How You Can Sell More with a Sales Engagement Platform

Being a salesperson is all about making connections, engaging with potential buyers, and forming relationships with them to understand them better. This process of relationship-building is defined as the sales engagement process and it involves the strategies and tools that salespeople use to connect with their potential buyers.

You might be thinking that sales engagement is taken care of by your customer relationship management (CRM) solution, but that’s not exactly the case. Your CRM is meant to manage customer data by collecting and storing their info for more prosperous customer relations.

A sales engagement platform, on the other hand, is for building relationships with prospects and leads – those who aren’t yet buyers. Because of this, salespeople need a set of tools that a CRM solution just can’t offer. 

What a Sales Engagement Platform Can Do

Sales engagement software comes with several features that allow sales teams to handle every lead with efficiency and boost the overall performance of the entire team. A robust platform will include tools like:

• Lead and Sales Tracking 
• Lead Routing and Integration
• Auto Dialing
• Call Recording
• VoIP
• Dynamic Scripting
• Appointment Setting
• E-mail and SMS Marketing

Sales managers can create customized workflows and automate the sales process so that reps are guided through all their interactions with leads. They can also set up lead scores and define the priority of leads so that reps are always in contact with the ones closest to the money.

The automated lead routing software combined with auto-dialing significantly boosts the performance of each sales rep, allowing them to make more calls to the right people. The system will always prioritize leads that fill out web forms, meaning that the high-priority leads never get missed.

With lead and sales tracking, managers can gain valuable real-time insights on the performance of the team – down to individual members. This functionality allows them to provide additional coaching and training where necessary. Call metrics are also useful for identifying trends and providing greater control over the sales process.

Sales managers will also be able to leverage insights for better communication with marketing. By creating custom reports, both teams can work together to measure lead channels and improve the quality of inbound marketing efforts.

Overcome Challenges 

Without the right software, sales engagement can be a bit of a guessing game. If reps don’t have the benefits of lead routing, they may follow up too early or too late with a lead, potentially hurting an opportunity for a sale.

They also likely won’t follow up enough times, considering, on average, it takes six points of contact to close the sale. Many reps give up after the second or third try, but if their leads are routed for them, then they will be put in contact the right number of times at just the right time through the sales process.

A CRM solution simply doesn’t have the tools needed to ensure that the proper sales cadence is being used. This is why investing in a sales engagement platform is essential if you want to boost the performance of your sales team.