Definition
Professional sales conducted remotely, such as by telephone, can be conducted using the mode of trail generation, internal and external synergies or market specialization.
In detail
Inside Sales (ISS) refers to sales activities conducted remotely via phone, internet, etc., as opposed to face-to-face selling. It is often used for lead generation, customer maintenance, or coverage of market segments, reducing costs and improving efficiency. Compared to outside sales, ISS relies more on communication skills and system support. Outputs include sales leads, orders, or customer satisfaction data.
Example in practice
A B2B company, to cover small and medium-sized customers, establishes an inside sales team that conducts product pitches and follow-ups via phone and email. The team uses a CRM system to manage leads and regularly revisits existing customers. After three months, orders from small and medium customers increase, while sales costs are lower than traditional field sales. ISS helps the company expand market coverage.