What is Inside Sales?

The definition of inside sales describes a sales process in which reps are primarily selling remotely, rather than traveling in person to see customers. In contrast to telemarketers, inside sales reps are highly trained to answer industry specific questions, technical questions about products that sell and solve specific customer pain points. Inside sales often involves high-touch sales, following up with prospects several times during a sales cycle. Some of the key roles of an inside sales rep might include lead qualification, conducting product demos, discussing value propositions and ensuring that customers are well-taken care of after a sale. In order to be competitive, inside sales reps often adopt dialers and other sales software solutions that help them make more calls each day as well as have more intelligent sales conversations.