Position Title:Sales Specialist, Practical Law
About the Position:
Support the sales efforts of the Practical Law Account Executive via prospecting, qualifying leads, supporting trials, demoing and being proficient in having value conversations with prospective Mid-sized customers.
* Strong Phone-Selling Abilities: Must be very comfortable selling over the phone as well as giving demonstrations via screen-sharing software.
* Value Based Selling Approach: demonstrate the value of Practical Law to prospective decision-makers through informed conversations focusing on features and benefits.
* Consultative Selling Skills: listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility
* Business Acumen: strong understanding of our customers' business
* Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs
* Results Driven: Self-motivated, proactively looks for new sales opportunities and learns new products, meets all sales targets.
* Team Communication: collaborate and communicate regularly and effectively within team and across the organization.
* Relationship and Influencing Skills: ability to build relationships with, and influence all levels within an organization, including senior management.
* Professional Communication Skills: effectively communicate verbally and written for a professional audience with a legal background
* Minimum 2 years sales experience, preferable in a consultative role such as software or professional services, business-to-business environment, with track record of exceeding quota.
* Bachelor's degree required.
* Understanding of the legal market and legal industry as a whole preferred.
* Consulting experience, start-up experience or experience with CRM or contact management systems and other software technologies beneficial
* Ability to travel overnight 1-2 times per month.
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