A concern that sales managers may have, with employing sales engagement, is that people are just going to automate everything.
When you do that, prospects aren't going to reply.
It’s important to have customizations or and to be able to personalize your emails efficiently. Tools like Mixmax allow this type of workflow automation to help sales reps stay focused, save time, and personalize what’s important.
Workflow automation rules ensure nothing gets overlooked
Here are ways sales engagement can help sales reps:
Become more data-driven
Sales engagement tools provide data on what works.
Specifically, on what gets prospects more engaged.
There’s no reason you shouldn’t be analyzing your conversations, know which are your top-performing sequences, templates, subject lines, personas, and everything you do in your outbound and inbound sales flow.
Marrying your engagement data with revenue is how you accelerate revenue. Plus, reps should be optimizing to eliminate bottlenecks weekly, or monthly—not quarterly. Sales engagement platforms make this easy.
Engage with interactive content
Sales engagement doesn’t mean sending emails and making phone calls. That’s just prospecting at people.
Using interactive and well-timed emails, prospects can be a part of the conversation. Not only does it disrupt the pattern of the same sales emails they see daily—you’re sending them right when they’re thinking about you. Additionally, having embedded content that invites prospects to click and interact with means they’re a part of the conversation.
With data at hand, you’ll be able to test what kind of content gets more engagement.
Integrate sales activities with your tech stack
From a workflow perspective, the first question you’re always going to ask is “does it integrate with my current tech stack?” The whole point of sales engagement is to improve your workflow and work with what you already have.
Mixmax Sidebar enables reps to craft the perfect message using social & CRM insights about the prospect without leaving Gmail (+ complete their daily tasks and update Salesforce)
Mixmax, for example, integrates seamlessly with many industry-leading tools, such as:
- Salesforce - native integration to ensure consistent, accurate data
- Gmail - do everything directly from Gmail, and head of sales still gets all touchpoints their Salesforce reports without any extra data entry work from the AE
- Pipedrive - reduce manual data entry and tedious admin work
- Dropbox - seamlessly convert files into attachments
- Giphy - because a good GIF is a great way to get the most non-responsive prospects to respond
- Vidyard - send personalized videos in a single click, right from Gmail
Book more meetings
There are lots of theories about how to get more meetings. Some say you should just send a calendar meeting and ask the prospect to adjust as they see fit. That still takes the control out of the rep’s hands, and we think reps can do better than that.
Having control over availability with one-click scheduling provides the prospect with the choice, without taking them out of their email, and keeping you in control of the relationships.
One-click scheduling makes pinning down your prospect as painless as possible