Inside Sales Software

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:

  • • General purpose CRM software,
  • • Sales force automation software,
  • • Contact management and lead management software,
  • • Call center software,
  • • Predictive dialers and more.

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Showing 1 - 20 of 118 products
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Showing 1 - 20 of 118 products

Zendesk Sell

Zendesk Sell (formerly Base) is the web and mobile-based customer relationship management application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere. Th...Read more

4.28 (137 reviews)

101 recommendations

Salesforce Sales Cloud

The Salesforce Sales Cloud is an on-demand CRM platform offering applications for small, midsize, and enterprise organizations, with a focus on sales and customer relationships. This Salesforce platform has CRM capabilities tha...Read more

4.37 (16949 reviews)

28 recommendations

Less Annoying CRM

Less Annoying CRM is a customer relationship management solution that caters to the needs of small businesses. It offers cloud-based deployment, various configuration options and a dashboard that provides an overview of contact in...Read more

4.78 (496 reviews)

27 recommendations

FreeAgent CRM

FreeAgent is a complete CRM platform and robust work management system. FreeAgent helps teams get everything in one place, work more collaboratively to get more done, and track and improve performance. Whether it’s a deal, a proje...Read more

4.65 (71 reviews)

21 recommendations

Outplay

Outplay is a cloud-based sales enablement solution that helps enterprises interact with the target audience and gain visibility into various business metrics to increase revenue and growth. The software lets sales teams view, moni...Read more

4.78 (41 reviews)

9 recommendations

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

4.44 (363 reviews)

3 recommendations

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

4.58 (491 reviews)

2 recommendations

PriceDemo

ClickPoint

ClickPoint is cloud-based sales force automation, call center, and inside sales lead management solution that helps salespeople reach and connect with more prospects and leads. ClickPoint captures both inbound phone calls and web ...Read more

No reviews yet

2 recommendations

PriceDemo

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

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

Software pricing tips

Read our Inside Sales Software Buyers Guide

Subscription models

  • Per employee/per month: This model allows you to pay a monthly fee for each of your employees.
  • Per user/per month: Users pay a monthly fee for users—normally administrative users—rather than all employees.

Perpetual license

  • This involves paying an upfront sum for the license to own the software and use it indefinitely.
  • This is the more traditional model and is most common with on-premise applications and with larger businesses.

Rated best value for money

Bitrix24

Bitrix24 is a client management solution that provides a platform for businesses to organize and track interactions with potential or existing clients and partners. The software allows users to log and manage client interactions, ...Read more

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

PriceDemo

Dialpad

For quickly growing businesses looking to efficiently scale their support teams, Dialpad provides a cloud-based call center with access to real-time customer insights. Dialpad allows users to onboard quickly and focus on deliverin...Read more

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

PriceDemo

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

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

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

PriceDemo

Velocify

An ideal sales automation solution for insurance, financial and educational entities, particularly those that primarily use telephone- and email-based sales techniques, Velocify has quickly amassed more than 5,000 customers. ...Read more

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

PriceDemo

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

Buyers Guide

Last Updated: May 23, 2022

 

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.
  •  
  • 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.