What Is Sales Engagement?
Sales enablement tools have proliferated the digital selling market, and while they have helped sales professionals reach customers in new ways, they have led to massive application overload and workflow interruption. Because of this, Aragon predicted that the fractured sales enablement category would consolidate into the sales engagement market.
Today, some sales enablement providers are now offering a complete digital selling platform—what Aragon calls a sales engagement platform (SEP). SEPs streamline and condense digital selling tools to make it easier for sales teams to generate leads, engage with prospects, and support their customers.
Sales professionals looking to turn missed opportunities into winning numbers will benefit from leveraging a sales engagement platform.
- Jim Lundy, CEO and Lead Analyst
How to Improve the Sales Process
Sales engagement platforms are fully functional digital work hubs that feature several key capabilities including advanced content analytics, task automation, facilitation of communications, and automatic logging of calls, email, and engagement. Combined, these features enable faster outcomes and promote a stronger sales pipeline.
We help our customers address the following sales engagement and strategy questions:
- Who are the vendors making a difference in sales technology?
- What criteria should I use to evaluate emerging sales engagement platform providers?
- How can enterprises prepare for and succeed with a digitally-enabled sales team?
By tracking prospect engagement with content, improving transparency, and streamlining sales processes, sales engagement platforms enable sales teams to manage their work more effectively and close more deals.
Sales Engagement Research
Summary: Sales engagement platforms have been gaining traction with early and mainstream adopters as buyers have become more sophisticated. Aragon predicts that this market will grow at a rate that is nearly double that of other digital workplace markets. Read More >
Summary: The growth of SEPs has been fueled by the demand for new sales enablement applications, such as sales communications. As new categories of applications emerge that enable certain business processes, these two departments have evolved into major technology buying centers. Read More >
Hot Vendors™ in Sales Engagement, 2018
June 7, 2018
Summary: As the technology stack continues to mature, sales engagement providers will offer robust capabilities that support omnichannel communications, provide instant insights, and accelerate the sales process. This research note identifies five vendors that are offering more solutions to enterprises. Read More >
The Aragon Research Globe™ for Sales Engagement Platforms, 2017
November 7, 2017
Summary: Today, the market for sales engagement platforms continues to grow as sales teams and divisions demand easier, faster, and better ways to sell. This research note overviews the major trends and technologies driving this shift, and the key providers in the sales engagement market. Read More >
Sales Engagement Blogs
People.ai and the Race to Build the Intelligent Enterprise
October 29, 2018
The concept of AI-enabled sales—what Aragon calls guided selling—has yet to be truly brought to the table. However, People.ai's platform capabilities may change this by taking AI further with account intelligence. Read More >
Winning Sales: Understanding SPIN in Discovery Calls
September 14, 2018
Having the right sales methodology—or a sales methodology, for starters—is key for a winning sales playbook. This blog goes back to basics and overviews SPIN selling and emphasizes listening to pain points over selling features. Read More >
Salesforce Einstein Voice Will Be Powered by Apple
September 26, 2018
In the race toward sales intelligence, this blog discusses the key highlights from Salesforce's Dreamforce announcement of Einstein Voice, a conversational AI-powered bot that allows for voice dictation. Read More >
The Seismic/Savo deal validates the sales engagement market, which goes beyond sales enablement, a catch-all phrase where non-CRM tools get tossed. Additionally, the deal could drive further market consolidation. Read More >