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- What is sales engagement?<\/a><\/li>\n\n\n\n
- What is a sales engagement platform?<\/a><\/li>\n\n\n\n
- Five benefits of using a sales engagement platform<\/a><\/li>\n\n\n\n
- What makes a good sales engagement platform?<\/a><\/li>\n\n\n\n
- Three features to look for in a sales engagement platform<\/a><\/li>\n<\/ul>\n\n\n\n
\n\t\n\n\t\t\n\t\t\tA new way to go from lead to close<\/h2>\n\t\t\t\t\t\t\t
Harness CRM data outside the CRM with Sales Engagement, and engage buyers as they move across the web.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t
\n\t\t\t\t\tEngage buyers everywhere<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<\/div>\n\t\n\t\t\t\n\t\t![\"\"](\"https:\/\/www.salesforce.com\/ap\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\")
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\n\t\t\n\t<\/div>\n\n\n\nWhat is sales engagement?<\/h2>\n\n\n\n
Sales engagement is any interaction between a prospect and a seller or a business \u2014 from initial outreach email to the deal-closing handshake and everything in between. You meet prospects where they are, which means on the phone, through an email, or over a video call. Sales engagement happens across channels and at every scale, In fact, according to our State of Sales Report<\/a>, 87% of business buyers expect reps to be trusted advisors.<\/p>\n\n\n\n
(Back to top<\/a>)<\/p>\n\n\n\n
What is a sales engagement platform?<\/h2>\n\n\n\n
A sales engagement platform is software that helps sellers improve interactions with potential buyers. It centralises all your customer engagement interactions in one place, giving you a bird’s-eye view of your entire sales process and a granular breakdown of each step required for success. It helps you capture and track data, and then optimise and improve your approach until it aligns with your real-time leads.<\/p>\n\n\n\n
(Back to top<\/a>)<\/p>\n\n\n\n
Five benefits of using a sales engagement platform<\/h2>\n\n\n\n
A sales engagement platform<\/a> helps you effectively orchestrate, manage, track, automate, and personalise every engagement between the buyer and the seller. It helps sales teams understand customer needs better and respond more effectively, which can lead to more sales and increased revenue. In fact, sales engagement tools are rated as some of the top ROI technologies<\/a> in which a company can invest.<\/p>\n\n\n\n
1. Boost efficiency and reduce busywork<\/h3>\n\n\n\n
A solid sales pipeline<\/a> is an efficient one. And nothing hurts efficiency<\/a> and wastes energy like sales reps having to use 10 different tools for 10 different tasks. With a good sales engagement tool, you create a single point of truth for everything from messaging features to analytics.<\/p>\n\n\n\n
Sales efficiency is about making the most of your efforts without wasting energy.<\/p>\n\n\n\n
With reps only spending about 28% of their time selling (according to the State of Sales report<\/a>), a sales engagement platform can help by automating tedious tasks such as data entry and scheduling follow-ups, which frees up more time for engaging with potential customers and generating leads.<\/p>\n\n\n\n
2. Improve engagement planning<\/h3>\n\n\n\n
A sales engagement platform simplifies your sales strategy, taking it from a whiteboard to a streamlined digital system. This tool helps you plan how and when to engage with potential buyers, ensuring each step is effective. Once you have your strategy in place, you can create custom plans that target different types of customers through their preferred communication channels.<\/p>\n\n\n\n
For instance, you can create cadences, or scheduled plans of outreach activities, that guide your sales team on how to approach each lead and move through prospects<\/a> quickly. This ensures each action, from sending emails to scheduling calls, is part of a well-coordinated effort. This not only makes the sales process smoother, but helps close deals faster by keeping communications timely and relevant.<\/p>\n\n\n\n
3. Deliver more personalised interactions<\/h3>\n\n\n\n
Sales has always relied on a rep’s power to make a prospect feel comfortable, heard, and inspired. The volume of emails and sales calls<\/a> makes that hard to do at scale.<\/p>\n\n\n\n
Sales engagement tools use artificial intelligence (AI)<\/a> to capture everything from sales emails to a customer’s tone of voice in a meeting. It then makes suggestions about how to tailor your messaging to each client’s pain points<\/a>. The platform might generate an email based on your customer’s specific needs, or suggest using language that speaks to your prospect’s reactions in the moment.<\/p>\n\n\n\n
4. Track the interactions that matter<\/h3>\n\n\n\n
Instead of tracking every sales action, it’s more effective to focus on specific engagement metrics. Sales engagement platforms can track key indicators such as email open rates, link clicks, and other interactions. This data can be compiled into standardised reports that provide a clear view of what’s working and what needs to be adjusted. This allows you to refine your approach continuously, ensuring your sales efforts are as effective as possible.<\/p>\n\n\n\n
5. Optimise sales processes<\/h3>\n\n\n\n
Sales engagement tools can help sellers do their job more easily. But the real point is to do their jobs better. They need to use the data captured by every interaction to make sure they’re engaging their customers in the smartest, most effective, and most efficient ways. That’s why optimisation is the most important part of the sales process<\/a>, and the most important benefit a sales engagement tool can offer.<\/p>\n\n\n\n
- What is a sales engagement platform?<\/a><\/li>\n\n\n\n
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