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Role Description

The Sales Specialist will report to the revenue growth manager and manage prospects who have already shown interest and conduct Consultations to deepen understanding of their goals, challenges, and financial needs. This role focuses on middle of the sales funnel qualification and advancing customers into the Document Request phase for formal quotes.

As a bridge between initial lead generation and high-level advisory, the Sales Specialist identifies complex needs that require fractional CFO-level analysis and facilitates handoffs for paid Advisory Calls. Responsible for conducting in-depth consultations to diagnose financial challenges, address objections, and drive prospects into the Document Request phase for formal quoting.

Key Responsibilities

• Needs Analysis & Consultation:
  • Conduct structured and strategic consultations to assess financial readiness and specific service needs.
  • Diagnose critical business challenges, including revenue flow issues, compliance risks, and lack of forecasting.
  • Educate prospects on the distinctions between project-based work and ongoing advisory services.
• Pipeline Progression & Conversion:
  • Guide prospects through the Document Request phase, ensuring all necessary financial data is collected for accurate quoting.
  • Proactively address objections and reinforce the firm strategic value proposition.
  • Maintain a disciplined follow-up sequence to maximize conversion rates from consultation to quote.
• Advanced Escalation & Collaboration:
  • Identify higher-level prospects requiring deep strategic analysis and transition them to the Advanced Sales Specialist (AdSS) for Advisory Calls.
  • Ensure seamless handoffs by providing detailed CRM notes and insights for the next stage of the sales journey.
  • Coordinate with internal teams to ensure documentation accuracy for proposals and onboarding.

Qualifications

• Bachelor’s degree in Business, Communications, Marketing, or a related field preferred.
• Demonstrated success in consultative selling, ideally within financial or professional services.
• Strong understanding of business financials, basic tax structures, and operational bottlenecks.

Requirements

• Skilled at using needs-based discovery techniques to uncover hidden pain points.
• Ability to navigate complex concerns regarding high-level advisory fees and service value.
• Proficient in maintaining detailed records to support departmental handoffs.

Ideal Candidate Profile

• You are a strategic communicator who excels at converting interest into action.
• You possess a strong understanding of business operations and financial pain points for companies scaling beyond $5M.
• You are skilled at strategic questioning and can maintain a calm, authoritative presence during complex consultative conversations.

Personality & Behavior

• Strategic Thinker: Motivated by helping business owners gain clarity and control over their finances.
• Persistent Nurturer: Disciplined in follow-up without being aggressive; focused on the long-term relationship.
• Solution-Oriented: Able to diagnose forecasting gaps, tax burdens, and operational bottlenecks effectively.
• Collaborative Partner: Views the Business Development Specialist (BDS) as an equal partner in moving leads through the funnel.