[Marketing Terms] What is Inside Sales?


Inside sales means sales  done remotely or virtually.  It can be referred to as the selling over phone or the web without traveling to the customer’s destination or see the customer or the prospects face to face.

The term inside sales was first coined by B2B companies to differentiate the concept of more complex high touch phone-based B2B selling practice from mere telemarketing in UK. For B2B companies, the new inside sales meant to generate leads for their outside sales team who are responsible to close the sale by meeting the prospect face to face. What differentiates inside sales from telemarketing is that in latter, the one time calls are scripted and targeted at small business transactions, whereas in inside sales calls are not scripted and it require multiple interactions and could target large transaction sales too.

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