To borrow a line from Supreme Court Justice Potter Stewart:
I shall not attempt further to define Inside Sales...But I know it when I see it...
Such is the case for many when it comes to the umbrella term Inside Sales.
Inside Sales can & does mean different things within different organizations. It also goes by many different names (e.g. Account Development, Account Management, Business Development, Sales Development, etc.).
Here are a few definitions of Inside Sales from Executives, Managers & Thought Leaders. I hope you enjoy the perspectives.
What is Inside Sales?
Teleprospecting - This model uses inside resources to generate and qualify leads based on predefined definition of a qualified opportunity. Appointment setting is incorporated in teleprospecting.
Kathleen Maloney (Dir, Account Development at Endeca)
Inside Sales Reps are quota carrying and usually tasked with closing business for a specific product line or dollar amount. Inside Sales will move deals through the sales process to close using only the web & phone and without having face-to-face meetings.
Anne Fleischman (Inside Sales/Demand Generation at Kronos)
Measuring the prospects interest by setting a clear follow-up is a must in Inside Sales, in my experience.
Different from Field Sales as employees do not leave the physical location of the office, relying on phone & web-based technologies.
Does that sounds like Inside Sales in your view? A huge thanks to Kathleen & Anne for participating.But what do you think? How would you define Inside Sales?