What is Inside Sales? What would an Inside Sales Expert site be without a definition of Inside Sales right? Kevin Gaither answers the question “What is Inside Sales?”

Inside Sales is selling a B2B or B2C product or service in a remote or virtual fashion. This isn’t just selling over the phone any more. This can be also be selling through web demonstrations (GotoMeeting, WebEx, Join.me, etc.), or email or through Social Media. Usually this is coupled with a High Velocity or Transactional sales model but not always.

Inside Sales can also encompass PARTS of the sales process. It can include:

  • Lead Qualification (Inbound Marketing generated leads)
  • Lead Generation (Outbound Prospected leads)
  • Closing (the qualified lead is passed to this person to book the sale)
  • Account Management or Customer Success Management (very popular in SaaS sales models where all post sales activities like servicing, retention and upselling is handled by a separate person.