Terms You Must Come Across in Inside Sales
Nowadays, marketing has been simplified by modern marketing methods. In this article we shall look at personal selling as a method of attracting customers. 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. Inside selling is the best way of personal selling. A sales representative communicates with the customers by the use of calls or online methods instead of meeting them. 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 order to reach a potential customer via cold calling, a predictive dialer is used. Cold calling are used in organizations where the sales representatives are required to make as many calls as possible in a day.
Call center software is another term mainly used in inside sales. 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. Today, it is possible for a business to manage its call center by the use of one software.
The third term found in inside sales is customer success rep. A customer success rep is a member of the inside sales team who facilitates customer retention. 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. A group of calls made to a potential customer in order to ensure he/she becomes a lead are known as pipeline calls.
The fourth term commonly used in inside sales is CTI. Computer Telephony Integration is abbreviated as CTI. CTI is a technology which allows computers to work together with telephones. 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.
Another term used in inside sales is sales engagement. Sales engagement is a conversation which takes place between the sales representative and the buyer. The effective sales rep have perfect sales engagements.