What Does an Inside Sales Rep Do?

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Account Executive (AE): Generally used in enterprise or B2B organizations, account executives are responsible for turning qualified leads into customers. They tend to have more in-depth and product-related conversations, such as sales demos or presentations. They may work with accounts for months or years, servicing the customer in some capacity (and looking for expansion revenue opportunities), especially for B2B companies.
Inside Sales Representatives: Inside sales reps tend to have a broader role, including lead generation and closing deals. They may use a mix of both inbound and outbound sales strategies.
Customer Success Managers (CSM): While not exclusively a sales role, a CSM typically comes in at the end of the sale process to finalize the deal and work with customers over time to cross-sell, upsell, and prevent customer churn. They’re most common in large companies and SaaS organizations.
Inside Sales Manager: This position oversees and leads a team czech republic telegram data of inside sales representatives and is responsible for setting sales targets, tracking quotas, leading sales training, and optimizing the sales process.
Other common terms used to describe inside sales reps include account managers (similar to account executives) and sales enablement reps who support the sales process

While the exact sales process always varies by company (and industry), in general, inside sales reps will:

Use the sales tools in their tech stack to gather leads and prospects.
Qualify leads using B2B databases, social media sites like LinkedIn, and their own connections.
Find decision-makers at that company and authentically connect with them.
Use their communication skills to build relationships with prospects through email, video, and phone calls.
Use templates and automation tools to nurture those leads through the sales funnel.
Collaborate virtually with leads via video conferencing, email, and other digital channels.
Collaborate with other teams, including customer support and marketing, to ensure customer support throughout each step of the sales process.
Overcome objections prospects have, negotiate, and discuss pricing.
Close sales, often without ever meeting their prospect in person.
Here’s an example of what an inside sales rep’s average day might look like: