Terms You Must Come Across in Inside Sales
Of late, better and cheaper means of marketing goods and services have been invented. In this article we shall look at personal selling as a method of attracting customers. 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. There are many terms used in inside sales and the following are some of the terms and their meaning.
The first term uses in inside sales is 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.
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.
Customer success rep is another term commonly used in inside sales. 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.
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.
The fourth term commonly used in inside sales is CTI. Computer Telephony Integration is abbreviated as CTI. 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.
The last common term used in inside sales is sales engagement. The phone conversation or online conversation between the sales representative and the customer is referred to as the sales engagement. Sales engagement is used in determining whether the sales rep is effective in his/her job.