What Is Sales Engagement?
It’s no surprise that more companies are moving toward a digital workforce, introducing more complexity in the sales cycle and in the way we interact with customers and colleagues. Most commonly, we hear these challenges:
- Managing my workforce remotely is hard.
- I don’t have enough visibility into pipeline and deals to forecast accurately, ensure we’re hitting our numbers, and prevent deals from slipping through the cracks.
- Multiple tools make selling complex and tedious.
- Inefficient processes and too many manual tasks cost my team valuable selling time.
Buyer expectations pose their own set of challenges for revenue teams, too. Selling today is about creating hyper-personalized, convenient, one-to-one experiences. Thanks to companies like Amazon, Instacart, and Target, the customer buying experience has not only changed the game for retailers, it’s changed the game for B2B sellers. Because buyers — even B2B ones — don’t care about your sales process. They care about their needs.
As Forrester Principal Analyst Mary Shea puts it, “Buyers are people, and people crave human connections. … [As] long as sellers aren’t pitching them on what they already know but are engaging with them in tailored, meaningful, and dynamic ways, buyers will want to engage with them and to gain more value from those interactions.”
That’s where Sales Engagement comes in.
Sales Engagement platforms guide sellers through a consistent, repeatable process focused on creating meaningful, personalized interactions with prospects and customers throughout the full revenue lifecycle.
Sales Engagement turns your CRM data into a series of easy, actionable, multi-channel steps that help get reps to “yes” quicker. “Yes, I’ll take your call.” “Yes, I want a demo.” “Yes, send me the contract.”
It also helps sales leaders replicate the behaviors of their best-performing salespeople across the entire sales team, while remaining objective about pipeline health, performance, and forecasting.
Sales Engagement simplifies and streamlines your tech stack and sales process. It helps sales teams gain efficiency by automating their tasks and reducing administrative burden. The result? More time for selling and meeting revenue goals. It also supports Customer Success and Account Management teams in driving adoption, expansion, and renewals throughout the customer lifecycle.
Ultimately, Sales Engagement helps your entire revenue organization — from Marketing and Sales to Customer Success — more effectively generate pipeline, manage deals, and engage customers.
It guides and automates dynamic sales plays, facilitates coaching, and provides the dashboards and insights needed to achieve exceptional outcomes. Reps can focus on selling, managers can focus on coaching, and leaders and operations teams can focus on strategy.
In this ebook, we’ll share:
- How revenue teams can benefit from Sales Engagement
- How it fits into the tech stack
- What a best-in-class Sales Engagement platform should do
Download your copy of the full ebook now.