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Inside Sales Software


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Infusionsoft logo
 
Infusionsoft is a cloud-based sales and marketing solution that offers Customer Relationship Management (CRM), Marketing Automation and E-Commerce functionalities in one suite that helps small businesses across various industries deliver... Read More
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Infusionsoft is a cloud-based sales and marketing solution that offers Customer Relationship Management (CRM), Marketing Automation and E-Commerce functionalities in one suite that helps small businesses across various industries deliver... Read More
 
amoCRM logo
 
AmoCRM is a cloud-based customer relationship management solution that helps users manage the sales pipeline. Users can receive feedback and reports about the performance of salespersons. The solution offers lead scoring and nurturing,... Read More
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AmoCRM is a cloud-based customer relationship management solution that helps users manage the sales pipeline. Users can receive feedback and reports about the performance of salespersons. The solution offers lead scoring and nurturing,... Read More
 
HubSpot CRM logo
 
With its cloud-based, customer relationship management platform, HubSpot helps companies of all sizes track and nurture leads and analyze business metrics. HubSpot is suitable for any B2B or B2C business in a variety of segments, including... Read More
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With its cloud-based, customer relationship management platform, HubSpot helps companies of all sizes track and nurture leads and analyze business metrics. HubSpot is suitable for any B2B or B2C business in a variety of segments, including... Read More
 
ProsperWorks CRM logo
 
ProsperWorks is a cloud-based customer relationship management tool that gives users complete views of their customers. The program is applicable to any industry, including advertising, distribution and real estate. The ProsperWorks... Read More
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ProsperWorks is a cloud-based customer relationship management tool that gives users complete views of their customers. The program is applicable to any industry, including advertising, distribution and real estate. The ProsperWorks... Read More
 
NetSuite logo
 
NetSuite CRM+ is a cloud-based customer relationship management (CRM) solution for small and midsize organizations. NetSuite caters to thousands of customers across a wide range of industries including wholesale distribution, manufacturing,... Read More
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NetSuite CRM+ is a cloud-based customer relationship management (CRM) solution for small and midsize organizations. NetSuite caters to thousands of customers across a wide range of industries including wholesale distribution, manufacturing,... Read More

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FreeAgent CRM logo
 
FreeAgent CRM is a cloud-based customer relationship management (CRM) solution for sales and marketing teams in small and midsize businesses. The solution enables users to manage leads, contacts, emails and calls, accounts and deals,... Read More
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FreeAgent CRM is a cloud-based customer relationship management (CRM) solution for sales and marketing teams in small and midsize businesses. The solution enables users to manage leads, contacts, emails and calls, accounts and deals,... Read More
 
Base logo
 
Base CRM is the web and mobile-based customer relationship management (CRM) application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere. Base CRM features... Read More
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Base CRM is the web and mobile-based customer relationship management (CRM) application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere. Base CRM features... Read More
 
Pipeliner CRM logo
 
Pipeliner CRM is an end-to-end customer management system that provides better visibility and transparency into the entire sales process. It is a web-based system that is both Mac and Windows compatible, as well as offering an app... Read More
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Pipeliner CRM is an end-to-end customer management system that provides better visibility and transparency into the entire sales process. It is a web-based system that is both Mac and Windows compatible, as well as offering an app... Read More
 
Chime logo
 
Chime is a marketing and customer relationship management (CRM) suite designed for small and midsize real estate businesses. Chime provides team management features, lead and customer management and content management. Chime sends... Read More
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Chime is a marketing and customer relationship management (CRM) suite designed for small and midsize real estate businesses. Chime provides team management features, lead and customer management and content management. Chime sends... Read More
 
Claritysoft logo
 
Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM within... Read More
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Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM within... Read More

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Apptivo logo
 
Apptivo is a cloud-based suite of applications designed to help small businesses manage a range of functions including financials, human resources and supply chain management. Apptivo’s customer relationship management (CRM) applications... Read More
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Apptivo is a cloud-based suite of applications designed to help small businesses manage a range of functions including financials, human resources and supply chain management. Apptivo’s customer relationship management (CRM) applications... Read More
 
