Major Terms in Inside Sales and Their Meaning
Of late, better and cheaper means of marketing goods and services have been invented. One of the best marketing methods is personal selling. A personal seller moves to areas where there are many potential customers in order to meet them and persuade them to buy the good and services. Of late, many businesses are using inside selling instead of personal 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. 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. In cold calling, a sales representative calls a potential customer while having little or no information about the lead. 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. An organization can manage it call center using one software by the use of VoIP and other technologies.
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. In order to ensure customer retention, the customer success rep must make sure the products offered are effective.
In inside sales you will meet the term pipeline call. A group of calls made to a potential customer in order to ensure he/she becomes a lead are known as pipeline calls.
CTI is another term common in inside sales. The short form of Computer Telephony Integration is CTI. CTI is a technology which allows computers to work together with telephones. Some uses of CTI are; screen popping and automatic dialing of numbers.
In inside sales, you shall meet the word lead response time. The time which is used in following up on a client who had earlier called or emailed the business is known as the lead response time. The lead response time is supposed to be as minimum as possible.
Sales engagement is another term commonly used in inside sales. Sales engagement is a conversation which takes place between the sales representative and the buyer. The effective sales rep have perfect sales engagements.