Major Terms in Inside Sales and Their Meaning
Nowadays, marketing has been simplified by modern marketing methods. In this article we shall look at personal selling as a method of attracting customers. A personal seller is a person who meets the potential clients in order to inform them about products and services and persuade them to buy. 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. Inside sales are also known as virtual sales or remote sales. In inside sales, you are going to meet the following terms.
The first term uses in inside sales is cold calling. The act of calling a potential customer while you have limited information about him/her is known as cold calling. In cold calling, predictive dialers are used in order to identify the leads who are not busy or disconnected. In order for a sales rep to meet the number of calls assigned in a day, he/she is supposed to use cold calling.
Call center software is another term mainly used in inside sales. The call center software has a lot of uses. 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 third term found in inside sales is customer success rep. The work of the customer success rep is to make sure all the clients are retained. The customer success rep ensures that the customers are satisfied with the products and services which are offered.
In inside sales you will meet the term pipeline call. Pipeline calls are calls which are used in contacting a potential customer, making the potential customer to be a real customer and ensuring the customer is satisfied with the products and services he/she has received.
The fourth term commonly used in inside sales is CTI. CTI is the abbreviation of the term Computer Telephony Integration. Computer Telephony Integration is needed so as the telephones to work with the computers. The main uses of CTI are; phone controlling, call transferring, screen popping and automatic dialing.
In inside sales, you shall meet the word lead response time. The total time taken by a sales rep to follow up on a client who called or contacted the organization is known as the lead response time. The best organization have a lower lead response time.
Sales engagement is another term commonly used in inside sales. The phone conversation or online conversation between the sales representative and the customer is referred to as the sales engagement. Sales engagement is used in determining whether the sales rep is effective in his/her job.