•   5 min read

5 Myths Busted About Sales Engagement Platforms

ByAditi Chordia

Published July 19, 2023

A recent study suggests that the global sales engagement software market will hold a value of US$ 7.4 Billion in 2022. Companies are spending more than ever on tech stack, but it’s surprising that despite the right technology, 57% of the sales rep don’t hit their sales quota.

Tracking and managing activities on multiple tools can be complex, leaving the sales reps overwhelmed and tired. That’s why the most innovative sales organizations rely on a sales engagement platform to bring real-time visibility to the workflows, make communication smooth and reliable, and generate more leads. This post debunks five common myths about the sales engagement platform holding your sales team from closing deals faster, shortening the sales cycle, and improving their productivity. 

#Myth 1: It’s only useful for sending cold emails

This can’t be far from the truth.

Sales engagement platforms give companies a range of key capabilities to make every interaction personal and seamless to manage. This includes engaging with prospects on different channels such as emails, texts, calls, virtual meetings, and more. This, however, goes further than targeting prospects on different channels. The sales engagement platform equips the team with omnichannel outreach to ensure a personalized and meaningful connection with the prospect at every touchpoint. Take this into account: You connected with a few leads on Twitter and LinkedIn. To give them more context about the company and the products, you shoot them an email, and for those who demonstrate interest, you move them over to the call. You follow up with them on a call or email and take the conversation forward based on the prospect's response.

A simple CRM functionality cannot keep a track of all updates. Sales engagement platforms allow to create campaigns and automate sequences, so the communication flows on every channel seamlessly and naturally. The platform not only gives you insight into the engagement with prospects but also equips you with the information for the next step.

Outplay’s Multichannel Sales Outreach helps to customize dynamic multi-channel outreach campaigns, execute follow-ups, personalize message content, and send humanlike responses at every step.  

Myth #2: It’s interchangeable with CRM

Sales engagement platforms fill the gaps between CRM and Marketing Automation Tool, and enable more SALs and MQLs to turn into paying customers.

CRM organizes customer contact information and records the interactions, whereas, a sales engagement platform uses automation to create a series of hyper-personalized interactions so the sales reps and managers don’t lose time doing it manually. Sales reps often have to update their CRM and record the activities and interactions with the prospects, but a sales engagement platform gives the sales team a unified platform and automatically logs the selling activity across multiple channels.

The best sales engagement platforms deliver additional value by integrating CRM and offer comprehensive dashboard and reporting that gives sales reps insights into the next course of action.

Myth #3: It’s not for everyone on the sales team

From prospecting to sales revenue, a sales engagement tool helps to track and manage all activities. So, whether you’re a sales rep, manager, or SDR, it can help to improve everyone's productivity and make communication seamless for everyone.

Sales leaders or managers can gain better insight into the sales process and drive organizational alignment. They can coach sales reps more effectively with recorded calls and transcripts using the meeting recorder feature in the advanced sales engagement software and make it easier for new hires to replicate best practices in a short time.  With a dependable forecasting and reporting feature, managers can easily pull up the data to fix leaks and double down on the strategies that are working.

Sales Operations or RevOps executives can benefit from multi-point solutions on a unified platform that reduce inefficiencies, cut costs, and improve productivity at scale. And with the ability to create a success playbook and best practices archives, Sales Ops teams can fast-track training and mentoring to drive more efficiency.

Account executives (AEs) benefit from the end-to-end customer engagement data that helps them to identify gaps during the process. They can go over the recorded activities and sales calls to understand what didn’t work so that it can be replaced with a better strategy. 

Sales representatives have to hit their monthly quota and the sales engagement platform guides them through automated steps that easily connect and nurture relationships with the users. They can manage the pipeline at a glance, keep track of the engagement on all channels, and continually improve their efficiency. 

Myth #4: It’s difficult to integrate with your current tech stack

Good sales engagement platforms seamlessly integrate with the existing tech stack to deliver more value to the sales team.

Ideally, a B2B sales engagement tool reduces the need for different tech stacks by offering a centralized platform to track and manage all activities. It provides a foundation for superior team adoption, eliminating different sources to find information, which leads to more accountability and improved efficiency.

Outplay not only integrates with the best-of-the-breed technology but also offers robust API guides and customer support to ensure the workflow is seamless and the communication is flawless.

Myth #5: It can’t be used on mobile

In the last few years, the way of work has changed significantly. Most teams, including the sales team, are remote or working in a hybrid environment. A good sales engagement platform enables sales reps to engage and nurture customer relationships on the go.

With modern dialer and chat capabilities, a sales rep can make or receive calls, text prospects, and keep track of the notifications on their mobiles.

Integrations such as Slack enables sales reps to get instant notifications, and HubSpot automatically syncs the CRM data with the latest updates related to email, call logs, texts, etc., to keep the sales rep on top of everything.

Sales Engagement Platforms are the Need of the Hour

Big tech giants use the sales engagement platform to support overall revenue generation. Rather than looking at it as a good-to-have, it’s important to see it as a must-have within your sales department to exceed pipeline goals, revenue targets, and team productivity.

Sales engagement platforms are not just for getting by. They automate the entire sales cycle to aid deal management and customer engagement by providing the insights needed to achieve excellence.

Sign up for an Outplay demo to see how a sales engagement platform can make your team’s life easier.