The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 years ago

What is Sales Engagement and Why it’s So Important

ABOUT THIS EPISODE

Max and Manny dive deep into the topic of Sales Engagement and it’s essential fit in the modern Sales Stack. Tune in!

Welcome to the sales angagement podcast,this podcast had brought ou by out reach ot IO, the leading sales, anGesena platform, helping companies, sellers and customer success engagedwith buyers and customers, and the modern sales error check out sales ofagncom for new episodes, resources and the book on Sales Angagement. Comingsoon. Now, let's get into today's episode Max Ouchelor here Ar the first episodeever of the Sales Engagement, podcast and I'm joined by Manni Madina Co ofoutreach, the leading sales and gave him a platform and what better topic tostart this podcast off with then sales engagement. What is it we want to gointo? What is it why now? What does the ecosystem look like? Where do we see itgoing so manny thanks for joining us and Telk us a little bit about whatsales engagement means to you. So, first of all, thanks for having me, I'mso excited to kick off the selts...

...engagement podcast together. So selfengagement is been that evolving catergory that is finally Commin torouse, because we have thought, through all the bits and pieces around the artand the Science of authentic customer and prospect conversation and thereason this is born in Artin assciences, because in the side of the art, what wereally doing is we are engaging with the customers were engaging with ourprospects in a way that it's very Hu human is very authentic. Its veryengaging in that you are solving somebody else's problems. You'repraying storming, you're, talking shop, you're, getting to the bottom of thingstogether, that's a team, and that takes an art that takes an ability for you tofigure out somebody's problem very quickly and eventually engagingmentally and emotionally into into a meaningful conversation that we toldhim nthe progress. The science of that is, how do you get that started? Andhow do you measure success, because at the end of the day, sales is not onlyabout a fidicity but about delivery results on a regular basis. So not onlyyou have to deliver your souls, but you also have to store your pipe fine. Asyou're willing that pipeline forward...

...deliverits Resolt, so you can',separate the art and the Stcience, and you need one platform thatl ask you todo both, and this is why tells engagement is such a compellingcatetery right now, because it's not only the mat Ath ben of all thecommunications, but it's also the measuring of how that communication isgoing. But it's also the he, the antiliry things, such as enablement indata providers and content management and so on and so forth has to cometogether. Even marketing systems like Marcetto to bring it together to reallypush forward the the conversation from the beginning of a prospect all the wayto their relationship, the APSELE, the Cross cell and the renewal yeah. It'samazing what you can do now with technology, I mean remember, you know,people used to have to make phone calls to run through Bant, and now you canfind all that information online and use it in your out reach and teams thatcan do that can do the proper research leverage technology and then do an Amnichannel touch. You know whether it's phone linked in email, twitter, one one,video, direct mail, sending letters or...

...you know swag of some sort, there's somany different things. You could do now to surround the prospect of the buyerand deliver an amazing buying experience for them, and so this is thesales engagement category and the first time that I really seen it because ofthe technology. That's coming together, really being like its own thing, socompanies like out reach and the others in the category have done a great jobof getting it to this point, and it's really just starting to pick up. Sowhat are some of the other things in the ecosystem ore, the other companiesin the ecosystem that you've seen that have kind of added to the value ofsales engagement? So it's interesting because the sells engagement is makingnew scenarios available to us right now. You know, let's take acconby Selsimarkeketting, like acouns Bas, elso marketing used to be you know the remedof very high end account. You know super high touch. You can only do itwith the very influential intevelio of with whom you can spend a lot of moneyon it. But if you look at the lay this Topola study now you get to run ABMaccounts for many different segments or even bands of bad. So even if your avsvery low, you can still do a very...

...multichannel approach with a lot ofautomation in a lot of personallysation at the same time, because the toolsthat you have available around you to do that is making everything moreefficient. So in the past you couldn't do any of this you're couln't. Youcouldn't have a path to sout of improvement without having a lot ofdataare you customer without having you know the discover, ors and thedatafoughts of the world that allows you to know. You know company formationand or chart and contact information from even from either human or orinside vew ind. All of that brings it together, and then you have sort of thedata storage layer that sort of helps you, you know, sort him and tag him andput him in a play. Hor. You can easily retrieve him you have. They now makesyou have sell sort. You have you now, even even an send us just bought a CRM,so everybody sort of like having you have the stack of the storage. You havethe stack of the data and then you have the stack of all the different channels.So Y, you know you can do it. BEA linked in you can do a va phone, youcan do it bea email or you can, and you can start using. You know new aenieswhich, as video or go back to old...

...avenues such as you know, packages andmales and direct mail and so forth, and then tie it together with the sistensthat are bringing the people from the very beginning, wof the eperience likedrift and demand Bates and Marquetto all the way tro the customer channeland Apt Tu. You know the postsale like Gansigted Totango, and then you lay orha layer of analytics nd in learning, right from gors and Gong, an EXEC,Visiono and Avuma so that you have the full stack of inderstanding yourcustomer. You have the rat. That is really bringing in the human aspect toit, and then you have all the metrics and the measurance and the measuringaround that to make sure that your heading in the right direction. So it'san exciting opportunity, because now you can finally like bring the wholething together and give it's got tof like get the ret sort of like theiromen suit around them. So they can do exactly what they do, but Yust Gan doit in a much bigger proportion, a lot faster with a lot F, more human touch.Yeah! It's pretty interesting, the timing to because there's there reallyis an entire ecosystem. Around sales engagement. Now a d mean you look atoutreach as a platform and all the things that kind of bolt onto it,whether it's companies like drift and...

