[{"@context":"https:\/\/schema.org\/","@type":"BlogPosting","@id":"https:\/\/www.the-future-of-commerce.com\/2021\/12\/27\/sales-engagement-strategy\/#BlogPosting","mainEntityOfPage":"https:\/\/www.the-future-of-commerce.com\/2021\/12\/27\/sales-engagement-strategy\/","headline":"Want more sales engagements? Stop making this mistake","name":"Want more sales engagements? Stop making this mistake","description":"In order to win more sales engagements, salespeople need to shift away from a self-centered focus on their goals and focus on the customer.","datePublished":"2021-12-27","dateModified":"2022-04-21","author":{"@type":"Person","@id":"https:\/\/www.the-future-of-commerce.com\/contributor\/kristen-hands\/#Person","name":"Kristen Hands","url":"https:\/\/www.the-future-of-commerce.com\/contributor\/kristen-hands\/","identifier":270,"image":{"@type":"ImageObject","@id":"https:\/\/secure.gravatar.com\/avatar\/6c4f61b7690cb32357cc7109460c779270d7524f0539414367b7fd820c27aa78?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/6c4f61b7690cb32357cc7109460c779270d7524f0539414367b7fd820c27aa78?s=96&d=mm&r=g","height":96,"width":96}},"publisher":{"@type":"Organization","name":"The Future of Commerce","logo":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2023\/01\/logo-foc-schema-app-1.png","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2023\/01\/logo-foc-schema-app-1.png","width":172,"height":60}},"image":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2021\/12\/sales-engagement-ftr.png","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2021\/12\/sales-engagement-ftr.png","height":375,"width":1200},"url":"https:\/\/www.the-future-of-commerce.com\/2021\/12\/27\/sales-engagement-strategy\/","about":[{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/marketing\/customer-engagement-marketing\/","name":"Customer Engagement","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Customer_engagement","http:\/\/www.wikidata.org\/entity\/Q5196451"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/sales\/revenue\/","name":"Revenue","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Revenue","http:\/\/www.wikidata.org\/entity\/Q850210"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/sales\/","name":"Sales","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Sales","http:\/\/www.wikidata.org\/entity\/Q194189"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/sales\/sales-general\/","name":"Sales","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Sales","http:\/\/www.wikidata.org\/entity\/Q194189"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/sap-sapphire-general\/sales-sapphire\/","name":"Sales","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Sales","http:\/\/www.wikidata.org\/entity\/Q194189"]},"Sales Success"],"wordCount":478,"keywords":["B2B Sales","Personalization","Sales Success"],"articleBody":"How can demand generation and sales teams set more meetings with customers and establish new sales engagements?Every day, sales teams around the world are trying to find a solution, spending hours hunting for prospective customers and crafting sales pitches.But we all keep making the same mistake.      Online collaboration: How sellers become rainmakers                Make it rain: Boost sales success via online collaboration and watch remote sales orgs soar.      No. 1 demand gen challenge: Getting more sales engagements Despite all our hard work, we can never overcome the top challenge before us. That’s because we spend so much of our time thinking about \u201cI.\u201dHow can I hit my number?How can I be at the top of the leaderboard?How can I contribute to my sales team?How can I get this meeting?When we think in the \u201cI\u201d form, we tend to engage with our prospects in the same \u201cME\u201d way.Look at ME! Here\u2019s what I can provide youListen to ME! I can provide you with the best solutionI call this the \u201cI want to talk about ME\u201d syndrome. Mired in this self-centered approach to customer engagement, sales teams are doomed to frustration and lost opportunities.      Customer centricity explained: Why CX matters in the data-driven era                Customer centricity is the act of putting your customers at the heart of everything an organization does. To be customer-centric, brands should consider a customer data platform - here\u2019s why.      Flip the focus, engage more customersI\u2019d like to propose a new approach in our quest for sales engagements with customers. Let\u2019s talk about THEM.The \u201cLet\u2019s talk about THEM\u201d approach requires a bit more discipline, but will pay off in dividends. Here are four steps to taking a personalized approach to sales for effective engagement.Learn about THEM:\u00a0Research the company and understand the organization’s challenges and opportunities. Present a case for meeting that provides benefits for them by helping them solve a problem or grow their business.Engage with THEM: Don\u2019t just send a generic e-mail. Make sure you know your prospects, their role, and their challenges. Incorporate what they may need into the conversation or communication.Connect with THEM:\u00a0Connecting is not just making one phone call. Take the time to connect with them via multiple channels like social, email and phone. It may takes multiple attempts and channels to find a time that fits in their busy schedule.Get personal: One of the best ways to drive a truly personal connection is through human touch. While traditional sales relied on in-person meetings, video communication is the new channel to drive forward human touch in this alternate virtual world. Savvy sales people have use video to their advantage.  More options. More conditions. More stakeholders. More circling-back.Modern selling is anything but simple.Intelligent sales enablement starts HERE."},{"@context":"https:\/\/schema.org\/","@type":"BreadcrumbList","itemListElement":[{"@type":"ListItem","position":1,"name":"2021","item":"https:\/\/www.the-future-of-commerce.com\/2021\/#breadcrumbitem"},{"@type":"ListItem","position":2,"name":"12","item":"https:\/\/www.the-future-of-commerce.com\/2021\/\/12\/#breadcrumbitem"},{"@type":"ListItem","position":3,"name":"27","item":"https:\/\/www.the-future-of-commerce.com\/2021\/\/12\/\/27\/#breadcrumbitem"},{"@type":"ListItem","position":4,"name":"Want more sales engagements? Stop making this mistake","item":"https:\/\/www.the-future-of-commerce.com\/2021\/12\/27\/sales-engagement-strategy\/#breadcrumbitem"}]}]