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Taking a look at the market for a Sales Engagement Platform? Get informed, get smart, and acquire the best long-term solution for you & your business.
This guide is intended for tools that integrate with email providers to automatically send outbound sales emails.
Note that successful prospecting should include a sequence of follow ups that combine both emails and phone calls.
Sidenote: for readability purposes, we refer to Sales Enablement as Sales Automation, SEP, and/or Email Automation.
These solutions allow users to send automated outbound emails that also be personalized at scale. These tools also track deliverability of emails, open rates, click rates, reply rates, and other important metrics.
If you’re researching the market for a new solution, your current situation can likely be described as one of the following:
Scenario #1: No Sales Engagement Solution: This is the first time a SEP is being introduced to your sales stack.
Scenario #2: Ineffective Sales Engagement : There’s an existing SEP solution in place, but it’s not meeting the sales organizations needs.
Scenario #3: Expensive Sales Engagement: There’s an existing solution in place, but it’s extremely costly and / or not scalable.
Scenario #1: No Sales Engagement Solution
When a sales team is not equipped with a Sales Engagement tool, this is how their day to day is spent:
Scenario #2: Ineffective Sales Engagement Solution
This is the usual daily reality for teams using an immature lead-gen tool:
Scenario #3: Expensive Sales Engagement Solution
With an overpriced sales enablement tool:
For each scenario, let’s explore the negative business consequences associated with not changing the current process.
Scenario #1: No Sales Engagement Solution
Takeaway: Sky-high soft costs far outweigh the savings from not spending on licensing.
Scenario #2: Ineffective Sales Engagement Solution
Takeaway: Total cost of ownership is high despite reduction in soft costs.
Scenario #3: Expensive Sales Engagement Solution
Takeaway: These tools can be integrated with the existing sales stack or replaced with effective, cost-effective solutions.
The best sales engagement tool for your sales organization will comprise of features, usability, ability to personalize, and hard & soft costs associated with support and maintenance.
Here are a few examples of the business advantages you can gain along with the benefits the right tool delivers:
Advantage #1: Optimized Operational Efficiency
Advantage #2: Increase Sales Rep Productivity
Advantage #3: Minimized Risk of Missing Quota
Advantage #4: Minimized Financial & Administrative Overhead
Up to this point, we’ve established:
Now, we can explore what product & organizational attributes it takes to get from the so-called Point A to Point Z.
While you’ll likely have your own set of required attributes, here are additional areas & questions to consider.
Product Functionality
Let’s start with key areas for the tool itself.
Organizational Strategy & Viability
The tool’s attributes are most important but you should also consider the organizational side of the equation. These questions are generally considered once technical fit and value has been established.
Onboarding & Support
Even the best tools can be rendered useless if adoption rates are low. Proper onboarding and support from your Sales Engagement vendor has the ability to deliver quicker ROI and value for all stakeholders.
You’ll likely have to invest time and internal resources to onboarding & configuration a tool that can integrate with your current sales process. And that’s just the beginning…
Your quickest path to ROI starts with effective change management. Here’s a few pointers to help ensure success.
If you’re considering adding a new Sakes Engagement tool to your stack, you can start by trialing FoxBound Pursuit and stack-ranking vendors using our Sales Engagement & Lead Generation Scorecard.
More options on the marketplace can be found on sites like G2Crowd and Finances Online.
Looking for the right solution and partner to drive sales forward?
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