Sales Engagement: all about this technique
Posted: Sat Feb 22, 2025 6:36 am
Well-known by most people who work in sales, Sales Engagement is a commercial strategy that is on the rise in the market. But do you know what it actually proposes?
I ask this question because only the simple definition of Sales Engagement is known and conveyed, and to use it correctly, it is necessary to have other information in mind.
So, it's like not knowing the theory behind a very good football play, but not training it and not knowing how to put it into practice.
In other words, you may even know that it works, but when the time comes for you to make it work for your team, the execution won't be as accurate .
That's why we've written an article where you can clear up all your doubts about Sales Engagement and also find out how you can implement this strategy in your company!
Let's kick some ball and talk a little about Sales Engagement?
Keep reading!
What is Sales Engagement?
Sales Engagement refers to the interactions between a potential customer and a company’s sales professional. To be clearer, it is basically the entire transaction process and relationship that a salesperson establishes with each lead, from the first contact to a possible negotiation.
Now, you may be wondering: what is the real objective of this strategy?
Well, the goal is to improve your understanding of your Canada telegram data customer's purchasing journey , that is, the duration of interactions between you, their content, ineffective and effective activities, in short, the entire process until the sale is closed.
With this perspective, your sales team can recognize the best actions, the triggers that generate the most results and, thus, define the most effective sales practices for your ICP.
This way, you can offer a better customer service experience , increase lead conversion , provide more incisive and therefore more effective team training, and redirect your operation to what really works !
A very good technique, right? But for it to start working in your business, you need to have some well-defined concepts about your process:
. Ideal Customer Profile , that is, the ideal customer profile for your product. However, if you don't have one yet, or don't know how to define one, don't worry, we have the perfect article for that: What is an ICP and how to define it .
. You also need to define the metrics and indicators that will help you evaluate how your process is going , the so-called KPIs. To learn about and choose your own indicators, we have another very interesting article: The 8 main KPIs.
Main Features
Once you have all of this in mind, you need to understand three fundamental characteristics of Sales Engagement. Let's go!
Consultative sales: To engage both sides, the sales professional must work closely with the customer , providing consultancy to help them move to the bottom of the funnel. Therefore, your sales format must be consultative, in order to seek to understand the customer's needs, identify their problems and point out their solution.
Analysis of each customer's situation: the Sales Engagement strategy also involves understanding the lead's pain points, problems and motivations and which factors influence their decision-making. This way, your sales team's actions become more targeted and accurate!
Data collection: linked to the use of technology , Sales Engagement has as an important step the collection of data generated from interactions between your company and the customer. And, through the interpretation of these numbers , it will be possible to identify the problems and what has been efficient in your process.
So, did you already know about any of these characteristics? These are the ones that every Sales Engagement strategy needs to have to work at full strength!
Read more: Understand everything about consultative selling.
Why invest in Sales Engagement?
Of course, I couldn’t help but include a topic to explain the main benefits of maintaining this technique in your business. In addition to all those that have already been mentioned, now learn about 4 more “whys” to invest in Sales Engagement!
I ask this question because only the simple definition of Sales Engagement is known and conveyed, and to use it correctly, it is necessary to have other information in mind.
So, it's like not knowing the theory behind a very good football play, but not training it and not knowing how to put it into practice.
In other words, you may even know that it works, but when the time comes for you to make it work for your team, the execution won't be as accurate .
That's why we've written an article where you can clear up all your doubts about Sales Engagement and also find out how you can implement this strategy in your company!
Let's kick some ball and talk a little about Sales Engagement?
Keep reading!
What is Sales Engagement?
Sales Engagement refers to the interactions between a potential customer and a company’s sales professional. To be clearer, it is basically the entire transaction process and relationship that a salesperson establishes with each lead, from the first contact to a possible negotiation.
Now, you may be wondering: what is the real objective of this strategy?
Well, the goal is to improve your understanding of your Canada telegram data customer's purchasing journey , that is, the duration of interactions between you, their content, ineffective and effective activities, in short, the entire process until the sale is closed.
With this perspective, your sales team can recognize the best actions, the triggers that generate the most results and, thus, define the most effective sales practices for your ICP.
This way, you can offer a better customer service experience , increase lead conversion , provide more incisive and therefore more effective team training, and redirect your operation to what really works !
A very good technique, right? But for it to start working in your business, you need to have some well-defined concepts about your process:
. Ideal Customer Profile , that is, the ideal customer profile for your product. However, if you don't have one yet, or don't know how to define one, don't worry, we have the perfect article for that: What is an ICP and how to define it .
. You also need to define the metrics and indicators that will help you evaluate how your process is going , the so-called KPIs. To learn about and choose your own indicators, we have another very interesting article: The 8 main KPIs.
Main Features
Once you have all of this in mind, you need to understand three fundamental characteristics of Sales Engagement. Let's go!
Consultative sales: To engage both sides, the sales professional must work closely with the customer , providing consultancy to help them move to the bottom of the funnel. Therefore, your sales format must be consultative, in order to seek to understand the customer's needs, identify their problems and point out their solution.
Analysis of each customer's situation: the Sales Engagement strategy also involves understanding the lead's pain points, problems and motivations and which factors influence their decision-making. This way, your sales team's actions become more targeted and accurate!
Data collection: linked to the use of technology , Sales Engagement has as an important step the collection of data generated from interactions between your company and the customer. And, through the interpretation of these numbers , it will be possible to identify the problems and what has been efficient in your process.
So, did you already know about any of these characteristics? These are the ones that every Sales Engagement strategy needs to have to work at full strength!
Read more: Understand everything about consultative selling.
Why invest in Sales Engagement?
Of course, I couldn’t help but include a topic to explain the main benefits of maintaining this technique in your business. In addition to all those that have already been mentioned, now learn about 4 more “whys” to invest in Sales Engagement!