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Sales Engagement: What It Is and Why It’s Important

February 16, 2018

 

 

 

Although sales technology has opened up a world of possibilities for businesses that use it, finding and retaining customers remains an ongoing challenge. Popular outreach strategies like social media and content marketing have made things easier, but often overlook one important piece of the puzzle: sales engagement.

 

Chances are that if you’re in sales, you’ve probably heard of sales engagement. It’s at the core of successful selling, yet many teams don’t fully understand what it is. This article will answer the big question for you:

 

What is sales engagement?

 

Put simply, sales engagement is the set of measurable interactions that occur between a buyer and a seller. It comprises outreach strategies, but goes deeper than that and also includes the quality of that outreach. Sales engagement isn’t confined exclusively to quantitative data (i.e. the number of people a sales rep is contacting) and focuses on the efficiency of prospecting and conversion efforts to optimize communication between sales professionals and their customers.

 

Whether or not a prospect has clicked on an email, or a customer’s time spent viewing a presentation are both examples of sales engagement.

 

Sales engagement vs sales enablement: what’s the difference?

 

They’re two sides of the same coin, but inherently different. While sales engagement helps professionals communicate more effectively with prospects, sales enablement focuses more on the internal sales process. Specifically, its goal is to equip teams with the tools, knowledge, skills, and resources they need to close more sales and maximize interactions with buyers.

 

Examples of sales enablement include training (to educate and inspire sales reps), recruiting and hiring (to onboard the best professionals), and preparing (arming reps with the tools they need to get the job done).

 

Joomag: the all-in-one sales engagement platform

 

With built-in marketing automation tools, a centralized CRM data source, interactive content creation, communications, integration, guided selling, and analytics fueling its comprehensive platform, Joomag stitches together disjointed internal operations to enhance buyer-seller interactions. It’s used by more than 500,000 businesses worldwide to drive value and maintain momentum during the sales process. Empower your sales team with everything they need to succeed and…

 

Increase Your Sales Engagement the Joomag Way!

 

Check out Century 21 - a multi-award-winning real estate franchise case study with Joomag

Read the "Next Era of Retail Innovation" white paper.

 

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