What Is Sales Engagement: Definitions, Platforms, Strategy, and Tips

With the right sales engagement strategy and tools in place, you can ensure that every sales rep is maximizing their performance and moving your business forward. Let’s take a look at how.


1. 00:10 What is sales engagement?
Instead of letting salespeople randomly decide how and when to engage customers, sales leaders can use data to build a formal framework that tells salespeople how and when to engage with buyers. We call that formal framework your sales engagement strategy.

2. 00:34 How can you accelerate sales with sales engagement?
A great strategy makes it easy for reps to communicate with buyers throughout the sales cycle. A word of caution, however: sales engagement strategies can make it easy to bombard customers with automated emails and inquiries. So be sure to reflect on the quality of your engagements – not just the quantity!

3. 01:14 What are some popular platforms?
When you’re choosing which platform to invest in, look for these features:
✅ Sales workflow features like email/call sequencing, email scheduling, or prospecting templates, which make outreach simple and scalable
✅ Engagement analytics into open rates, pitch views, and content engagement, which allow you to optimize your strategy
✅ Dialer or click-to-call functionalities that allow reps to quickly and easily connect with customers
✅ Deep integrations with your CMS, email client, and of course, your sales enablement platform

4. 02:04 The number one rule of great sales engagement
Finally, don’t forget about personalization. While sales engagement strategies are all about scaling and formalizing your sales process, personalization is what will catch – and keep – customer attention.

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