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Salesforce Sales Cloud
Salesforce Sales Cloud
Grow your revenue and profits with intelligent sales automation with Sales Cloud. Help every rep be more efficient. Close more deals. Collect cash faster. Boost growth and profit with intelligent automation and integrated tools fr...Read more about Salesforce Sales Cloud
Less Annoying CRM
Less Annoying CRM
Less Annoying CRM is a customer relationship management solution built for small businesses. It offers cloud-based deployment, various configuration options and a dashboard that provides an overview of contact information, project...Read more about Less Annoying CRM
FreeAgent CRM
FreeAgent CRM
FreeAgent CRM is a fully-featured CRM that helps your team get organized, gain visibility into day-to-day work, and get more done with a powerful, easy-to-use sales platform your sales team will actually love. Work smarter and f...Read more about FreeAgent CRM
LeadSquared
LeadSquared
LeadSquared is a cloud-based marketing automation and customer relationship management (CRM) solution for businesses of all sizes. It serves clients in industries such as finance, e-commerce, education, health and wellness, market...Read more about LeadSquared
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Talk with us for a free
15-minute consultationSoftware Advice is free because vendors pay us when they receive sales opportunities.
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Tell us more about your business and an advisor will reach out with a list of software recommendations customized for your specific needs.
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Close
Close
Close is the sales engagement CRM designed to help SMBs turn more leads into revenue. At Close, were dedicated to the business of the future: smart, agile teams who work remotely. If you're a tech-enabled team who needs to scale w...Read more about Close
monday sales CRM
monday sales CRM
Built on top of monday.com Work OS, monday sales CRM is a no-code, customizable solution that empowers managers and sales teams to take control of their entire sales cycle - from lead capturing and sales pipeline management to pos...Read more about monday sales CRM
Freshsales
Freshsales
Freshsales is a salesforce automation solution that enables businesses of all sizes to streamline lead management, client interaction, marketing insights, customer relationship management and other operations. The platform enables...Read more about Freshsales
Pipedrive
Pipedrive
Pipedrive is a web-based Sales CRM and pipeline management solution that enables businesses to plan their sales activities and monitor deals. Built using activity-based selling methodology, Pipedrive streamlines every action invol...Read more about Pipedrive
Bitrix24
Bitrix24
Bitrix24 is an online workspace for small, medium, and large businesses. It features over 35 cross-integrated tools, including CRM, tasks, Kanban board, Gantt chart, messenger, video calls, file storage, workflow automation, and m...Read more about Bitrix24
Apptivo
Apptivo
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) app...Read more about Apptivo
EngageBay CRM
EngageBay CRM
EngageBay is an integrated marketing, sales, support and CRM solution designed to help small to midsize enterprises acquire, engage and convert website visitors into customers. The cloud-based platform lets businesses use marketin...Read more about EngageBay CRM
Gong.io
Gong.io
Gong's Revenue Intelligence platform captures your customer interactions across phone, web conferencing, and email, understands what was said in these interactions, and delivers insights to help your team win more deals. Learn ho...Read more about Gong.io
eWay-CRM
eWay-CRM
CRM tools within e-Way CRM are integrated with Outlook, allowing for further use and expansion of the system. With this software, marketing is done easily and efficiently because it can assist in creating strategic plans, sending ...Read more about eWay-CRM
Dialpad
Dialpad
Dialpad is an AI-powered cloud communication platform and business phone system that provides organizations with the latest in VoIP telephony technology to keep teams connected and productive. The platform comprises three integrat...Read more about Dialpad
Really Simple Systems CRM
Really Simple Systems CRM
Really Simple Systems is an easy to use cloud CRM system designed for small and mid-sized organizations, yet also perfect for larger teams. There’s a customizable Sales CRM, plus options for Marketing and Service tools and integra...Read more about Really Simple Systems CRM
Lusha
Lusha
Lusha is a lead generation platform, which helps sales representatives, recruitment managers and marketers in businesses of all sizes find contact details of prospects to reach out and generate leads. The software allows managers ...Read more about Lusha
ExecVision
ExecVision
ExecVision is a cloud-based conversation intelligence platform that helps organizations train sales teams and monitor performance. It is primarily designed to transcribe calls and provide managers key metrics. Firms can use t...Read more about ExecVision
Apollo
Apollo
Apollo is an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue. Sellers and marketers use Apollo to discover more customers in market, connect with contacts, and establish a mod...Read more about Apollo
Clari Copilot
Clari Copilot
Clari Copilot turns your revenue team into serial closers by helping them win every revenue-critical moment. With Clari Copilot’s conversation intelligence platform, reps and managers have everything they need to compete fiercel...Read more about Clari Copilot
Outreach
Outreach
Outreach is the largest and fastest-growing sales execution platform provider that helps companies dramatically increase productivity and drive smarter, more insightful engagement with their customers. Outreach is the only solutio...Read more about Outreach
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Buyers Guide
Last Updated: March 16, 2023Inside 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:
General purpose CRM software,
Sales force automation software,
Contact management and lead management software,
Call center software,
Predictive dialers and more.
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 Software?
Common Features of Inside Sales Software
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.
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. |
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.
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.