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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
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
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
Velocify
Velocify
Velocify is a cloud-based lead management solution that is designed for mortgage brokers, educational institutions and insurance organizations. The solution offers different types of sales products which are velocify pulse, veloci...Read more about Velocify
ClickPoint
ClickPoint
SalesExec is a cloud-based sales automation, call center, and inside sales lead management solution that helps salespeople reach and connect with more prospects and leads. SalesExec captures both inbound phone calls and web leads,...Read more about ClickPoint
Kommo
Kommo
Kommo is a multifunctional CRM that excels at taking the conversation with your customers to the next level. With messengers, the connection is personal. All major messenger platforms are supported. You can create your own chatbot...Read more about Kommo
VanillaSoft
VanillaSoft
VanillaSoft is a cloud-based sales management solution that combines features for CRM, lead management and telemarketing which helps sales teams in businesses manage their daily operations. VanillaSoft uses a queue-based sorting...Read more about VanillaSoft
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
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
Spotler CRM
Spotler CRM
Spotler CRM 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 integrations - so...Read more about Spotler CRM
OnePageCRM
OnePageCRM
OnePageCRM is a simple contact management tool. While it has all the usual features of a customer relationship management (CRM) system, OnePageCRM is mostly known for its simplicity and unique to-do list functionality. You can u...Read more about OnePageCRM
Ring.io
Ring.io
Ringio is a cloud-based call center management solution that features a CRM dialer, call routing, analytics and more. It’s used by sales teams in many industries such as healthcare, media, non-profit and banking. The system c...Read more about Ring.io
Datanyze
Datanyze
Datanyze is a cloud-based sales intelligence and lead generation solution that enables organizations to generate sales prospects. The solution's "Alerts" module creates customized alerts for partners and competitors to monitor the...Read more about Datanyze
RAYNET CRM
RAYNET CRM
Simplify your CRM. All contacts, deals, your calendar, your sales pipeline analysis –? all in one place. Perfectly organized data that simplify your work and give you a thorough overview of your business. RAYNET CRM helps your ...Read more about RAYNET CRM
Inside Sales Box
Inside Sales Box
Inside Sales Box is a cloud-based customer relationship management (CRM) solution suitable for all businesses that handle B2B sales. Inside Sales Box is a sales automation tool that enables users to set up automatic workflows...Read more about Inside Sales Box
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
Reply
Reply
Reply is the AI-first sales engagement platform that helps SDR teams find new prospects, engage them through multiple channels, and create new opportunities at scale while keeping every touchpoint personal. From building targeted...Read more about Reply
Lucep
Lucep
Lucep is a cloud-based customer relationship management (CRM) tool suitable for businesses of all sizes. The Lucep on-site widget helps enable client outreach and lead conversion. Lucep’s two-part click to call system can ale...Read more about Lucep
Efficy CRM
Efficy CRM
At last, a CRM solution that truly adapts to your needs! Our mission is to help each company or organisation succeed by helping it to transform its customer data into customer knowledge while simplifying the work of its employees...Read more about Efficy CRM
Front
Front
Front is a customer operations platform that enables support, sales, and account management teams to deliver exceptional service at scale. Front streamlines customer communication by combining the efficiency of a help desk and the...Read more about Front
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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.