LeadMaster logo
 
LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship management,... Read More
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LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship management,... Read More
 
BNTouch Mortgage CRM logo
 
BNTouch Mortgage CRM is a mortgage-specific CRM system that offers mortgage brokers and bankers alike a solution featuring marketing automation capabilities. The software offers features for each step of the mortgage process, from... Read More
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BNTouch Mortgage CRM is a mortgage-specific CRM system that offers mortgage brokers and bankers alike a solution featuring marketing automation capabilities. The software offers features for each step of the mortgage process, from... Read More
 
Spiro logo
 
Spiro is an artificial intelligence (AI) enabled customer relationship management (CRM) solution offering features like contact management, sales pipeline management, lead distribution, opportunity tracking, reporting and more. It... Read More
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Spiro is an artificial intelligence (AI) enabled customer relationship management (CRM) solution offering features like contact management, sales pipeline management, lead distribution, opportunity tracking, reporting and more. It... Read More
 
BoomTown logo
 
Boomtown provides marketing and sales automation solutions for the real estate industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. The... Read More
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Boomtown provides marketing and sales automation solutions for the real estate industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. The... Read More

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Firepoint logo
 
Firepoint is a cloud-based lead generation and business management solution that caters to small and midsize businesses in the real estate industry. It helps users manage leads, track team activities and report key metrics. Firepoint... Read More
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Firepoint is a cloud-based lead generation and business management solution that caters to small and midsize businesses in the real estate industry. It helps users manage leads, track team activities and report key metrics. Firepoint... Read More
 
OnContact CRM logo
 
OnContact CRM is a mid-market customer relationship management (CRM) solution that can be deployed on-premise or in the cloud. OnContact includes complete sales automation, marketing automation, customer service and contact center... Read More
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OnContact CRM is a mid-market customer relationship management (CRM) solution that can be deployed on-premise or in the cloud. OnContact includes complete sales automation, marketing automation, customer service and contact center... Read More
 
SalesOutlook CRM logo
 
SalesOutlook CRM is a comprehensive customer relationship management (CRM) and email marketing system that embeds into Microsoft Outlook. SalesOutlook CRM automatically syncs all customer data at one place. All files and email correspondence... Read More
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SalesOutlook CRM is a comprehensive customer relationship management (CRM) and email marketing system that embeds into Microsoft Outlook. SalesOutlook CRM automatically syncs all customer data at one place. All files and email correspondence... Read More
 
ResultsCRM logo
 
ResultsCRM is a software solution designed for small and midsize enterprise customers. It offers sales automation, project management, service orders and billing management within the suite. It is available for both Web-based and on-premise... Read More
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ResultsCRM is a software solution designed for small and midsize enterprise customers. It offers sales automation, project management, service orders and billing management within the suite. It is available for both Web-based and on-premise... Read More
 
Hatchbuck logo
 
Hatchbuck is a sales and marketing solution designed for small to midsize businesses. The integrated solution offers combined sales automation, marketing automation and email marketing features. Hatchbuck is a good fit for a wide range... Read More
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Hatchbuck is a sales and marketing solution designed for small to midsize businesses. The integrated solution offers combined sales automation, marketing automation and email marketing features. Hatchbuck is a good fit for a wide range... Read More
 

Buyer's Guide

by Andrew Friedenthal,
Market Research Associate
Last Updated: July 19, 2018


Inside sales software contains a wide variety of applications, drawing from a very diverse group of more traditional software platforms. For example, inside sales software functionality has crossover with:

And these days, many vendors are even throwing some artificial intelligence into the mix! As you've probably guessed by now—or may have already learned before arriving here—finding the right inside sales software for your organization's specific needs and goals can be very challenging. We've created this Buyer's Guide to help you make the right choice. In this Buyer's Guide we discuss:

What Is Inside Sales?
What Is Inside Sales Software?
Common Features of Inside Sales Software
Market Trends to Understand

What Is Inside Sales?

