WHAT DOES AN INSIDE SALES CONSULTANT DO?

Published: Sep 12, 2025 - The Inside Sales Consultant initiates high-volume outbound calls to prospective and existing clients to communicate service benefits and schedule meetings for the Business Development team. This role identifies leads through directories, referrals, and industry events while aligning with internal teams to support marketing initiatives and sales objectives. The consultant also builds expertise in key sectors to drive qualified meeting generation and exceed performance targets.

A Review of Professional Skills and Functions for Inside Sales Consultant

1. Inside Sales Consultant Duties

  • Lead Generation: Sourcing new sales opportunities via inbound leads and outbound cold calls and emails
  • Account Research: Researching accounts to identify key players and generate interest
  • Pre-call Preparation: Conducting pre-call research to understand their prospects and their business needs, increasing their chances of success
  • Background Gathering: Gathering relevant background information on the prospect and any social network connections, such as LinkedIn
  • Decision Identification: Identify decision makers within targeted leads to begin the sales process
  • CRM Management: Maintaining a constantly expanding database of prospects using internal CRM
  • Client Outreach: Make outbound follow-up calls to existing clients via telephone and email, cross-sell and up-sell
  • Pipeline Building: Partnering with other channels to build a pipeline and close deals
  • Sales Collaboration: Collaborate with the wider sales function to determine necessary strategic sales approaches /campaigns
  • Lead Handoff: Ensure follow-up by passing leads to appropriate team members with calls-to-action, dates, complete profile information, sources, etc.

2. Inside Sales Consultant Details

  • Customer Relationship: Creating new relationships with customers over the phone and maintaining strong relationships with established customers
  • Product Demonstration: Providing customers with sales quotes and online demonstrations of products
  • Team Collaboration: Collaborating with other Inside Sales Consultants in an open, team environment
  • Problem Solving: Effectively analyzing, defining, and solving problems
  • Sales Planning: Using a contact management system to plan and complete sales activities, and consistently meeting sales goals
  • Territory Management: Managing a territory with strategic planning skills and strong time management
  • Adaptability Skills: Planning effectively, but accepting changes with flexibility and a vigor to pursue new directions
  • Self Learning: Conducting regular self-paced learning to further develop skills and knowledge
  • Value Selling: Sell the value of the IDEXX products over the phone
  • Business Growth: Work to grow the business annually through gaining new customers and cross-selling products to existing customers
  • Distributor Support: Working collaboratively alongside distributors
  • Pipeline Management: Build, manage and document sales pipeline through Salesforce.com
  • Territory Strategy: Build a strategy with an Outside Sales Representative partner to grow the territory
  • Client Engagement: Gain experience in dealing with a diverse group of end-users in public, private laboratories, and wastewater treatment

3. Inside Sales Consultant Responsibilities

  • Lead Sourcing: Leverage existing internal sources of sales leads while identifying new sources of opportunities for sales in the Small Business segment through prospecting and consultative selling
  • Product Promotion: Represent Rogers in the promotion and sales of select Rogers products over the phone and at special events, plus any customer follow-up from the sales process
  • Client Relationship: Establish and maintain positive relationships with Small and Medium-sized Business Accounts and the clients it serves for the purpose of accessing and increasing the penetration rate of select products in targeted MDUs
  • Strategy Development: Assist in the development of strategies that minimize the competitive threat, retain existing customers and increase revenues from these customers
  • Solution Selling: Attract Business customers to purchase Digital Cable TV, Rogers Hi-Speed Internet, Rogers Business Phone, Rogers Wireless solutions, Rogers Fibre and Data Center solutions as well as Rogers Unified Communications and other select products
  • CRM Management: Manage and update business in Salesforce.com as well as Insidesales.com consistently and maintain all key performance indicators
  • Forecast Planning: Engage in regular monthly and quarterly business reviews and daily/weekly forecast activities
  • Territory Planning: Participate in funnel meetings, as well as planning and delivery of sections of the annual territory and account plans
  • Objection Handling: Leverage product/company/industry expertise to overcome objections, land new accounts, and secure upgrade opportunities within the existing customer base
  • Client Outreach: Contact customers and prospects daily via phone to identify, manage, and close up-sell or add-on opportunities through all sales stages
  • Stakeholder Access: Gain access to key stakeholders for new account development
  • Account Management: Leverage strong prospecting, account management, and closing skills to achieve monthly, quarterly, and yearly pipeline and forecast goals as well as other defined objectives
  • Sales Targeting: Meet established sales targets
  • Sales Completion: Take accountability to ensure completion of the sales cycle

4. Inside Sales Consultant Job Summary

  • Product Education: Provide real estate investors with the most competitive suite of products available in the market and help them grow their business
  • Lead Management: Be provided with high-quality leads for clients and/or mortgage brokers looking to learn about loan programs
  • Needs Assessment: Understanding their needs and accurately educating them on the company and its products
  • Prospect Development: Develop leads through both inbound and outbound prospecting, taking loan applications, negotiating terms, and stewarding clients through the loan process
  • Client Partnership: Quickly become part of the investor’s dream team, helping them flip houses, buy rental properties, and build new construction
  • Customer Growth: Grow existing customers through a thoughtful plan and preparation, coupled with strong needs evaluations
  • Sales Customization: Tailor sales message to specific needs and objectives
  • Business Development: Develop new business by utilizing lead generation through HubSpot, tradeshow, and other sources
  • Pipeline Tracking: Leverage Salesforce to track, monitor, and grow business, ensuring a strong pipeline at all times
  • Sales Enablement: Leverage tools like education, dispensaries, and drop ship programs to compete at a higher level
  • Relationship Building: Build strong relationships with customers by providing solutions and insights on practice growth
  • Client Engagement: Leverage research, white papers, case studies, blogs, and other tools to engage clients’ interests and grow their knowledge base
  • Communication Skills: Provide excellent written and verbal communication
  • Resource Utilization: Leverage internal resources to ensure that spending time growing DaVinci’s market share

5. Inside Sales Consultant Accountabilities

  • Client Outreach: Call on prospective and current clients, effectively communicating the benefits and opportunities available
  • Meeting Scheduling: Interests and arranging for in-person or virtual meetings for the Business Development Team
  • Internal Communication: Maintain communications with internal personnel to ensure efforts are in line with objectives
  • Lead Identification: Identify prospective clients by using business directories, following leads from existing customers
  • Event Participation: Participating in organizations and clubs, and attending trade shows and conferences
  • Sales Expertise: Grow knowledge and expertise in selling prospects on having an introductory meeting with Ascent Geomatics
  • Marketing Support: Support any marketing efforts for Ascent
  • High Volume Calling: Perform up to or over 100 phone calls a day to engage with target clients and set meetings for the business development team
  • Target Achievement: Meet and exceed the required daily/weekly
Relevant Information
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