The role of a sales engagement tool

Sales force automation is a complex but very important task for any business. Yet, B2B sales is a very diverse and often unpredictable process. While some aspects of it are a no-brainer, e.g., synching your data to the CRM from across your toolstack, other activities might take more effort.

For example, it seems impossible to put on autopilot activities like personal communication with the prospects. The number one priority for any sales team, it’s also one of the most time-consuming tasks for any SDR.

In this regard, a sales engagement tool comes in handy offering a unified platform to streamline sales communications and eliminate the manual associated with sales development, lead nurturing, and even closing.

Simply put, SEPs allow you to build automated campaigns to connect with your prospects, engage them into a meaningful dialogue, and nurture them with relevant info, addressing objections along the way, to the point when they are ready to convert.

The campaigns might involve multiple channels and types of touchpoints – both automated and manual. However, having the general framework to rely on in your communications (and being sure you never forget to follow up if there’s no response) is a solid foundation for any sales engagement process.

The benefits of web-based sales force automation software

There are many automation tools you should consider adopting if you want to grow your pipeline. However, a SEP is not just a nice-to-have addition to your sales stack, but a backbone of your SDR process and a valuable investment.

There are several reasons why you should invest in the sales engagement software:

  • Sales engagement tools offer high ROI thanks to effective resource allocation and flexible pricing options.
  • They allow you to easily scale your pipeline according to your current needs and capabilities.
  • Most SEPs integrate seamlessly with other sales tools so you can effectively work across your stack.
  • They also eliminate any human error or waste along the way, leading to higher retention and close rate.

If you’re concerned that the automated communication might feel generic or be less effective, there are tons of personalization add-ons you can use to make every email feel 100% manually typed.

Moreover, when choosing the sales tools, we recommend going with the web-based options. On-premise tools are heavyweight, complex solutions that require constant maintenance. Web-based sales force automation software, on the other hand, allows you to build reliable processes without any infrastructure or maintenance investment costs.

Previous How Letters Have Changed the Way Humans Communicate with Each Other
Next 3 Steps You Need To Take Before Buying A Home