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What is 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 man... read moreShowing 1 - 20 of 136 products
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Pipedrive
Pipedrive
FrontRunners 2022
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
contactSPACE
contactSPACE
contactSPACE is a cloud-based callcenter solution which helps small to large-sized organizations manage contacts and track agent performance. Its key features include dynamic call adaption, voice recording, call prioritization, ro...Read more about contactSPACE
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
Squaretalk
Squaretalk
Squaretalk is a cost-effective, scalable, and simple-to-use cloud communications platform that gives your sales and support teams tremendous tools to boost efficiency and productivity. Your sales and support representatives will ...Read more about Squaretalk
Salesflare
Salesflare
Salesflare is an intelligent CRM and email outreach platform used by thousands of small and medium-sized B2B businesses, who want to sell more with less work. It automates the data entry user would normally have in a CRM by g...Read more about Salesflare
EngageBay
EngageBay
FrontRunners 2022
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
Freshsales
Freshsales
FrontRunners 2022
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
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
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
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
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
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
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
Salesmate
Salesmate
Salesmate is a cloud-based customer relationship management (CRM) solution that caters to small and midsize businesses across various industries. Key features include contact management, sales pipeline management, email marketing ...Read more about Salesmate
TenFold
TenFold
Tenfold is a computer-telephony integration (CTI) solution that integrates Salesforce and Microsoft Dynamics CRM with most major phone systems. Tenfold delivers CTI features like click-to-call, automatic call logging and call...Read more about TenFold
TeamGram
TeamGram
TeamGram is a cloud-based integrated customer relationship management (CRM), quotation, proposal and sales management solution that helps businesses manage their workflows and sales cycle. TeamGram offers CRM capabilities tha...Read more about TeamGram
Popular Inside Sales Software Comparisons
Buyers Guide
Last Updated: November 22, 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:
- 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?
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.
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.