Sales activities are nothing similar to what they used to be in the past. But then again, what is? Businesses in every industry place a huge emphasis on efficiency – producing the best results with minimal input. Technology and AI are paving the way for this by automating activities that otherwise would take up too much valuable time.
In the sales world, it’s hard to imagine a revenue-focused business without a sales engagement tool. But before we jump into the software, what exactly is sales engagement?
Sales engagement refers to all the interactions between the seller and the buyer throughout the customer journey, from prospecting to closing and eventually continuously following up. Modern-day sales cannot possibly occur without engaging your potential and existing customers.
The only problem is that the customer journey is more complex than ever. Sticking with one outreach channel or using impersonal cold outreach simply will not cut it anymore.
It is for this reason that 87% of sales organizations choose to implement a sales engagement tool in their arsenal. It’s a powerful, all-in-one tool that fully automates, streamlines, analyzes, and optimizes virtually all aspects of your sales campaign.
To begin with, sales engagement tools allow you to create multichannel engagement sequences through various channels, be it social media, email, phone dialing, or SMS. When finding new potential prospects, all you will have to do is add them to that sequence and let the tool do the work for you.
Every touch throughout the customer journey has to provide personalized solutions and guidance to the prospect’s, firm’s, or industry’s unique pain points. Unfortunately, with hundreds or thousands of prospects at hand, manually engaging each one of them becomes too time-consuming and impossible to adequately carry out.
SE platforms integrate with other sales tools for maximum results. This way, you could create email templates, pics, or videos that will automatically add the company’s name or logo before being sent out. Now that’s true personalization at scale.
Through A/B testing and sales engagement tools’ powerful analytics, sales team leaders can identify which outreach channels and sequences work best for the organization. Once you find the sequence(s) that bring in the highest reply and conversion rate – place it on autopilot, and give your sales talents the winning formula to succeed.
The only thing left is to find the SE platform that suits your business needs most, and luckily for you, there are a couple of great options out there.