In what ways do sales engage?
Sales Engagement includes all of the different interactions a salesperson has with a possible customer. This kind of interaction can happen in many different ways and with many different tools, but usually, it takes place in person or through email. The main goal of these meetings is to get a deal done between the two sides.
It depends on the company on how long and what kind of sales engagement process they use. But at each stage and specific times, different data points are taken to measure each. The user is engaged with the sales process when they see a piece of content the company shares, like a Google banner or a message.
Words that mean the same thing
- sales engagement plan
- customer engagement
- sales engagement platform
Why sales engagement tools are helpful for sales teams
Groove has noticed that feedback from sales teams in different industries has shown that businesses and sales teams must invest in sales engagement solutions to make things run more smoothly and ensure sales reps are quick on the draw. These days, buyers move at their own pace and frequently receive contacts from multiple service providers at once. To stand out from the crowd, you need a multi-touch buying option.
Sales engagement platforms give the whole sales team a single user interface that they can all use. This interface gives them access to many information, tools, strategies, and communication channels that make their jobs easier. This software automates a lot of tasks, which gives sales teams much-needed extra time that they can use to pursue new customers actively.
In addition, these solutions make sure that the salesperson has everything they need in one place. This makes it easier for them to find key contacts, share information, and customize conversations.
Why good sales engagement is good for customers
Millions of pieces of content and touchpoints tell customers why they should choose one partner over another when they are looking for one to offer a product or service. Based on their information, a good sales engagement strategy lets sales reps quickly and effectively tailor and personalize their contact with a potential client.
Bring in more money.
A good engagement plan is essential for your business because it helps you track where each lead is and what stage of communication you are at with each one. To get people to buy from you again, you need to communicate more innovatively and strategically.
Look for new chances to sell more.
One easy way to ensure you can always find key upsell chances with each customer is to keep track of all your conversations and interactions with them. This is also very helpful for the customers. That helps them in the long run if you can find a better answer than they already use.
Make communication easier
It’s important to remember when you call a lead and what you say so you don’t talk too much when it’s not necessary. Customers are busy, and sending them too many messages too soon or after they haven’t read your last one can hurt your relationship with them.
Loop for feedback
Sales interaction is a great way to give leads the information they need about your company and what it has to offer. It’s also essential to give customers a way to talk to your sales team whenever needed.
How do you describe a sales engagement platform?
In the past, sales reps had to contact their leads directly, using different platforms for different purposes. Since sales engagement tools came along, salesforces can keep everything in one place. This speeds up the process and makes it easier to follow up.
You can add a new level of interaction, a sales engagement platform, to most customer relationship management systems. They give sales teams access to fully synced data, the power to automate tedious and time-consuming tasks, and an extra layer of data for flawless and valuable reports.
A sales engagement tool is meant to help sales teams close deals more quickly and with less work. This extra layer of efficiency has many benefits, such as a single interface that makes managing tasks easy, automated workflows, live data that lets you make changes while you’re on the go, and analytics that make tracking and handling leads easier.
Looking at and measuring how engaged salespeople are
It can be hard to figure out the return on investment of a sales interaction platform because the solution doesn’t have a direct monetary value. Today, Gartner released a study that said, “90% of sales leaders plan to invest in technologies that boost sales engagement with prospects and customers.” This shows that sales interaction technology is critical to sales teams.
The presenter lists the most shared content measurements that a sales team can use to check how well a sales engagement solution is working:
Get Content
To determine what a lead is and is not interested in, you must keep track of the material they engage with and interact with.
For instance, if the sales team wants to get leads to their website so they can download a white paper about a product or service, they should ensure that tracking pixels are set up to see where the leads are engaging and where they aren’t.
Content to Sell
If it’s set up right, the sales interaction platform can be used by sales teams as a library of useful tools and assets to get customers interested and move them down the sales funnel. You can get a good idea of how good your sales team is by tracking how often they use this information.
Rate of Email Opens
Using tools that track emails sent vs. emails opened is helpful because it lets you know what content gets people’s attention and what doesn’t. Knowing what mailers your potential buyers are interested in is essential so you can send them more of what they want.
Content that brings in money
There are many reasons why it’s important to send content, but sending the right content at the right time can help your bottom line.
Let’s say that the sales team sends out a white paper that doesn’t get much attention at a certain point in the sales cycle. This should be replaced with something more likely to move the prospect to the next step of the funnel. Keep an eye on each piece to gain understanding and learn. It might take some time to get it right.
Time of Engagement
The amount of time a potential customer spends on a piece of content or paper you send them is a good indicator of how interested they are and how likely they are to buy. One sign of intent is a customer who quickly responds or shares the papers you’ve requested. This should be encouraged and grown.
