The Evolution of Sales Engagement Platforms

Calling engagement important to the domain of modern sales would be an understatement. Nowadays, customers seek instant gratification; it is becoming increasingly difficult to get their attention and retain it. This implies that sales engagement must be your priority, and various sales engagement platforms can support you there.

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What do you mean by sales engagement platforms & how they’ve evolved?

To put it in simple terms, SEP (sales engagement platform) is a platform that assists your sales reps in engaging with the buyers. An ideal SEP would facilitate reps in reaching out to customers via phone and through texting, emails, voicemails, and video meetings. However, rendering these activities smoother is one-dimensional. Market guide for Sales Engagement Applications by Gartner outlines eight crucial potentials of sales engagement solutions to satisfy the demands of revenue teams that are growing continuously.

  • Eliminate complexity from sales funnel and raise adherence to the playbook of sales.
  • Render the speed and quality of interaction by leveraging buyers’ intent data points.
  • Reduce the burden of tedious and manual data entry tasks on sellers by automating the process.
  • Render messaging suggestions based on scenarios particular to the selling situation and each buyer.
  • Perusing data to ensure sellers employ the right assets and workflows.
  • Make the most out of the current tech stack.
  • Adherence to compliance and data regulations.

Sales engagement solutions that satisfy these requirements allow sellers to accomplish the most productivity with the least waste of effort as an outcome of better workflows. For instance, sales reps can plan better, do their job in a few clicks, and ascertain maximum Content Resource Management (CRM) adoption.

So, it is no surprise that about 51% of B2B organizations currently have a SEP (sales engagement platform). In comparison, another 13% of businesses plan to integrate a SEP into their existing tech stack in 2022.

Now, let’s come to the trends. Nowadays, sales optimization is no longer enough for your sales interactions in the customer-centric world. Instead, you must work consistently to get customers’ loyalty and preserve their engagement, particularly after the deal is closed. A customer engagement platform is a unified solution that seeks to optimize each touchpoint through the customer journey to facilitate better customer results. These touchpoints entail inbox dialers, social media, calendars, notes, CRM and salesforce, and more.

Customer engagement platforms offer endless worth to revenue teams. However, they can be summarized in two chief categories: optimizing each customer interaction to provide an exceptional customer experience and drive more productive revenue growth.

Read More: Empowering Customers with Autonomous CX

Top Sales Engagement Platforms To Use in 2022

So, as you have now understood the importance of integrating an efficient sales engagement platform into the business, now is the time to look at our options. Here are some of the best sales engagement platforms to help you take your sales to the next level. Read on!

1. Mailshake

Mailshake is created to facilitate putting the sales outreach on autopilot mode. It helps you by sending customized cold emails at scale, thus, initiating the process of building a relationship. One of the most compelling features of this platform is its smooth A/B testing. While creating email series, you can easily test various versions and get powerful insights to enhance engagement.

2. Outreach

This platform intends to equip businesses to accomplish their real potential via smooth sales engagement. It enables businesses to employ real-time, practical insights and regulate workflows to provide predictable growth. Outreach offers tasks management, email sequences, AI-driven reports, and various interactions like CRM, social activity tracking, sales dialer, etc.

3. RingDNA

This platform relies on intelligent insights to direct your team towards revenue growth. The tools it provides help analyze the data capture, performance insights, activity, conversion intelligence, etc., and optimize performance.

4. Groove

Groove promises that it supercharges the engagement of Salesforce clients worldwide. It aims to provide sales reps 20 percent of their time back, offer a flexible space that teams adore, and facilitate understanding the chief driver of your business. The platform helps with sales engagement with features like email tracking, autodialer, workflow management, call logging, and more.

5. ZoomInfo Engage

ZoomInfo Engage creates multi-touch prospecting automated campaigns and converts more leads into sales. The key features of this SEP are a sales dialer, task management, email sequencer, etc., to streamline the sales engagement. The pricing can be requested on the website of the company.

Handling a big sales pipeline is no easy thing to do. You get many leads which are all at different levels in the funnel, so how can you ensure that you are offering them information and suggestions they require at each phase of the journey? The answer is through sales engagement platforms.

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