SALES ENGAGEMENT

Sales is getting harder! Yesterday’s tactics don’t work as well today. Prospects aren’t picking up your calls, your email reply rate is dropping, and you have no meetings booked! Does that sound familiar?

The way we approach sales has to change and evolve and that’s where sales engagement comes in. By promoting strong engagement between your sales team and prospective buyers, you can build better relationships and boost your sales. Simply put, sales engagement can be defined as the interactions that take place between a buyer and seller and can be measured in time and touchpoints

It’s the touchpoints that get your foot in the door, keep the conversation flowing, and ultimately lead to a sale. Sales engagement encompasses how you communicate, at what frequency, and the substance of your interactions.

As a discipline, the sales engagement model is a fairly new one and a concept which is still growing within the sales realm. Whilst the key driver is centred around the implementation of some form of Sales Engagement technology, we are cognisant of the potential cost burden and essentially work on driving the appropriate disciplines in the absence of a sales engagement solution, along with the sales enablement models.

Sales enablement is all about providing your sales team with the right support, resources, and training to sell effectively. It’s about giving your team the confidence to engage prospects, maximize every interaction, and ultimately drive predictable sales via repeatable sales tactics.

Sales engagement, on the other hand, is the process of communicating with prospects, leads, and customers, and personalizing this communication in order to build long-term relationships. It focuses on enhancing salespeople’s ability to engage with prospects. It’s not about outreach alone – it’s about the quality of that outreach and the efficiency of prospecting efforts.