You’ve probably heard of Sales Engagement Software, but how can it help your business? It can dramatically improve your day-to-day sales operations, as well as the bigger picture, such as helping you win more deals. Here are four things to consider when shopping for a sales engagement software:
Customer-centricity
While the customer experience has always been the driving force of business, the benefits of customer-centricity extend well beyond sales. According to a Forrester study, only 22% of companies consider themselves Sales Engagement Software to be “customer-centric.” The benefits of being customer-centric go beyond increasing customer loyalty. Companies with high customer-centricity also experience reduced churn. The journey to customer-centricity may be long, but it starts with small steps.
To succeed in customer-centricity, the customer must be the center of your organization. By putting the customer at the heart of your business, you can create a frictionless experience, such as buy online/pick up in-store, which builds trust and loyalty. Moreover, you must agree on key performance indicators and metrics in order to measure the success of customer-centricity. Here are some ways to achieve customer-centricity:
Automation
Increasing the efficiency of sales is one of the main benefits of sales engagement software. It tracks communications and other details, preparing the sales manager for possible scenarios. With the right tools, sales managers can effectively rebut objections and answer questions, while also understanding what extenuating factors Sales Engagement Platform may impact a sale. Sales engagement software allows companies to calculate performance analytics and measure success rates to improve sales processes and increase productivity. It also helps sales managers to adjust their sales strategies in light of customer feedback and churning trends.
Automated workflows in sales engagement software streamline tasks by eliminating duplication. This helps to minimize missed opportunities, communications, and mistakes, all of which increase sales efficiency. Automated sales pipelines can help companies create a custom plan and clearly communicate steps toward closing a deal. This is especially helpful for sales development reps, as they usually deal with cold outreach and must convert it into a qualified lead. Among the common tools for sales engagement software are auto-dialers, email templates, and CRM tools.
Personalization
There are many benefits of personalization in sales engagement software. Using this software can make the sales process more efficient by keeping in touch with prospects throughout the buying cycle. It can help you measure your outreach and tailor your content to your prospects’ individual preferences. This software tracks metrics such as open rates and click-through rates to help you make better follow-ups and improve your sales presentation. It also can cut down on the work of your sales reps. Instead of being glued to the computer screen for hours on end, they can spend time building relationships with prospects.
Mixmax is another option for sales engagement software. It offers a free trial and has dedicated customer success managers. Like Mixmax, it emphasizes personalization over volume. One unique feature of Mixmax is that it does not allow users to use multiple email addresses from one account. It also allows salespeople to save time by automating email outreach. Compared to other sales engagement software, Mixmax is an excellent choice. Its email marketing platform also offers personalized email templates and video content.
Integrations
One of the biggest benefits of sales engagement software is the seamless integration with your CRM and email service provider. This feature will minimize the time spent manually entering data into various applications and systems. SEPs are often priced on a monthly subscription basis. The cheapest SEP may only include email tracking features, but it may offer more advanced features like CRM integration and multi-channel conversation management. You can expect to pay about $100 per user per month for these features.
For instance, inbound leads may engage with your company more through email or social media than in-person interactions. Similarly, later on in the sales cycle, you may communicate with your leads via video conference. Hence, sales engagement software should provide insights about all the interactions your prospects have with your brand. By integrating various forms of outreach, your sales team will be able to determine which outreach techniques are working and which are not.
Cost
Besides letting you automate the process of lead generation, sales engagement software can also help you organize your data and streamline the workflow of your sales team. It will help you track, score, and categorize your leads so that your reps can concentrate their efforts on those who are more likely to purchase your product. Lead tracking tools help you create a customized plan for each lead and follow clear steps to close a deal. And with more data on lead engagement, you can calculate the ROI of your investment.
Sales engagement software comes in different prices. A basic SEP will cost less than $10 per month, while an advanced version will run you $100 per user per year. Some platforms integrate with popular CRMs, such as Pipedrive. The cost depends on the features and capabilities of the software. It’s best to choose a free trial before committing to a paid plan. However, if you’re looking for an affordable, flexible, and powerful solution for your sales team, SEPs may be a good choice.
