What is Sales Campaign?

Sales Campaign is the easiest way to execute your relational follow up strategy. A Sales Campaign is a series of follow up steps that orchestrates interaction across sales & marketing departments and email and phone channels to achieve a business outcome at the target hyper segment. We have often hard of campaign from the marketing departments and not sales. Generally campaigns had the meaning of knocking a large set of prospects. Sales people have always been focusing one to one…

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Sales Engagement Platform Vs Marketing Automation Platform.

Automation by definition is not human conversation and therefore not an effective way to maintain relationship. However this by no way is a stab at the back on what marketing automation platforms have done. Just that they were built for marketers. For marketers to target large number of prospects. The core level of difference between an marketing automation platform and sales engagement platform is the following: Automation Vs Personalization: Unlike marketing automation platform , which is automation focused, sales engagement…

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Workflow difference between transactional prospecting follow up & relational follow up?

Transactional prospecting follow up is offer focused. It starts with an offer. Offer can be discount to buy now or a piece of content been promoted or proposing a free trial. Where as relational follow up is hyper segment focused. It starts with people. The very question it asks is whom are you prospecting? Offer comes after it. As relational follow up is with more focus on engagement, it tries to hypersegment. This has an implication in the workflow and…

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Why Sales Engagement Platform is must?

Communicating and following up leads is the lifeline of sales people. It is widely accepted reality that sales follow up is broken, but for a specific set of people. The most advances in sales technologies, be it crm pop up task creation, dialer, chat box etc.. are all optimized for a specific set of technologies. Transactional follow ups. Following for deals that are low value like credit cards or headsets. Where as large value deals, complex and long cycle  needs relational…

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