Inside sales refers to sales processes in which the seller contacts sales prospects from inside the seller's offices. It's defined in contrast to outside sales in which the seller travels to meet the sales prospects where they work, in their offices or wherever they conduct their business.

These days, inside sales is far more common and the distinction seems a bit outdated. Digital communication tools are so prevalent and so efficient, that outside sales is typically only used in a handful of niche industries.

For example, pharmaceutical sales still relies on the outside sales model, as pharmaceutical sales representatives often have more luck meeting up with healthcare professionals (doctors, nurses, hospital administrators) in their workplaces.

Inside sales is the preferred model for a majority of digital businesses. Software and IT solutions companies, digital services and a majority of B2B sellers rely on the inside sales model.

What Is Inside Sales Software?

Inside sales departments rely on phone, email, live chat or other remote communication tools to reach their sales prospects. Each of those communication tools can be a standalone application or part of a suite of integrated tools. These make up one half of the collection of tools provided by inside sales software.

Inside sales representatives also need to know who to reach out to, who those contacts are and any information related to their sales prospects, for example the origin of the lead, any previous communications and sales history. Again, this information can be provided by a standalone tool—lead scoring software, for example—or as a collection of integrated tools.

Together, these two families of IT solutions make up the bulk of inside sales software. The exact mix of tools included varies by vendor and the target industry. In the following section we outline a variety of these common tools and features.

The Salesfusion dashboard provides an overview of prospects, open and closed sales

Dashboard in Salesfusion giving overview of prospects, open and closed sales

Common Features of Inside Sales Software

Dialers and call handling Handle the frontend telephony functions, like placing calls, putting calls on hold and transferring calls. They need to be combined with a business telephony system, which can be standalone or integrated.
Presence tools Monitor the activity of individual sales reps and report their availability status to others in the office.
Playbooks/scripting tools Playbooks define sales process workflows and progression. Scripting tools help prompt salespeople while engaged with prospects on the phone.
Email templates Provide a selection of pre-configured response and outreach emails. They are customizable and can be used with auto follow-up tools and combined with other triggers.
Auto follow-up Automatically send emails based on a variety of triggers, for example after first contact, whenever new information is sent or received or any variety of interactions.
Live chat tools Provide a text-based real-time communication channel, usually integrated with a company's website. Live chat tools increase engagement and lower the barrier to first contact.
Social listening Social listening tools help monitor a company's social channels, such as Facebook and Twitter accounts, and alert the sales team when they spot pre-programmed indicators of interest.
Contact lists and histories Provides basic contact management functionality within the inside sales platform. History records are maintained automatically and can be used for secondary outreach and to find upselling opportunities.
Contact/lead scoring Helps high-volume sales departments organize their sales prospects and existing clients based on their expected and or historical value to the company.
Appointment setting/augmentation These provide basic calendaring functionality, sometimes with client-facing, public calendars showing salesperson availability. Appointment augmentation tools can suggest, provide related content and materials.
Content engagement/email tracking Monitor the use and access of sales materials by clients and sales prospects. Email tracking tools can monitor which emails are opened, helping improve engagement.
Coaching/training Helps onboard new sales representatives, letting them get up to speed while working together with managers or senior staff.
Predictive analytics These tools analyze historical data to predict future recommended actions. Predictive dialers, for example, help determine which prospect numbers to dial or which leads should be contacted first.

Market Trends to Understand

Inside sales platforms are advertising artificial intelligence and machine learning tools with increasing regularity. However, in practice, these tools are still in their infancy and buyers should beware that they don't overspend on marketing hype.

Predictive analytics tools are the main real-world use of advanced machine learning technology in most inside sales platforms. These tools take the form of applications such as:

  • Predictive dialers that try to match the pace of agent availability with the outbound calling queue. The goal of this machine learning tool is to maximize sales representative's use of time on the phone without making prospects wait too long.
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  • Playbook management, which helps guide sales representatives by suggesting the next best action (e.g., phone call, email or to send marketing materials) based on how well those actions have performed in the past with comparable prospects.
 

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