Major Terms in Inside Sales and Their Meaning
Nowadays, marketing has been simplified by modern marketing methods. We shall focus on personal selling in this article. 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. 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.
In inside calling, you will be going to meet the term cold calling. The process of making a call to a potential customer who is new to you 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. There are many applications of call center software. Some uses of call center software are; monitoring of calls, dialing, recording of calls and managing calls, emails and SMS. 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 other term you will going to meet 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.
The other term used in inside sales is pipeline calls. 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. CTI is the abbreviation of the term Computer Telephony Integration. Computer Telephony Integration facilitates the telephones and computers to work together. Some uses of CTI are; screen popping and automatic dialing of numbers.
Lead response time is another term used in inside sales. 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. The conversation between the customer and the sales rep is known as the sales engagement. The sales rep are rated according to the sales engagement.