An inside sales representative or an insides sales representative is a salesperson based in an office or remotely. It is their responsibility to generate product/service interest by following up on inbound leads or performing cold outreach to engage net-new prospects. It is not always the responsibility of the rep to physically close business, but to pass warm, qualified selling opportunities over to the appropriate account executive. Inside sales representatives sell products and services remotely instead of meeting with customers in person.

Communication tools

Our guide will define and compare inside vs. outside sales so your sales teams are equipped with the tools to build a loyal customer base for your brand. Telemarketing, or telesales, involves selling over the phone or by email, often using cold calls, and is one aspect of inside sales. According to the Bureau of Labor Statistics, sales occupations in general should experience no employment growth or decline between 2021 and 2031. But many workers are expected to leave their jobs, providing opportunities for aspiring inside sales representatives to build their careers. Inside sales teams can also contact many prospects at a fraction of the cost of typical outside sales with newer technology and methods.

Account managers often bridge the gap between sales and customer success, leading cross-sell and upsell motions as well as promoting customer retention. Today, businesses are waging a real war of customer acquisition to achieve their goals. Inbound sales and outbound sales strategies are increasingly being used to achieve this.

Sales training content that improves performance

Beware of self-serving motivations and environmental distractions — all of which hinder active listening. Anchoring is the natural tendency to give too much weight to assumptions. However, effective sellers make the effort to remain aware of their assumptions. Sellers with a high level of self-perception know which characteristics of the consultative model require more of their attention.

Lower cost per sale

As mentioned earlier, Inside Sales brings together several divisions within the same team, where each is responsible for one or more stages of the sales cycle. This offers a more global vision of customer support in the sales funnel. You clearly don’t want to waste time typing the same email over and over again.

1. Moreover, the concept of floating ideas is possible due to feedback.
2. After five years in inside sales, reps can become sales executives and eventually pursue a sales manager role.
3. Since they need to visit their leads in person, outside salespeople will favor leads that are geographically closer to them.
4. In doing so, they prevent the error of missing or dismissing valuable information from the customer that might be critical to the sale.

A strong ability to create relationships

1. However, there are certain tools nearly all inside sales reps need to achieve their sales quota.
2. In the relatively short interaction of a sales call, a customer is likely to form a quick positive or negative impression.
3. However, effective sellers make the effort to remain aware of their assumptions.
4. The first 3 positions are generally the ones you will be most exposed to as an entry-level salesperson.

With Zendesk, sales process automation tools allow you to build email sequences that send personalized communication during mass outreach. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy.

The Power of Outsourced Inside Sales: Your Ultimate Lead Generation and Nurturing Hack

A hybrid model combines the best of both worlds, utilizing multiple digital channels and in-person interactions. This customer-centric strategy takes the inside sales benefits of reaching more buyers while applying the outside sales mindset to building relationships. An example of inside sales is connecting with prospects over digital channels to build relationships and cultivate sales.

Consider the following advantages and disadvantages to determine whether an inside sales experience is the right fit for you. Deciding which sales model to adopt for your business isn’t as straightforward as it used to be. Evolving technology means customers are no longer limited to shopping locally. Buyers are just a few clicks away from purchasing a product from a small business on the other side of what is inside sales the globe.

Typically, the inside sales team has several different roles, each responsible for a different stage of the sales process. We’ll examine the difference between inside and outside sales later. Account executives may be divided by region or by segment with, many B2B organizations having small business) and enterprise account executives. Many are also split by territories, such as having a sales team dedicated to EMEA (Europe, Middle East, and Africa). To be able to sell a product well, you need to have a high level of understanding of the inner and outer workings of what you are selling. If prospects feel that you understand their concerns and can provide something of value, even if it is just information — then they are more likely to continue the relationship.

However, the steps in the inside sales process are virtually the same. To be clear, not all inside sales teams use this structure, but it differs from outbound teams, where generally, one (or possibly two) salespeople manage the process from start to finish. Whether you’re looking to shift your career or decide if building an inside sales team is right for your business, you’ll want to understand the different roles of an inside sales team. Remember, the structure of your sales team may look different depending on your company and stage of growth.

This increase in productivity means that companies can get more done in less time, ultimately saving money. CRM software like Zendesk Sell plugs into your tech stack so you can start using it without learning a whole new system. It also features an app marketplace to connect apps and integrations to supercharge your platform with a few simple clicks. Create an engaging sales pitch to pack your pipeline with high-quality leads with our free sales pitch templates. Agents can communicate via live methods like sales calls or live chat, or asynchronously through online forms, messaging, or SMS. Outside sales uses in-person techniques such as meeting clients face-to-face, knocking on doors, or setting up physical booths at conventions or conferences.