Sales Engagement

Sales Enablement helps the sales team by providing support, administration, and training. It might include deploying and managing your CRM system, onboarding and training sales reps, and delivering particular sales assets.

Sales Engagement extends those activities by focusing on improving how sellers communicate with prospects and customers. It puts the most effective content for each deal into the hands of the sales reps, helps them communicate the information to potential customers, and tracks how and when those customers engage. Sellers, marketers, and sales leaders get direct visibility into what works and what doesn’t.

Sales engagement lets a company intelligently map content to each stage of the buyer’s journey, to ensure that the most effective content is presented at the proper time, in the right deal stage, and to the best person. And sellers are notified immediately when a customer looks at the content and exactly got their attention.

A great sales engagement platform:

1. Captures and organizes all the content your sales team needs to be effective

Handles every kind of information they need with multiple item types
Provides rich options for quickly organizing and structuring the information via publishing features
Makes it easy to update content as new versions are created
Pulls content from existing cloud file systems like Box, Dropbox, and Google Drive

2. Projects the right information to each role

Customizes what each role sees so they can quickly find exactly what they need.
Makes sure everyone sees only the latest version of the content
Provides instant access to the content they need with advanced search, browsing, and intelligent recommendations based on role
Let regional teams create customized environments that “remix” information from corporate headquarters with local content
Supports social features that help get the right content to the right people including comments and “likes”

3. Shows a highly curated and scored list of the most effective content directly within the CRM tool where salespeople spend their time

Integrates and displays sales playbooks directly into CRM systems like Salesforce.com
Scores content effectiveness using predictive analytics

4. Lets sales representatives directly engage customers with the content needed to make the sale

Creates trackable links to share content via email
Integrates with screen sharing tools so live sales pitches can be delivered to remote prospects

5. Provides end-to-end analytics that show usage, performance, and business impact of content throughout the sales cycle

Shows what content the sales team has picked up and is using
Shows how customers are engaging with the content that has been sent to them, from content opens to dwell times on each page
Shows what content is influencing buyers to successfully close deals
Enables companies to optimize the content to make it more effective
Shows how items evolve and change as they are picked up by the sales team and reach the customer

Sales engagement tools allow companies to analyze and optimize their entire sales cycle. They represent a powerful new way to help achieve the ultimate goal of any sales organization: close more deals and increase revenue.

Learn more and download a free sales pitch prep checklist at http://p.highspot.com/pitch-checklist.html.

Engage your customers

Highspot is the industry’s most powerful sales engagement platform. By surfacing the most relevant content, providing flexible ways to present it to customers, and understanding how it performs across the sales cycle, Highspot uniquely delivers visibility and insights that drive engagement, revenue, and customer satisfaction.
Learn more at www.highspot.com.