Quality over quantity: we’ve all heard the age-old advice to prioritize value instead of numbers. But of course, in sales, sellers need both quality and quantity to build a busy pipeline of qualified buyers. Sales enablement and sales engagement support sales teams in forming meaningful connections with buyers at scale and streamlining sales processes. There’s strong support for both:
But what’s the difference between sales enablement and sales engagement — and which do you need for your sales team to ensure quality and quantity? To answer that question, it helps to start by defining the two different practices.
Sales enablement is the strategic, ongoing process of equipping sales teams with the content, guidance, and training they need to effectively engage buyers. Sales enablement analytics provide marketing and sales teams with data-driven insights to optimize their business and drive revenue.
In other words, sales enablement describes the wide umbrella that encompasses the people, processes, and technologies that help sellers successfully connect with buyers and with their own company.
Sales engagement focuses on improving how sellers connect with buyers. Its main goal is to boost efficiency by making content available to sellers so they can address specific sales situation. In order to provide the best content, sales engagement measures what content works and what does not.
Sometimes, sales engagement also describes the process of getting buy-in from the sales team to commit to the processes that sales enablement facilitates. CSO Insights, for example, uses the analogy of a company that pays for employees’ gym membership. By offering this benefit, the company may enable its employees to achieve better fitness — but it may not necessarily engage them in doing it, if nobody goes to the gym to exercise.
Despite their different emphases, these two definitions of sales engagement share a common goal. Done well, sales engagement guides sellers to connect with buyers using the best content possible.
From these definitions of sales enablement and sales engagement, you can see how both processes seek to produce the quality and quantity that sales teams strive to achieve in their pipelines. Their methods and objectives differ slightly, however:
So, which one does your sales team need? Fortunately, there’s no need to choose. Sales engagement efforts roll up and fit neatly under the spacious umbrella of sales enablement. The two are by no means opposed; rather, they work together to improve the overall experience of the sales team.
Though some define sales engagement as an internal activity meant to win the sales team’s participation, successful sales engagement should actually define itself in terms of the buyer. After all, the buyer is central to the sales experience; their response, positive or negative, affects the seller’s performance record and shapes their experience in their role. By holistically enabling reps to engage with the right content at the right time, you’ll also improve the buyer experience. With the widespread availability of information on the Internet, empowered buyers now do their own research and expect sellers to provide more than just basic intel to assist them in the buying process. To truly prepare sellers to compete in this competitive, demanding market, they need sales enablement that includes buyer engagement and unifies five key processes into one cohesive platform:
A sales enablement tool brings together all of these critical activities into one intuitive solution. It prepares sellers to engage buyers easily with personalized content across any channel and optimize performance with powerful analytics. With sales enablement and buyer engagement working hand-in-hand, your sellers will have what they need to build the effective pipeline — of quality and quantity — that they need to succeed.
Boost your buyer engagement by combining it with the power of a sales enablement platform. Here are some guidelines to keep in mind when creating a comprehensive sales enablement and buyer engagement strategy: