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Sales Engagement vs. Sales Enablement: Demystifying the Future of Sales
Sales Engagement vs. Sales Enablement: Demystifying the Future of Sales
Nikhil Jain

Content Developer

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Sales Engagement vs. Sales Enablement: Demystifying the Future of Sales

24 Nov 2021

The digital sales landscape is seeing a different trend from what it was before the pandemic. The modern sales approach is currently witnessing unparalleled development, courtesy of ground-breaking advancements in technologies.

In this article, we understand two such facets that play an invaluable role in empowering the next-gen sales team of your organization. We break down the differences between sales engagement and sales enablement to help you understand what serves your business the best.

Sales Engagement: Modernizing Sales Through Engagement

Engaging with prospects and customers is daunting, yet it is also the most instrumental part that supports closing more deals. This process of engaging with targeted customers is becoming much easier, thanks to the implementation of disruptive technologies.

In this field, AI-driven sales engagement has proven to be highly beneficial. When integrated with your CRM, AI-powered sales engagement platforms empower your sales team with a cutting-edge toolkit for the digital era.

24% of sales representatives’ time is spent generating leads. With the introduction of better sales engagement platforms, this number is seeing a downtrend. Sales managers are keen to explore such data-powered strategies to enhance their sales journey and outsmart their competitors.

Let’s discuss a few reasons how artificial intelligence is changing the sales engagement process.

A one-stop platform to track, monitor customer lifecycle

Sales engagement platforms are extremely valuable to sales representatives, as they help make informed decisions with insights on how to capture and nurture sales leads. Using a sales engagement tool, sales representatives will have access to numbers, content, and information required to close the deals more effectively.

Understanding that the details above can be hard to monitor and maintain, sales engagement platforms come in handy with predictive analytics and guided selling. The cumbersome exercise of using different platforms is eliminated, as all the necessary information is brought under one platform to cater to the needs of each lead.

Sales engagement platforms present an accurate and up-to-date picture of your current situation in the sales cycle. This prevents your sales team from approaching the same customer again.

Experiencing increase in revenue and sales

One of the most significant benefits of combining artificial intelligence with your sales process is that your business can experience exceptional growth in revenue and sales.

By integrating sales engagement platforms, sales teams will have a hassle-free way of following up with prospects. Several AI-backed sales engagement tools come with features that refine prospect lists and narrow down ideal targets for your products or service.

A comprehensive report compiled by the sales engagement platform will help your representatives understand the business and successfully close the sales deal.

Sales Enablement: Arming Sales Team with Resources

While sales engagement focuses more on streamlining the conversation between representatives and prospects, sales enablement, on the other hand, supports sales teams with the right resources to close more deals.

A sales enablement platform will support your sales representatives with what they require while interacting with the buyers. Companies with effective sales enablement program achieve 67% of the targets compared to 42% for businesses without an effective sales enablement program. Following are common ways an organization benefits from implementing a sales enablement platform:

Deep diving into the prospect’s account profile

Before approaching customers and prospects, it is crucial to learn their geographical reach and business intentions. This information will help you understand whether they can be approached and whether your offerings align with their intentions or not.

This calls for the immediate integration of machine learning tools into your sales system. AI-powered sales enablement tools meticulously scan an array of data from numerous sources to identify such pieces of information and help you with your sales proposals. By analyzing such client data, sales teams get an overview of their clients that capture their business intentions and identify potential pain points.

With the world relying on technology now more than ever, sales enablement tools offer in-depth account intelligence and research to identify leads’ problems and craft customized solutions accordingly.

Heads-up in competition with peer intelligence

Attracting customers is among the many challenges that sales and marketing teams face while creating strategies to outsmart competitors. Failing to analyze competition may lead to losing your target prospects when they accept competitor offers.

Peer intelligence brings you insights from the industry by offering you with competitor’s perspective and help understand what they are currently doing and planning. By learning your competitor’s strategy, you can reach prospects with competitive offers and pricing, thereby successfully closing more deals.

As we continue living in a time of uncertainty, sales enablement and sales engagement are two facets that co-exist to help your business thrive. Given the scale of changes the pandemic forced businesses to make, the traditional approach to sales is no longer the way sales teams reap the rewards.

Sales intelligence platforms such as Draup are helping Fortune 500 enterprises scale their sales efforts and empower their sales representatives with AI-driven insights, account intelligence, peer intelligence, and more.

With Draup, your sales team can map out each phase of the sales process, identify areas with gaps and inefficiencies, and recommend which technology works the best to boost sales and enhance the customer-client relationship.