environments.
• Familiarity with virtual meeting and presentation tools.
• Experience in solution-based selling and customer engagement.

Qualifications

• Minimum Qualification: Bachelor's Degree in Business, Marketing, IT, or a related field.
• MBA preferred.

Key Performance Indicators (KPIs)

• Qualified Leads Generated
• Discovery Calls Conducted
• Product Demos Delivered
• Demo-to-Opportunity Conversion Rate
• Opportunity-to-Customer Conversion Rate
• Monthly/Quarterly Revenue Achievement
• Pipeline Value and Forecast Accuracy
• CRM Hygiene and Reporting Compliance
• Customer Onboarding Success Rate