Sales Engagement Market Definition

Sales engagement software streamlines the sales process through integrations with sales communication channels and tools, management of sales messaging and materials, and automation of tasks, messages and workflows. This software enables companies to combine their sales and marketing efforts to create personalized and automated sales journeys; these can include emails, calls, social posts, meetings, and text messages.

By standardizing both messaging and the overall sales experience, teams can report on the effectiveness of specific messaging and tactics while also reducing administrative tasks for sales representatives. Sales engagement software will integrate with existing sales solutions, such as a team’s CRM software, email software, email tracking software, outbound call tracking software, sales intelligence software or lead intelligence providers, and sales enablement software for content management, among others.

To qualify for inclusion in the Sales Engagement category, a product must:

• Be a sales-facing product meant for daily use by sales representatives
• Integrate sales communication channels (email, calls, social, etc.) within one cohesive platform
• Manage standardized sales content such as email templates, call scripts, presentations, social posts, and other marketing materials
• Automate multichannel communication sequences and workflows
• Provide analytics or insights into sales performance

Results Index Description

A product’s Results score is calculated by a proprietary algorithm that factors in real-user satisfaction ratings for a number of results-related review questions. Software buyers can compare products in the Sales Engagement category according to their Results scores to streamline the buying process and quickly identify the products that produce the best results based on the experiences of their peers. For sellers, media, investors, and analysts, the Index provides benchmarks for product comparison and market trend analysis.

Badges are awarded to products for: Best Results (highest overall Results score), Best Estimated ROI (based on a combination of estimated time to ROI and time to go live), and Users Most Likely to Recommend (highest likelihood to recommend score).

Products included in the Enterprise Results Index for Sales Engagement | Fall 2024 have received both a minimum of 10 reviews and 5 responses from real users for each of the results-related questions featured in our review form by August 27, 2024. These ratings may change as the products are further developed, the sellers grow, and as additional opinions are shared by users. A new Results Index report will be issued for this category as significant data is collected.