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 moves to areas where there are many potential customers in order to meet them and persuade them to buy the good and services. 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. The other name of inside selling is virtual selling. There are many terms used in inside sales and the following are some of the terms and their meaning.
Cold calling is a common term in inside sales. 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. 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. There are many applications of call center software. 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 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.
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.
CTI is another term common in inside sales. 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.
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. Its good to cut down the lead response time.
Another term used in inside sales is sales engagement. The conversation between the customer and the sales rep is known as the sales engagement. Sales engagement is used in determining whether the sales rep is effective in his/her job.