Intercom on the chat side and vidoed nvidelicious on the video side or Sandoso and Pfl, and when you'resending you know, one o one gifster swagger letters, contact information todiscover, Wa, clear bit, Zoo and there's so many different companies.You Have Dackasin and Adobe Sin Hello Sign. So, there's a lot of salstechnology that kind of surrounds this experience, value of Linkedin. You haveall the crms that kind of Hook into everything, so whatever you using forSalesan nedal platform, there's so many different course. You know course ofGong, for you know tracking analyzing phone calls and then not only just thetechnology, but professional services wise. There are a lot of amazing, likeconsultants, trainers right out there really duildering best practices inthese areas that you see a conferences all across the US and really all acrossthe world. So it's a great time to be in sales, a great time to be focused onsales engagement in your process, and it's definitely one of those thingsthat you have focused on, because it is it's the communication with yourcustomers, it's communication with your...

...prospects. It's things that you couldbe doing that actually really affect revenue in a massive way, so thits thefirst episode of our podcast. It's a launch of sales engagementcom. Thelaunch of the book on sales engagement were really here to educate people onmodern sales, engagement, best practices and all the learnings andeverything, and so we're going to have some really amazing guests along theway whether there are some of the partners we just named the professionalservices, Consultante trainers or even some of the the companies that piece inthere and Laer on and can tell you from best practices or from from data andscience. You know what to do. I mean outreach has probably sent hundreds ofmillions of emails sales emails from their platform. We have all sorts ofDat and adalics on those that we can extrapolate an til. You win the besttime to reach a decision maker and Gong and chorus companies like that haveanalyzed probably millions or Tento millions of phone calls business phonecalls that can do the same thing same thing with the Bigero tideulicious whovanalyzed you know one one. First, personalized video so really excitedfor sales gagencom and this podcast,...

...because it's really just all aboutavangelize ind, the the amazing things that are happening in the salesengagement space through this ecosystem and that's being created so we'll havesome really good episodes coming up we're oping to get three week out there,for you punchy kind of talk, show radio style episodes. So it's a reallyexciting time for the category, so want everybody to stay tuned and listening.That's right. This is the right time to start adopting SOM of thisstechnologies and creating your stack and experimenting Whan War porks. Andwhat doesn't we need to move away from the world of Dogma and in the world? F.Just believe that in the past, whatever you did in the past, Koing tof work inthe future and start really engaging with your customeers understanding.What they're doing and measuring everything there is no situation. Thereis no scenario going forward in which our leadership is not at. I want toknow, you know how are we being efficient and how we're being effectiveand how wer moving the bult forward. So this is an exciting time n because itopens up not only opportunities for growth in terms of revenue, but itopens new cobeears if you think about...

...it, there's new things that you can doas a selfs engagement got a race bin form because you need the exper Teseand many different things that were not. You know common. You know only twoyears ago, yeah sales, reacher researchers, sales content, writers. Imean there are Lont. There are people that are internal sales, trainers thatare focused on replicating best practices across the team, and when youhave powerful systems, you know obviously I'mbiased, but like ot reach,you're able to do ab test these things, you really can only get better. If youunderstand of you're measuring the right things and can see the resultsand can take those results and say all right. Well, let's try. Something else.Is that going to give us better results of that gives us better results. Why IIV is better results and, let's replicate those best practices and andwhet you're going to Sego and forward as part of this serieus Conversationisis the fact that, as we measure things, you know, will expose it to theaudiences and listen to this Bockat. So, as you know, we're working with thebridge, grouup and Trish and tee at MS feed the work on the survey on what dobuyers, how the y buyers want to be...

...approached. I specifically Salls Byer.So as a is our manager or self leader you, you know you're looking for thatactivity, you're looking for those phone calls, but that's the receipientof thote phone calls want to be contacted that way and how and what isthe context and what is hi content of tha conversation. So you need to knowall that before you drive your team hard towards what could be a potentialblind alley. So this is going to be a two side, O e conversation, which we'regoing to be very thoughtful about how we drive our Tan stores, efficiency inproduction, but at the same time understand what our customers want. Howd they want to be educated Yoa? This is a fascinating topic for that is finallycoming through root, and I can't wait to get started yeah and H and that'sgoing to be n episode on the PODCAST. As long as a y download blasset onebook on sells, igencom is the entire Bier engagerent port done by sales,hacker, the Bridgebroup and MSP, and then Trish, and I actually dove intothe results and we've had some some interesting conversations about theresults at we actually at the last minute through age on there as aquestion so that we can see. You know...

...if that influence how people answered,and so there are some really amazing discoveries from that report. Overeight hundred people so far have answered by the time we publish itshould be over a thousand, so you have enough deeto there to say definitivelythat these are some things that are really going to make a difference andwe're excited to share it along through this podcast through these episodes ourgoals to put out two to three week very conversational, but action packed withjust nuggets of value. We want to be able to deliver you things that youcould use in your shales engagement process in your job without having tobuy any new technology. If you don't want to and get the results you need toget but we're in a new era there, our sales engagement G, two CROUDHS,changing their grids, Topo, is and serious decisions, and some of theseother analysts are defining the category for sales engagement. It's anexciting time and it's something that you need to be focusing on. If you'renot already focused on is understanding...

...sells engagement in in yourorganization. That's right! It's in a great way to get your daily boost everymorning right as you Gom into work, so youe going to play right away there.You go get that lift awesome. Thank so much many for joining us on the firstever episode. We a'm sure we'll see you on multiple episodes going forward.Everybody tune in Salesgatin podcast on itunes, stitcher spotify, Googlesoundcloud, you name it tune in Selesn, magmencom, get the Byran Gen gide. Nowand that's all for today. This was another episode. The salesengagement F, podcast Jonus at sales, engagementcom or new episodes,resources and the book on sales angagement coming to to get the mostout of your sales and Gatin strategy, make sure to check out out reached Otioleading sales, an METOA pot. So you on the next episode.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (308)