Pricing, Features, and Best Practices
First off, what is a sales engagement platform?
It’s true. We love Outreach sales engagement platform. But before we get to why, let’s discuss what sales engagement platforms are why you need one. Sales engagement platforms integrate all the tools necessary to equip a sales representative in one easy-to-use interface. It automates sales processes, stores insights into leads in one place, and enables the sharing of valuable content used to nurture leads. Finally, it delivers actionable insights that guide the sales process to increase efficiency.
Before sales engagement platforms, reps had to meet quotas while handling a ton of moving pieces. Information stored in various places, spreadsheets, not to mention bouncing from one open tool to another in a sort of juggling experiment. It certainly didn’t help make them any better at their chief function, nor did it give them much time to actually perform it.
The sales engagement platform was built to enable salesmen to get back to their most important task at hand: the sales conversation.
Why are sales engagement platforms important?
Sales engagement tools are a necessary addition to any team who hopes to maintain a competitive advantage and operate efficiently in the age of spam blockers, no call lists, and the ever impatient, over-pitched prospect. These tools also make it possible to skip the information scavenger hunt and dive straight into revenue-generating activities.
Sales is a numbers game. With a sales engagement tool, you can work more efficiently and streamline the incorporation of your other tools like your CRM, content management system, email, and phone or voice tool. With an effective system, you can work faster, communicate better, and hit your numbers with greater ease.
With everything pulled together in one place, a good sales engagement platform will then be able to automate as much of the sales process as possible. You can skip the legwork, see exactly where your action is needed, and confidently put all of your effort where it will be most effective: the sales conversation!
In addition, your tools ability to track everything you do, every communication you make, and every detail you collect will enable you to be prepared for every potential scenario within your communications. With this sales intelligence, you will be able to effectively answer questions and rebut objections while also simultaneously understanding extenuating factors such as industry, buyer persona and sales stage.
The key to a winning sales strategy is to be continually optimizing your processes. So an essential capability of a sales engagement platform is to track your results and calculate your performance analytics so that you can see what’s working and what’s not.
When you calculate all the benefits to using a sales engagement platform, you end up with more meetings booked, shorter sales cycles, and quotas that are being met and exceeded by your sales reps.
So, now that you know what a sales engagement platforms is and why it’s important, we’re going to introduce you to our favorite one: Outreach.
Our Outreach Sales Engagement Platform Review
Of all the sales engagement platforms on the market, we really love Outreach. It’s functionality and usability is far superior to similar tools like SalesLoft, and in terms of price, it is extremely competitive with other similar tools.
Here are some of our favorite things about using Outreach.
Outreach has a robust call solution with it’s Voice Suite application. In Voice Suite, you can gain a local presence with an in-area phone number as well as the ability to text, use voice mail, bridges and call forwarding. We’d go so far as to say that if you’re currently using any additional software like Dialpad, RingCentral or any other similar service, you can discontinue it and just use Outreach.
Use Voice Suite is easy. It includes a simple click-to-dial function that will auto-dial your contact and if/when they answer, bridges the call to your phone. You can direct the calls to your desk phone or a cellular phone.
And, it’s value doesn’t end there. It also includes native call recording and dispositioning for training, shadowing, and audit trails so you can pinpoint where a deal was missed and identify procedural errors.
The Outreach sales engagement platform also offers an extensive integration capability with Salesforce. You can get advanced activity mappings as well as make customizations for your activities. You can also track call dispositions, sequence steps, reporting, and gain insight into your engagement with contacts.
We highly recommend Outreach software if you have any degree of complexity in Salesforce because their integration with Salesforce was built by someone who truly understands how Salesforce works. Instead of acting as a separate program from Salesforce, Outreach becomes more of an additional layer for Salesforce and works as an extension of it.
In addition, Outreach has excellent sales enablement and governance features within Salesforce. With this integration, it’s easy to create and manage content for teams and give reps permissions to create and manage sequences based on their roles in Salesforce.
Time to integrate can take anywhere from 1-6 weeks depending on any custom work required in Salesforce, the complexity of sequencing, and the amount of contacts and accounts that require data mapping.
If you already have good data hygiene and enrichment, definitions and workflows in place, and existing sequences, then you can get going very quickly.
Usability and navigation on a day to day basis is super cohesive in Outreach. Even if your team is just starting out, it’s very easy to use and doesn’t require a lot of technical knowledge.
In fact, for reps that use Salesforce or Gmail, they never even need to login to Outreach. If you’re logged in to Salesforce and you have the Outreach extension installed, the Outreach software window pops up on top of Salesforce and you can do everything directly from Salesforce.
Final Thoughts on Maximizing the Value of Outreach
If you’re team is relatively new or inexperienced, and you’re concerned about their ability to maximize the value of the Outreach sales engagement platform, we have some thoughts for you.
Outreach will assist you with onboarding and getting you up and running to begin with. From there, to truly unlock the value and potential of Outreach, we recommend consulting with a sales enablement expert to help you maximize your capabilities, develop impactful sequences, and create the necessary fields and rules to optimize each sequence.
This is something that we, at Interrupt Media, would love to help you with!
We can help you get the most value out of each new lead by creating sequences for each channel or persona that you’re going to target. Then, we can identify the drop off points in your sales cycle and create sequences for them as well. For instance, if someone doesn’t show up to a scheduled demo, you have a sequence in place to immediately drop them into to try to reschedule them.
Then, we’ll continue to further develop the personalization for those sequences based off of the type of person that you’re talking to so an opportunity is never missed and no balls are dropped.
To learn how you can get the most value out of Outreach and set your reps up for success, reach out and let’s schedule a chat.