Major Terms in Inside Sales and Their Meaning
Today, there are various methods used in marketing products and services and reaching out to the customers. We shall focus on personal selling in this article. In order to market products effectively, a personal seller needs to identify areas which have a high number of potential customers and organize meetings with them. Today, there is a new type of personal selling known as inside selling. In inside selling, the personnel does not meet with the potential customers face to face but uses phone calls and online methods. Virtual sales and remote sales are also used in referring to inside sales. The following are the main terms used in inside sales and their meaning.
In inside calling, you will be going to meet the term cold calling. The act of calling a potential customer while you have limited information about him/her is known as cold calling. Predictive dialer software is used in facilitating cold calling in order to ensure the customer is not disconnected. A sales rep who is paid depending on the number of calls he/she has made is supposed to use cold calling.
The second term mainly used in inside sales is call center software. A call center software has a lot of functions. Its main functions are; dialing, call monitoring, recording, integration, interactive voice responding and managing chat, email, SMS and chat. The Voice over IP and other technological developments has enabled organizations to host and manage their call centers by the use of a single software.
The other term you will going to meet in inside sales is customer success rep. A customer success rep is a member of the inside sales team who facilitates customer retention. In order to ensure customer retention, the customer success rep must make sure the products offered are effective.
The other term used in inside sales is pipeline calls. Pipeline calls are calls which are made in order to ensure that a potential customer finally becomes a customer.
Another term you are going to meet in inside sales is CTI. The short form of Computer Telephony Integration is CTI. Computer Telephony Integration facilitates the telephones and computers to work together. CTI facilitates call transferring, screen popping and phone controlling among others.
Lead response time is another term used in inside sales. The lead response time is the time which is taken in following up with a client/lead who has contacted the organization via call, email or text message. The best organization have a lower lead response time.
The last common term used in inside sales is sales engagement. Sales engagement is a conversation which takes place between the sales representative and the buyer. Sales engagement is used in determining whether the sales rep is effective in his/her job.