Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Evaluating Sales Engagement Vendors

455 views

Published on

Sales Engagement solutions are quickly becoming the way sales teams manage their sales process to close more sales, generate more revenue, and improve customer relationships. While they aren’t replacing CRMs, many SDRs now operate out of Sales Engagement platforms as their primary System of Engagement. This vendor-neutral session discusses the benefits and value proposition of Sales Engagement Platforms, along with tips on evaluating and implementing these platforms.

Published in: Sales
  • Be the first to comment

  • Be the first to like this

Evaluating Sales Engagement Vendors

  1. 1. Sales EngagementDriving Increased Sales and Customer Loyalty Lynne Trocciola GZ Consulting
  2. 2. Lynne Trocciola • Analyst and coach • Former Product Director in the B2B technology space having overseen development of Call Center and Human Capital Management products. • Her expertise is in how software can drive productivity, engagement, and behavioral change. • MBA in Organizational Behavior (University of Maryland) and an M.S. in Organizational Change (Northwestern University). Her mantra is “Do what you love. Love what you do.”
  3. 3. Agenda Sales Engagement Overview Sales Organization Challenges Sales Engagement Vendors How Do SEPs Address Key Sales Challenges? Purchasing Criteria Future Trends
  4. 4. What do sales engagement platforms do? • Streamline the sales process while reducing administrative and account prep work • Manage and refine sales messaging • Automate tasks, messages, and workflows • Enable companies to combine their sales and marketing efforts to create personalized and automated sales journeys • Integrate with existing sales solutions • CRM, email tracking, outbound dialing, sales intelligence, sales enablement software, etc.
  5. 5. Sales Organization Challenges • Sales process repeatability • Consistent messaging • Coaching • Leveraging best practices • Sales versus non-sales tasks • Maintaining authenticity • Customer renewals • Increase in top-of-funnel sales activity • Response rates • Increase in sales qualified leads
  6. 6. How do these solutions manage your key sales challenges?
  7. 7. Sales Process Repeatability • Cadences • Templates • Playbooks • CRM synchronization • Analytics and reporting
  8. 8. Consistent Messaging • Marketing-defined templates • Targeted messages • Snippets • Training library • Personalized • Follow 80-20 rule
  9. 9. Coaching • Real time coaching • Whisper, Join • Meeting analytics • Transcription, Indexing • Share best practices • Opportunity View • Partners such as Clari
  10. 10. Leverage Best Practices • Omnichannel cadences • Configurable templates • Capture dispositions • Onboarding and training • Data-driven best practices • A/B Testing • Messaging Metrics • Visualization
  11. 11. Sales versus Non-Sales Tasks • Customer insight • Meeting management • Record meetings • Task management
  12. 12. Sales versus Non-Sales Tasks • Identify next steps • CRM synchronization • Best Time to Contact
  13. 13. Focus on Authentic Selling • 1:1 Video • Personalize as Needed • Next Best Actions (NBA)
  14. 14. Focus on Authentic Selling • Connection • Interaction • Active Listening • SNAP Integration • LinkedIn Sales Navigator
  15. 15. Purchasing Considerations
  16. 16. Purchasing Considerations • Capabilities required • IT: Scalability, Security • How will the role of your sales group change? • Users • SDRs • Enterprise Sales • Customer Success • Strategic use of AI
  17. 17. Purchasing Considerations • Reporting • Natural flow of work • CRM support • Multi-channel needs • Video, chat, social, email • Sales intelligence
  18. 18. Sales Engagement Vendor Landscape • Enterprise • SalesLoft • Outreach • InsideSales • Mid-Market • SalesLoft • VanillaSoft • Yesware • ConnectLeader • SFDC High Velocity Sales
  19. 19. Sales Engagement TCO • Enterprise • $1,300 – $1,500 / rep • Mid Market • $ 600 – $900 / rep • Other Costs • Implementation • Third-party services • Training • Administrative
  20. 20. Sales Engagement Buying Committee • Sales Director • Sales Operations • CRM Admin • SDR • Account Exec • Customer Support Manager • IT • Purchasing
  21. 21. Top Three Integration Categories CRM SFDC broadly supported Others may require additional development Email Outlook and Gmail are well supported LinkedIn SNAP Sales Navigator is supported by most
  22. 22. Others to Consider Video Recorded and 1:1 Sales Intelligence Sales Leads Talking Points Lead Scoring Lead Routing Emerging Chatbots Meeting Intelligence
  23. 23. Future Trends Artificial intelligence Next best actions (NBA) Expanding partner ecosystems Continued automation of non-sales tasks
  24. 24. Future Trends Just because the capability is there, doesn’t mean you should use it Evolving from SDR to other customer- facing employees (e.g. Customer Success, Account Executives) Components leveraged for internal activities (e.g. meeting management, training)
  25. 25. Buyer Profiles GZ Consulting partnered with Tenbound to deliver a set of Sales Engagement Buyer Profiles: • SalesLoft (Available) • VanillaSoft (Next Week) • Freshworks (September) • SFDC High Velocity Sales (Q4) • Outreach (Q4)
  26. 26. Thank you Questions?

×