Sales engagement platforms have been gaining rapid popularity among businesses as a way to improve their sales processes. However, with so many platforms available, it can be overwhelming to choose the right one. It’s important to recognize that not all sales engagement platforms are created equal, and selecting a solution that doesn’t work for your team could have serious consequences.
When you’re in the market for a sales engagement solution, we recommend you take a practical approach and explore the key questions you should ask before making your choice. Whether you’re a seasoned sales manager or just starting in sales, these five questions will provide the guidance and insights you need to choose the right sales engagement platform for your business.
Before we dive into those questions, let’s make sure we cover the basics.
A sales engagement platform is software designed to help sales teams streamline and automate their outreach efforts. It typically includes a suite of features that enable users to manage and track customer interactions, such as email campaigns, social media outreach, phone calls and meetings. Sales engagement software provides a centralized hub for sales teams to manage their outreach and helps them optimize their sales process.
Some of the key components of a sales engagement platform include:
Overall, a sales engagement platform is a powerful tool that can help sales teams improve their outreach and drive more revenue for their business.
Sales engagement platforms can provide a wide range of benefits for sales teams of all sizes, which makes them a vital part of your sales tech stack. Here are some of them:
Choosing a sales engagement platform can be a time-consuming process, especially since there are so many options in today’s market. As you’re doing your research, make sure to keep these five questions in mind.
Every sales engagement platform is unique and offers a different suite of features that may or may not align with your business needs. Therefore, it’s essential to identify the features that are most important to your sales team to ensure you choose a platform that will help you achieve your goals.
Here are some of the key features to consider when evaluating sales engagement software:
By identifying the features that are most important to your sales team, you can narrow down your options and choose a sales engagement platform that will provide the most value for your business.
When selecting a sales engagement platform, it’s important to consider how it integrates with your existing tools. Integrations ensure that data is accurate and actionable, providing a consistent source of truth for customer information. This also allows you to customize your sales engagement platform to meet your specific needs, tailoring outreach efforts to each lead’s needs and increasing the chances of conversion.
Integrations also improve efficiency by eliminating the need to switch between different applications to get work done, saving time and reducing errors. As your business grows, a sales engagement platform that integrates easily with other tools allows you to scale operations quickly and efficiently.
Prioritizing a platform that integrates seamlessly with your existing tools is essential to improve efficiency, accuracy, and customization in your sales outreach efforts. With clean data, tailored outreach and streamlined operations, you can drive better results for your business as it grows.
A user-friendly sales engagement platform should have an intuitive interface that’s easy to navigate, even for those who are not tech-savvy. The platform should also offer comprehensive onboarding and training resources to help users quickly get up to speed.
In addition, it’s essential to consider how the platform aligns with your existing workflows. A sales engagement platform that allows workflow continuity will make it easier for your sales team to adopt and use.
Ease of use is also critical for sales reps who are often on the go. A mobile-friendly platform that allows sales reps to access critical information and tools can make all the difference in staying productive remotely.
Sales engagement platforms are complex tools, and even the best-designed platforms can encounter issues from time to time. Having a responsive and knowledgeable support team can make all the difference in resolving any issues quickly and minimizing disruptions to your sales operations.
You can investigate the reputation of a customer support team in several ways:
Understanding the pricing structure of a sales engagement platform is critical when evaluating potential solutions. Sales engagement platforms can vary significantly in pricing, from a flat monthly fee to a more complex pricing structure based on usage or the number of users.
When considering the pricing of a sales engagement platform, it’s important to evaluate both the short-term and long-term costs. A lower-priced option may seem more attractive initially, but it may lack critical features or integrations that you’ll need as your sales team grows. Conversely, a more expensive option may have unnecessary features that you won’t use.
You should also consider how pricing will change as your sales team grows. Many sales engagement platforms offer a tiered pricing structure based on the number of users or features. As your sales team expands, you may need to upgrade to a higher tier to maintain the same level of functionality.
Finally, you should ask about any hidden costs or additional fees that may be associated with the platform, such as implementation or training costs. Understanding the total cost of ownership will help you make an informed decision about which sales engagement platform is right for your business.
Choosing the right sales engagement platform can have a significant impact on the success of your sales team. By asking the right questions when evaluating potential solutions, you can make an informed decision that meets the unique needs of your business.
Ready to take a look at the Revenue.io sales engagement platform? Book a demo here.
Heather Bakire is the Content Marketing Manager at Revenue.io, the complete RevOps platform for conversation guidance, sales engagement, and live call insights and analytics. Heather loves a good story, and she is passionate about international travel and all things outdoors.