A comprehensive guide on Sales Engagement Strategies

For many, Sales and Marketing might feel like the same concept. Very few of us know that there is a difference, but even then a good number of people do not have any clarity on how both teams actually work. In this blog, we have covered everything you should know to prepare for your Sales or Marketing interview. So, let’s dive deeper!

Q.1 Difference between Sales & Marketing & Customer relationship management (CRM)

-To put it simply, the job of the marketing team is to generate leads, while the sales department helps in the conversion of leads. The CRM team manages leads and looks into after-sales services

Whenever we go to a showroom to buy any product, we see two types of salespeople- sales engagement officers and sales representatives. Both of them sell the same product but with a different approach.

A sales representative talks about the features and tries to sell the product instantly, whereas the sales engagement officer first asks about your requirements and problems to pitch the product beneficially. Because of their valuable skill, the company pays high salaries to the sales engagement officers.

Q.2 Why should we hire a sales engagement officer and not a sales representative?

-A sales engagement officer creates brand value while selling a product that helps to increase the chances of Reorder by 15%.

With their satisfactory service, they build goodwill with the customers that help to generate customer loyalty for the brand, and in return, it helps in achieving brand recognition and awareness.

Q.3 Is there a way we can train the sales representative and make her a sales engagement officer because this will help the company save the employee cost and at the same time build the brand value through customer loyalty?

-Yes. In sales engagement, there is a concept called Sales Enablement that helps to impart the necessary knowledge to the salesperson for a successful sale.

This will help me use my sales representative to work as a sales engagement officer at a lesser salary with higher returns.

Q.4 Sales & Marketing are two rivals in many companies because both want to take credit for the revenue generated, so how do we try to build synergy between the two departments?

-We can build synergy between both departments through these Sales Engagement Strategies:

1. User journey
2. Key touch points
3. KYC & Personalization

• User journey

• Key touch points

• KYC (Know your customer) & Personalization

Personalization means tailoring the pitch before selling a product to your customer. The sales representative is responsible for reducing the number of visits a customer makes to your office before closing a deal. With personalization, they can lower the number of visits and close the deal on the first attempt.

Q.5 What is the process companies follow to close a deal?

• Channel- Companies market their products on specific channels where their target audience engages or spends most of their time. Like Facebook, LinkedIn, Snapchat, etc.
• Content- To attract more engagement and boost the sales of a product, the company personalizes its content and shares it on different channels to get more engagement.
• Automation- For selling a product, companies set up different types of sales engagement teams to deal with different age groups so that the frequency of their understanding can match.

This is how marketing and sales build synergy with each other. This can boost the growth of a company 10x.

At Younity, our professional mentors await to guide and counsel thousands of young minds to gain expertise in marketing and land their first job!