Every sales team has that legendary sales rep. You know, the rep that supposedly closed a million-dollar deal over takeout Chinese food. Like that legendary rep, there are probably other parts of selling that make you wonder where the truth lies. Don’t worry, there is plenty of truth behind the need for a sales engagement platform.

Sales engagement software is uniquely positioned to drive organizational success, particularly for teams closing deals through a combination of pipeline generation, account-based strategies, and opportunity management.

Sales enablement is the ongoing process of providing sales teams with the content management tools, guidance, and training they need to sell effectively. It’s giving sales reps a way to scale their efforts while staying hyper-focused on their buyer’s journey.

Sales engagement platforms focus on sales efficiency with automation, prescribed workflows, and comprehensive deal management.

By improving both efficiency and effectiveness, these two tools help sales organizations optimize processes throughout the customer journey.

These three tools are the foundation of the sales tech stack that will help you increase revenue. They’re important for both sales and marketing teams, but each provide different value.

A sales engagement platform, like Salesloft, is one place for the entire revenue team to work deals from first contact to close. It translates data from both the CRM and marketing automation into prioritized sales workflows to drive consistency across all sales reps.

Just like the closed deal over Chinese take out, you can’t believe everything you hear. Here’s what you need to know about the technology that can help you make the best selling decisions to close bigger deals, increase your win rate, and accelerate your deal cycle. 

Omnichannel touchpoints indicate sellers are using more channels than just email. In fact, data shows a 4.7x increase in prospect engagement when multiple channels are used in outbound communications.

Truth: Sales engagement includes calling, email automation, social media (especially LinkedIn), and more – ideally all in one platform. 

Across the buying cycle indicates sales engagement helps with more than just outreach and follow-up. 

Truth: Sales engagement includes pipeline and opportunity management, forecasting, coaching tools, deal intelligence, and more.

If sales engagement includes everything from prospecting to deal management, then it benefits the entire revenue team. So, everyone should use it. In fact, you’ll likely see increased productivity and engagement across the board.

Truth: A comprehensive sales engagement platform makes the entire sales team more productive, reduces costs and risks, and simplifies playbooks.

A sales engagement platform works hand-in-hand with your CRM to increase functionality, customer retention, and revenue. Bi-directional sync eliminates manual data entry for salespeople and enables comprehensive dashboards and reporting, giving executives the insight they need.

For your sales process to be in peak form, both of these sales technology tools are essential, so be sure to check integrations when making a purchase. If you’re a Salesforce user — or think you will be in the future — select a sales engagement tool with plenty of custom fields and support for custom objects.

Truth: A sales engagement platform maximizes your CRM data by gathering critical insights and makes them actionable.

The days of sales professionals sitting at their desks in an office are long gone. Teams are now dispersed in remote and hybrid work environments. You would never choose a CRM without a mobile app, so why choose a sales engagement platform that doesn’t offer on-the-go access?

Truth: Sales engagement data is accessible via mobile and messaging apps.

Truth: Sales engagement is one of the top sales trends in Europe.

You can trust AI – as long as you can see all the contributing data. It’s much less trustworthy when AI is a mysterious black box. Or when the AI provider has not shared their AI code of ethics.

Don’t avoid AI – just choose your provider wisely. The real-time metrics available within a sales engagement platform are powerful. The more a sales engagement platform can do, the more customer interactions that are available for models, the better the insights you will receive. Customer engagement and interactions, analyzed conversations, and opportunity details are just some of the data that power machine learning to help sales teams prescriptively identify the next best actions.

AI should solve real problems for sellers, but it shouldn’t replace them.

Truth: AI is a must have for sales engagement as long as it is ethical, explainable, and valuable.

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