What is Sales Engagement, and how does it work?

Sales engagement is a concept that is spreading like wildfire in marketing, thanks to the fact that most sales activities are now initiated online. Fundamentally, without sales engagement platforms, it is nearly impossible for business owners and sales managers to boast of having precise data of leads and customers. Companies that don't actively employ the use of sales engagement are bound to not see efficient results as those that do. Over 70% of the companies that have sales engagement actively integrated into their system get to boast of increased sales throughout using it. 

Marketing and sales can be very bulky, primarily when the company is operating at scale. This brings about the need for a system that streamlines the processes involved in transactions better. This is what Sales Engagement brings to the table. 

Sales Engagement Defined

Sales Engagement is defined as the interactions between a seller and a buyer, which can be accurately measured per time. These measurements range per time, and it is dependent on the type of interaction that ensues. For example, in the case of a subscriber clicking on a mail, the time the letter was opened may be recorded. This is a measurement of sales engagement. 

Hence, systems that provide these measurements, data, and insights are known as Sales engagement platforms.  

When it comes to sales engagement, five parameters are involved: 

• Content management
• Communications
• Predictive analysis
• CRM integration
• Partner applications. 

These various aspects of sales engagement have their unique functions and how they affect the overall insight drawn by the sales engagement software. 

• Content Management

Content is king, and it has become an essential aspect of marketing. There is a need for content to be continuously updated, to ensure that users and readers find it relevant. The management system for content needs to be able to generate necessary insight and analytics to help creators focus their abilities on the things that work. 

• Communication

Content is not meant to be kept under a bushel. The sharing of content in whatever format is also necessary, as they need to reach the target audience. Without the content being communicated effectively to the audience, it is merely going to be a waste of effort, and the required data wouldn't be gotten. 

• Predictive analysis

Analysis has transcended the age of metrics and simple usage. Analytics has evolved to the level of real-time notifications, interactivity of the dashboard, reports, and user history, no matter how long the usage interval is. The aspects of improving on, per customer, are also provided. 

• CRM integration

Most companies rely on CRM platforms, which is a good thing. However, Sales engagement platforms have been designed to initiate communication with prospects, while CRM subsequently records information and data gotten. This communication initiation is done automatically by the Sales engagement platform. 

• Partner integration

Sales engagement platforms cannot function alone, as they need to perform optimally irrespective of the technology available to the customer. It is for this reason that SEPs should be able to integrate with other platforms and systems. 

Sales engagement is critical to marketing, as it makes it possible for sales to be generated, without an actual human being involved.

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Created on Jun 23rd 2020 23:38. Viewed 162 times.

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