Today, there are various methods used in marketing products and services and reaching out to the customers. One of the best marketing methods is personal selling. 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. A sales representative communicates with the customers by the use of calls or online methods instead of meeting them. The other name of inside selling is virtual selling. 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. 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.
In inside sales, you are going to meet the word call center software. A call center software has a lot of functions. Some uses of call center software are; recording calls, dialing, monitoring of calls, integration, interactive voice responding and managing calls and chats. 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.
Customer success rep is another term commonly used in inside sales. 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.
Pipeline call is another term mainly used in inside sales. A group of calls made to a potential customer in order to ensure he/she becomes a lead are known as pipeline calls.
Another term you are going to meet in inside sales is CTI. The short form of Computer Telephony Integration is CTI. Computer Telephony Integration is needed so as the telephones to work with the computers. Some uses of CTI are; screen popping and automatic dialing of numbers.
Lead response time is another term used in inside sales. 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.
Another 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.