What Is A Sales Engagement Platform?
Let’s break up this term first so that you can get a better idea of what it is. Sales = relating to the process of selling products or services. Engagement = a state of involvement between two or more parties. Platform = software that is designed to manage a specific process. So, a sales engagement platform (SEP) is a single interface software that provides your sales team with tools that help with customer engagement through the sales process. In other words, it is a comprehensive tool that helps sales teams to plan, execute, measure their customer engagement, and improve the overall lead management processes. It is important to note that a sales engagement platform does not replace your customer relationship management system. It is instead used in tandem with CRM and other software to provide a comprehensive sales system that will help you close more deals faster.CRM And SEP: Why You Need Both
As mentioned above, a sales engagement platform does not replace your CRM. They both actually work together to enhance the overall efficiency of your sales process. So what is the difference between the two? Think about it like this; the CRM system stores information and interactions with customers while the SEP system automates customer interactions such as emails, social media messages and other customer communications. The CRM stores customer information such as contact details, purchase history and previous interactions. It also helps you to track deals and organise your sales team. The SEP then takes this data from the CRM and uses it to create automated strategies for engaging with customers on a personal level.What Does This Platform Do?
The answer is, what don’t they do? A sales engagement platform is designed to be an all-in-one tool for you and your sales team. Here are just a few tasks it can help you with:Automates sales processes:
Sales processes such as emails, customer contact methods and appointment settings can be automated. This saves time for your sales team so they can focus on more pressing tasks.Provides centralised information:
All the information gathered about customers is displayed and organised in a central location.Gathers customer insights:
A sales engagement platform will gather customer insights such as demographics, previous purchases, preferences and store them in one place.Analyses sales data:
The platform will analyse sales data and use it to provide insights that can be used to inform future strategies.Why Do You Need To Invest In A Sales Engagement Platform?
Businesses nationwide are all looking for ways to outrun their competitors. How do you beat your competitor? By sealing more deals. That’s why investing in a sales engagement platform is so important. If your sales team can increase their collaboration with customers, focus on the customer’s needs, and quickly deliver content that is tailored to them, you’re more likely to close a deal. A sales engagement platform provides all these tools and more.What Benefits Will This Bring To Your Business?
Improves productivity:
An article published by Forbes talks about Andy Etemadi, the founder and CEO of EYEMAGINE. He states that “Automation of repetitive tasks unlocks valuable time and allows your mind to focus on value-driving activities.” If your employees’ minds are focused on value-driving activities, productivity is sure to increase.Improves customer engagement:
A sales engagement platform aims to make every buyer’s journey customer-centric. The platform accomplishes this by automating tasks, bringing CRM data right to your doorstep, and enabling personalised communication at scale.Increases ROI:
All the efforts put in to attract customers, such as marketing campaigns, content creation and social media activities, are all worth it only when you get a return on investment. A sales engagement platform not only provides insights into how customers interact with your products and services, but also helps your sales team get more deals.Betters relationship management:
A relationship between a salesperson and a customer is invaluable. But, managing relationships with thousands of customers can be extremely overwhelming. With the help of customer relationship management (CRM) tools, a sales engagement platform allows you to manage customer relationships better.Top Sales Engagement Platforms in 2023
Leadtrekker
If you are looking for a powerful, affordable, and easy-to-use customer relationship management and sales engagement platform, Leadtrekker is the perfect solution for you. For only R220 per month, you get access to the Leadtrekker’s suite of tools that allows lead tracking, engagement with potential customers, automation on customer follow-up, and customer relationship management. Features:- Unlimited lead management
- Unlimited advanced lead scoring
- Integration with all compatible platforms
- Automatic lead assignment
- 24/7 support
- Access to reports and dashboards
- 30-day free trial
Conquer
Conquer is a powerful sales engagement platform with all the tools and features necessary to maximise your sales success. In conjunction with SalesForce CRM, you can easily automate customer follow-up, manage sales leads, and increase customer engagement. Features:- Automatically logs all activity
- Get real-time guidance and insights into customer behaviour
- No IT resources are required for integration
- Single pane application
SmartReach.io
SmartReach.io is a sales engagement platform that automates sales activities, allowing sales representatives to focus on building relationships. Smartreach.io’s monthly fee is only R520 per month and includes access to all features. Features:- Multi-channel outreach
- Email validations
- Spam test reports
- Shared-team inbox
- Free trial available
How Can You Choose The Right One?
With so many SEPs out there, it can be quite difficult to know which way to go. But, as the saying goes, not all things are created equal. That is why we’ve put together a list of questions and a list of features to look out for when choosing the right SEP for your business.Questions To Ask Yourself
- How well will the platform integrate with my existing applications?
- It is easy to learn, and will my team be able to adapt quickly?
- Will the platform actually increase my employees’ productivity, and how?
- Will the platform support the needs of all my customer-related activities?
Features To Look Out For
- Robust automation
- Ease of admin
- Integration with existing CRM system
- Ability to track and measure performance
- Reporting and analytics
- Customer Support