Analytics matters. Closing the loop matters. The buzzword for 2017 ‘AI’ matters (although perhaps most are not quite there yet).
So how do you achieve such a holistic approach to something as vague as ‘engagement’? Well, like anything sales is a process and the closer we can tie that process to insight about our customer the more successful we are at it. I call this sales engagement, and it’s trackable.
Today marks our release of our State of Sales Engagement blog series. Over the next weeks tune in to our feed for helpful tips and insights on what today’s most successful organisations are doing in the space of sales engagement.
In an ideal world, sales and marketing would have open lines of communication but traditional divisions between marketing and sales teams often lead to uncoordinated strategy and execution efforts. Since marketing teams are usually not on sales calls and are essentially removed from the face-to-face sales process, they often are creating marketing materials in a vacuum.
In a world of mass communication technologies, one truth about communication hasn’t changed: People prefer to get information face-to-face.
With this in mind, how does one deliver an effective face-to-face engagement encompassing the balance between identifying the customer problems whilst articulating one’s own service or product value.