What are inside sales?
Inside sales refers to the practice of selling products or services to customers without the need for in-person meetings or visits. Instead, inside sales representatives use various communication channels such as phone calls, emails, video conferencing, and online chats to connect with potential customers, build relationships, and close sales. These sales processes can be complemented with a partner-driven strategy to increase your reach.
Think about it this way: You’re a technology company with a new SaaS product. Your inside sales team would be responsible for reaching out to potential business customers by phone or email. But they could also help coordinate sales with your channel partners, say implementation consultants. This may involve educating those consultants about your product and helping them close deals with support, training, and marketing resources.
Inside sales is particularly well-suited for industries where the sales process can be successfully done through remote communication and where customers are comfortable making purchasing decisions without face-to-face interactions. It’s common in sectors like technology, software, telecommunications, business services, and B2B (business-to-business) sales.
Inside sales can be a cost-effective strategy, allowing you to support customers and partners regardless of geographic boundaries. However, its success depends on the ability of your inside sales team to build strong, lasting relationships, even without face-to-face interactions.