There are certain ways to go about sales engagement and its requirements. Whether you are new or a pro in the field of business and sales engagement., it’s very important to understand what exactly is sales engagement. Differentiating between all sorts of sales concepts is crucial to being successful in whatever field you are in.
Sales engagement is basically what includes the interaction and discussion between sales reps and buyers. Now, this interaction includes emails, calls, and meetings (online and face to face). However, it’s important to note and bear in mind that sales engagement goes beyond traditional outreach and hence that’s one thing to keep in mind about sales engagement.
Sales engagement technology is becoming more and more common in businesses. More than 90 percent of the sales leaders have shown their interest in investing in tools to help their sales representatives interact and engage efficiently with prospects and customers.
It is important to note that without the use of necessary processes and tools, sales engagement can be hard to be good at and that is especially for marketing teams, sales managers, and sellers. Hence, to align teams, get more predictability over business outcomes, and become successful, more and more organizations are making efforts to leverage sales engagement technology.
How Is Sales Engagement Different From Sales Enablement?
One very important concept for sales reps, marketers and sales leaders is the concept of sales enablement. Sales enablement is the process of making your sales team super efficient and proactive so that they can generate profits for the company. The process includes different stages like recruiting the sales professionals, training them to enhance their skills, and motivating them about the procedures of the organization’s sales.
Not only this, but the procedure also involves the equipping of the sales team with essential tools to generate and evaluate sales. Now coming to sales engagement, basically involves working hard towards communications and making sure that your communication is helpful for the customer/prospect.
In short, sales engagement is the result of the sales enablement process in a business or organization. Sales engagement can also be described as an external process whereas sales enablement is an internal one. To run your organization and especially the sales department efficiently, it is important to note the difference between the two.
How Does Sales Engagement Benefit Business?
- Helps to assist the sales department
If you are someone who wants to save money and time of training every time a new salesperson joins the company, then sales engagement is totally for you.
Having a proper sales engagement process assists you with the proper onboarding process of the newest sales executives since that new salesperson can check the sales engagement process and start the process right away. The operations won’t be stopped for too long. That’s because you would not have to wait for the newbie to understand how it works.
- Assists in better lead generation
One of the most important traits of successful leaders and organizations is the ability to plan. It is the key to success. If a business has a popper centralized sales engagement process, SDRs find it a piece of cake to proceed accordingly. Good lead generation will eventually lead to higher profits and make it easier for you to achieve your goals.
Personalized communication
A good communication process always involves personalization. It is to attract and retain customers and make sure that they feel important. An SDR should include personalization gained from the research in his/her communication to yield good results. If you find it difficult, you can take the help of automation tools.
Increase your revenue!
The most amazing advantage of sales engagement is that it accelerates your sales like crazy. This further assists in finer nurturing, better pitching, and effectual closure with amazing customer satisfaction.
All these processes will make your sales cycle hassle-free and smoother. A sales engagement tool or an automation tool helps to make sales reps productive plus efficient hence generating revenue for the business. To be able to get all the benefits from the sales engagement process, it is important to build necessary solutions. Sales engagement solutions are very important to be successful.
Best Tips For Prospect Management
Some certain tips and tricks can help you improve your prospect management.
Recognize the right buyers: Time and money, the two most precious things to a human being. You don’t want to waste your time and money on casting the widest net possible. Instead, use that time and energy to interact with prospects of high quality and close more deals.
Since casting the most relevant and specific prospects would allow you to come up with more personalized sales engagement methods. Take your time and research your prospect’s goals, motivations, points, interests, etc so that you can have valuable interactions.
Make use of an Omni-channel scheme: It’s very important to understand that your prospects are no different than your customers. Hence, they should be prioritized similarly and no different. Being diverse is super important in the sales management process and so don’t limit yourself by limiting your outreach options.
Use a variety of methods for sales engagement like phone calls, emails, social media, etc to make sure that you are interacting with a wider audience in a way that they like to be reached out to.
Don’t be too dependent on your CRM: There is no doubt in the fact that your CRM plays the most important role in collecting customer data and information after the sales. However, CRM does not play a huge role in engaging with prospects.
It is always recommended to use an automation or sales engagement tool together with the CRM that can take care of high-value outreach, ensure a streamlined workflow and lead to effectual lead follow up and lead generation.
The Finest Practices In Sales Engagement
Send personalized emails: To execute a successful sales engagement, it is important to be personalized in your email and in all sales engagement methods for that matter. You want to make the recipient feel special about him/herself, make them feel important.
All your research efforts can go to waste if your email lacks personalization. Email personalization can improve your open rate by 20 percent and your click-through rate by 2.1%, you don’t want to miss this opportunity at any cost!
Centralized content platform: Save your companies and sales reps time and research efforts by devising a centralized content platform. Every time an SDR researches a prospect, there are equal chances of it going good or bad.
However, the information collected and research done can be stored in a centralized database which can then be later used by anyone else in the team facing a similar situation. This will not only save time but also money.
Having a centralized content platform for your company can also assist your sales and marketing teams with content management and sharing. Anyone on the team has direct access to the information, so no one’s schedule is disrupted which further improves the entire sales management process.
Never forget to follow up: Sales engagement process without following up is like a human being with no lungs. Following up is the most crucial part of the sales engagement process. You may not know but around 80 percent of the sales need at least 5 follow-ups but 40 percent of salespeople just quit after the first one.
Your initial message may not always generate a lead or attract your customer/prospect’s attention, however, your follow-up can potentially remind them about the first message and draws them to think about your offer and take action.
Your follow-up emails should be developed in conjunction with your initial pitch. The follow-up should be a soft pitch in the same email thread, with a reminder of the primary email address. It would be preferable if you could also share some extra information about the prospect’s situation that might be beneficial to him.
Don’t forget about the sales management solution: Launching a sales management solution with training is super helpful. Integrate sales management solution with training sessions so that the sales team get acquainted with the process and that everyone is on the same page. Any confusion, doubts, or mistakes can also be addressed in these training sessions.
Right after the training session is completed, the sales management process can be brought under trial to determine if there are any real-time issues or not. Required amendments should be done where needed. If everything is working smoothly, the process shall be executed without any wait.
Conclusion: That is it for this blog on what is sales engagement and how it benefits your business. Sales engagement is crucial for the success of an organization or business. An effective sales management tool along with beneficial effectual solutions can do wonders for your business.
