How to Accelerate Sales with a Sales Engagement

A sales engagement model is a set of specific processes, strategies, and communication channels between the seller and the prospects that helps establish long-term professional relationships.

The Difference between Sales Enablement and Sales Engagement

Sales Enablement is a process of increasing sales by properly supporting and preparing your reps to improve job performance. Sales enablement involves providing your team with everything you need to efficiently close a deal including training, technologies, and communication tools. Sales Engagement platforms are about cultivating and optimizing customer interactions. The goal of sales engagement is to provide a quality, customer-centric experience according to your target audience’s interests and needs, and ultimately convert the leads into prospects.

A sales enablement strategy is the approach your business takes to provide sales with the resources they need to effectively sell, whereas a sales engagement strategy is a plan for creating an ongoing positive experience that helps to keep customers coming back to your products or services.

Sales Engagement Platforms

Sales engagement platforms help you to path effective sales engagement strategies by using emails, phone calls, social media, and other channels.

Generally, sales engagement platforms have the following

Workflow

These features help to scale your engagement strategy through email, outreach templates, and call scheduling.

Calling

These features help to boost productivity, such as call types and click-to-call.

Contacts

These features ensure that smart decisions are made regarding account-based selling through data management and account-based selling support.

Analytics

These features are critical to understanding how your business is performing through open rates and content engagement activity.

A Sales Engagement Platform vs. CRM

CRM (Customer Relationship Management) is typically used by all customer-facing teams, including sales, marketing, customer success, billing, technical support, and customer care. The CRM platform is a great place to contact leads and conduct lead management.

The integration of marketing automation and CRM has deepened the cooperation of marketing and sales, enables a better understanding of customer behavior, improves quality, and helps to save resources.

While both tools provide great value to the sales team, they must be used in a rightful manner. The sale engagement platform and CRM must be used simultaneously, using CRM without a sales engagement platform is inefficient. Together, they help with the efficiency and effectiveness of the sellers throughout the sales process.

Engaging in meaningful conversations is the future of selling, and standalone sales engagement tools make the process difficult. This is because your customer data is stored in a CRM, while your communication happens in the sales engagement software. Toggling between the two tools is futile.

Sales Engagement Strategies

Sales engagement is the interaction your sales team has with the leads and prospects through the sales process. The right sales engagement strategy should include high-quality touchpoints that encourage prospects to continue through the sales process toward a closed deal.

An engagement strategy is a plan for creating an ongoing positive experience that keeps customers coming back to your product or services.

How Does It work?

Sales engagement strategies help to reach potential customer interactions and pursue them to make the deal happen.

Outbound lead generation is also a way to engage potential customers who might not know about your product, and the sales rep reaching out to a potential customer who has not yet expressed interest in a product or service offered by the business.

The interaction that takes place between a seller and a prospect, how the seller communicates with the prospect, and how effective that engagement is in moving the prospect toward a purchase. It is called buyer and seller engagement.

Using multichannel outbound outreach helps to increase the chances of receiving an answer and boost your conversions. Share your successful cases if you are not new in business, and already have some collaborations with well-known companies. This can help to increase credibility, and attract interest to your business. Always ask your former clients which parts of communication need improvement, and use their feedback to improve the sales engagement process in the future.

How to Accelerate Sales with a Sales Engagement

sales engagement

An effective sales engagement strategy campaign can accelerate sales by providing an outreach framework to guide salespeople throughout the sales process. These platforms help sales accelerate their outreach at every stage of the funnel through the use of templates and automation.

1. Contact Prospects

Contacting prospects through emails and phone calls is a sales engagement strategy. This is generally done by a salesperson to a potential customer who is not aware of the product or services from your company.

The objective of contacting the prospects is to introduce the prospect to the product, or services offered by the company, provide some benefits and get them to talk to you on the phone, via video call, or in person.

2. Send Emails

Sending emails to a potential customer to spread awareness about the product or services which your company offers. This sales engagement platform’s objective is to reach potential customers, and offer your product or services to people all over the world. This platform helps to reach people across different backgrounds, cultures, and diversified audiences. 

3. Follow-Up Emails

Once you are done with sending emails, it is important to know whether your prospects have an interest in the product or services you offered. These follow-up emails help you to understand whether the prospects and customers are interested in your product and services or not.

4. Message on Social Media

Messaging on social media platforms helps you to connect with people from across the globe. The social media platform also encourages a diversified audience and helps to connect with newer people having different backgrounds and cultures.

5. Contact Other Platforms

Contacting on other platforms other than phone calls, emails, and social media platforms is essential to connect with people and spread awareness about the product or services you offer. Blogs, videos, and podcasts can help you to support and connect with prospects.

Sales engagement includes various modes of interactions with potential customers through a medium. Sales engagement builds business and customer relationships through strategic communication, data, and customer feedback.

6. Follow-Up

Follow up with the sales engagement process and continue to engage with qualified leads. Generally, a qualified lead is a prospect who has been generated by the marketing team, evaluated by the sales team and fits people of an ideal customer with the intent to buy.

Marketing Automation vs. Sales Engagement

Marketing Automation helps marketing drive demand, and capture leads for sales. It makes it easy to send mass messages across multiple channels, expanding your company’s reach. Timing is also a key factor in a sales engagement strategy, as well as knowing your prospects, understanding their schedule, and adopting the right sales engagement platform to meet their timing. A sales engagement can help you engage with prospective customers across communication channels.

Frequently Asked Questions

1. Is sales enablement a skill?

The sales enablement leaders should possess a general toolkit for knowledge, skills, and capabilities that are essential to the success of the sales organisation and the company’s bottom line.

2. What is engagement in customer success?

A customer engagement model is an approach that companies take to engage and build relationships with their customer. A great customer engagement model can greatly improve customer satisfaction, revenue per customer, and customer retention.

3. What is the difference between sales and CRM?

The sales platform provides tools and resources to make the deal happen. CRM is a database that also automates processes and procedures to make sales reps more productive.

4. Why sales engagement strategies are important for business?

Sales engagement helps sellers become more productive, spending time on revenue-generating tasks. It is about using the right strategy with the right platform at right time to have workflows, analytics, and contacts.

Closing Thoughts

Sales engagement refers to the sequence of interactions that take place between a salesperson and a prospect throughout the sales cycle. This process can be achieved by using sales engagement platforms, such as phone calls, emails, blogs, videos, and podcasts. This process has to be follow-up by the sales rep to understand whether the potential customer has an interest in the product or services you offer.

Sales enablement involves providing your team with everything you need to efficiently close a deal, including training, technologies, and communication tools. Sales Engagement platforms are about cultivating and optimizing customer interactions. The sale engagement platform and CRM must be used simultaneously. Using CRM without a sales engagement platform is inefficient. Together, they help with the efficiency and effectiveness of the sellers throughout the sales process.

Accelerating sales with sales engagement consist of contacting prospects, sending them emails and follow-up emails, as well as messages on the social media platform, contacting other platforms, and finally another follow-up to know the potential customer interest in the product or services you offer. 

 

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