The Definition Of Inside Sales And What It Entails

what is inside sales


Sales are a highly competitive domain in the marketing space. Every salesperson has a high appetite to take a risk and wants to target their leads in a quick time. In such a fast-paced and competitive world, getting leads through outside sales may result in slow returns for your business. As a result, it’s time to experiment with inside sales and broaden your marketing plan to reach your desired business goals quickly. However, before you try inside sales, you must first understand what inside sales are.


What Exactly Does The Term “Inside Sales” Mean?


The sales industry has expanded in today’s world by branching into various forms. However, they first began in the form of outside sales, when the vendor would offer his products in front of fresh customers every day. But, as technology advanced and new industries hit the market, the concept of sales came up with a new type of selling called “Inside sales.”


Inside sales are the same as any other type of sales. What distinguishes it is that its selling procedure is carried out remotely. These sales arose as telesales, with telephones being the primary method used by reps. The sales reps used to handle most of the discussions over the phone and meet in person at some point to give a walkthrough or whenever the client wished to set things straight.


From telephones to present tools like social media, CRM, and web conferencing, technology is continually gaining traction, and as a response, inside sales are rising faster than outside sales. 


Outsourcing inside sales team has allowed any salesperson to conclude deals at any location. A sales professional can contact customers daily, nurture them, and ask them to buy their stuff through email. Through outsource inside sales company, the marketing team can meet their hands with desired leads. The latest user-friendly and cost-effective inside sales tools and platforms have simplified sales jobs.


Also Read: 3 Things Requires for Inside Sales Success


Leveraging this inside sale might give you a competitive edge in a challenging market. As this is a remote sale, you can showcase your product to a broad range of audiences. This sales process cuts down on all your travel expenses on your marketing tour and saves your precious time squandered on travel.


Key Components of Inside Sales


a) Remote Communication: Inside sales rely heavily on remote communication tools such as phone calls, emails, instant messaging, and video conferencing. These tools allow sales representatives to engage with prospects, demonstrate products, and address their concerns without physical presence.


b) Lead Generation: Inside sales teams generate leads through various channels such as cold calling, email marketing, social media outreach, and website inquiries. They use targeted strategies to identify and qualify potential prospects before initiating contact.


c) Consultative Selling: Inside sales professionals adopt a consultative approach to selling, focusing on understanding prospects’ needs and pain points. By asking probing questions and actively listening to their concerns, they can tailor their pitch to offer solutions that resonate with the prospect’s specific requirements.


d) Sales Metrics: Inside sales teams use data-driven insights to evaluate performance and make informed decisions. Key performance indicators (KPIs) such as conversion rates, average deal size, sales cycle length, and pipeline velocity help assess the effectiveness of sales efforts and identify areas for improvement.


e) Collaboration and Training: Inside sales organizations foster a culture of collaboration and continuous learning to enhance sales effectiveness. Regular training sessions, role-playing exercises, and knowledge-sharing initiatives ensure that sales professionals have the skills and knowledge needed to succeed in a competitive market.


Also Read: Benefits and Key Strategies of Inside Sales


What is the Purpose of Inside Sales?


Inside sales reps work in an office together, which makes their job different from the face-to-face model pursued by outside sellers at clients’ business locations.


The inside sales team is divided into sales and business development reps. Sales development reps are in charge of pursuing warmer leads that could later grow into clients. Warm leads have shown interest in your product by taking certain activities on your website. 


First, the sales development reps begin capitalizing on their warm leads’ interest by delivering them a message via phone calls or emails. Next, they move their prospects into the sales pipeline by logging their information into a CRM platform. Now, a more senior-level person, such as an account executive, takes hold and begins closing deals for those prospects who have exhibited an interest in the product.


Sales development reps are tasked with pursuing warm leads. But what about business development representatives? What is their purpose? These reps take a colder approach and concentrate on higher-end commercial and business opportunities. When a lead is the best fit, its detail is passed to an account executive.


Sales and business development representatives do not close deals with every customer they meet. Instead, they serve as a stepping stone for sales by introducing warm and cold leads to their account executives. These executives later use the information gathered by sales and business representatives to assist customers further.


Also Read: If you’re new to inside sales, here’s a step-by-step guide to generating quality leads with this platform!


As you can see, a lot goes into making inside sales work. It’s not just about picking up the phone and dialing for dollars (although sometimes it feels like that). A lot of prep work goes into each call, as well as post-call follow-up.


By understanding what goes into an effective inside sales process, you can create a strategy that works for your business and start seeing those sales numbers increase.


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