Inside sales is the process of prospecting, nurturing and converting leads into customers remotely, instead of face-to-face. Over the past decade, inside sales has come to be the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. Inside sales reps remotely work with their potential customers to guide them through the sales process, ensuring they find an adequate product or service that helps the customer solve their problem.
Since inside sales reps typically don't meet with prospects face-to-face, they must-have tools like phones, email, video, CRM software, and virtual meetings to connect with potential customers. Their schedule is more predictable, and they often have a target for the number of activities they accomplish each day (e.g., number of calls, meetings booked, proposals sent).
Inside Sales vs Outside Sales:
Inside sales reps often sell remotely, typically from an office. And outside sales reps meet and attempt to close their prospects face-to-face.
Here are a few advantages that the inside sales model offers over an outside sales model:
- It is cost-efficient
- Offer reps tool to increase productivity
- Less time to complete a sale cycle.