With so many different sales engagement software available, figuring out which is right for you is tough. You know you want your sales teams to engage with leads and customers in a more organized and strategic way but need to figure out which tool is best. I've got you! In this post I'll help make your choice easy, sharing my personal experiences using dozens of different sales engagement tools with various teams and accounts, with my picks of the best sales engagement software.
What Is Sales Engagement Software?
Sales engagement software is a tool that assists sales teams in managing and improving interactions with customers and prospects. It encompasses functionalities for automating and organizing communication, managing sales content, tracking leads, and providing analytics on sales activities. This software supports various communication channels and integrates with CRM systems to centralize customer interactions.
The benefits of sales engagement software include increased efficiency in the sales process, enabling sales teams to focus on more strategic tasks rather than manual, repetitive activities. It enhances the quality of customer engagement, providing insights that lead to more effective communication and better relationship management. The software also aids in consistent and personalized outreach, improving lead tracking and conversion rates. Overall, it supports sales teams in achieving their goals more effectively and aligning their activities with broader sales strategies.
Monday sales CRM is a fully customizable tool that centralizes client communication, automates sales processes, and provides a full overview of each deal.
Why I Picked monday sales CRM: monday sales CRM offers high customizability and user-friendly interface, which allows sales teams to centralize all their activities in one place. What makes it different is its extensive automation capabilities and customizable dashboards, which provide a comprehensive overview of sales processes without the need for extensive technical knowledge.
Monday sales CRM is best for customizable sales automation because it empowers teams to tailor the platform to their specific sales cycle needs. Its low-code/no-code framework means that even those without development skills can easily automate repetitive tasks and visualize data in a way that makes sense for their business, making it a versatile tool for managing sales engagements.
monday sales CRM Standout Features & Integrations
Features include lead and contact management, customizable pipelines, sales automation, performance tracking, integration with various tools, advanced reporting and analytics, email tracking and synchronization, task and project management, mobile app support, and customizable templates and forms.
Integrations include Slack, Google Drive, Gmail, Google Calendar, Jira, GitHub, Trello, Dropbox, Typeform and many more, accessible through a paid plan with Zapier.
Price: From $18/user/month (annually, 3 user min.)
Free Trial: 14-day free trial
High customizability & automation-friendly
Robust integration capabilities
Advanced reporting and analytics
Limited native email marketing features
Slight learning curve
Guru is a knowledge management and collaboration tool that provides organizations with a platform to capture, store, and retrieve collective knowledge. It serves as a dynamic repository where information can be organized, updated, and shared among team members.
Why I picked Guru: Guru assists sales engagement software by acting as a repository for sales collateral, processes, and best practices, which can be easily accessed by sales teams through AI-driven search capabilities. The tool also allows for the creation of a customizable hub for employee engagement and an automated knowledge base to store and share information.
Moreover, Guru integrates with existing workflows and tools to ensure that knowledge is available where teams work. It aims to reduce redundancy and support teams by providing a trusted and efficient source of truth. For example, the tool integrates with sales engagement platforms to provide real-time information and resources directly within the sales workflow, enabling sales representatives to answer customer questions, overcome objections, and share accurate content without leaving their engagement tools.
Guru Standout Features and Integrations
Features include knowledge triggers, AI suggest, information verification tools, knowledge alerts, collections to organize information, analytics to track how the knowledge base is being used, knowledge sync, and a browser extension.
Integrations include Microsoft Teams, Gmail, Outlook, Zendesk, Salesforce, Slack, and Confluence.
Price: From $10/user/month
Free Trial: Freemium version and 30-day free trial available
Effectively organizes sales material
Provides a Chrome plug-in for easy access
Content is sometimes out-of-date
Challenges in editing existing cards
Groove is a sales engagement software with communication, workflow management, productivity, revenue intelligence, and analytics tools.
Why I picked Groove: Sales teams can use the software as a centralized location for various data and information related to their operations. Sales calls can be recorded and transcribed, appointments can be scheduled, and multi-channel automated sequences can be created through the platform. Sales pipelines can be tracked and evaluated, and engagement and activity metrics are tracked across all deals that move through your sales funnel.
All of these functionalities are built on the software’s native Salesforce integration. Salesforce remains your team’s CRM database, but two-way data syncing brings contact records from Salesforce into the platform and sends notes and activity updates back to Salesforce. Custom fields and workflows can be established between the programs.
Groove Standout Features and Integrations
Features include call recording, call coaching, automated call transcription, multi-channel workflow automation, SMS management, pipeline management, automated lead capture, and lead engagement analytics.
Integrations include LinkedIn and Salesforce.
Price: Pricing available upon request
Free Trial: Free demo available
Friendly user interface
Vast knowledge base
Not ideal for teams not using Salesforce
Steep learning curve
SalesHandy is a cold email automation software that helps you personalize your outreach messaging and improve deliverability.
Why I picked SalesHandy: Sales teams can centralize their email communications in the software’s shared inbox. Users can search and filter through emails to quickly find the thread they’re looking for. The software has an email sequence builder that allows users to create email templates with personalization fields and create up to 26 email test versions with their ‘A/Z testing’ feature.
Prospecting and list-building can be conducted using the software’s Chrome extension, which pulls email addresses from LinkedIn into your database. Various deliverability features can help you reduce bounce rates, including an AI scanner for spammy words and a tool that ramps up your email send limits.
SalesHandy Standout Features and Integrations
Features include email sequence builder, custom email templates, custom personalization fields, sender rotation, Chrome extension, email verification, AI text scanner, and email tracking.
Integration information is not currently available.
Price: Plans start from $34/month
Free Trial: 7-day free trial available
All plans support unlimited email accounts
Large bank of video tutorials on YouTube
Private community for cold email best practices
Newer product, some features are still being developed
Limited quantity of pre-built email templates
Assistive is a sales CRM software that’s designed to support field-based sales reps and teams.
Why I picked Assistive: The CRM stores contact data, has pipeline management capabilities, and provides analytics and reports. It’s also highly customizable and teams can create unique activities and develop custom workflows with the software. The platform provides team members with recommended tasks in a prioritized list, helping to support productivity.
This software’s field-first mobile app provides team members with a map that can be used to plan their route. Field reps can also log their attendance, track expenses, and generate activity reports through the software. And they have access to all their contact data and activity information while they’re on the move.
Assistive Standout Features and Integrations
Features include mobile app, map view, expense management, leave management, employee attendance, customizable workflows, task prioritization, and drag-and-drop reporting.
Integration information is not currently available.
Price: From $9/user/month
Free Trial: Free plan + free demo available
Affordable pricing tiers for small businesses
Friendly mobile app user interface
Map view helps field reps plan their routes
Advanced analytics only available with premium plans
May not be suited to in-office teams
Upscale facilitates several sales engagement functionalities, including multi-channel outreach, task management, workflow automation, and analytics and reporting.
Why I picked Upscale: Sales reps can manage their WhatsApp messages, emails, LinkedIn communications, and calls using the software. It also provides a multi-channel workflow builder, and sales cadences can be automated and tracked for optimization. The dialer auto-assigns incoming calls, ensuring they’re picked up. Call scripts can be configured for more effective sales conversations.
Teams get an overview of their various sales tasks, progress that’s been made, and who’s assigned to which prospects in the software. Agents receive notifications related to tasks assigned to them. Performance tracking helps identify gaps in the sales funnel and highlights the work of high-performing agents.
Upscale Standout Features and Integrations
Features include unlimited multi-channel sequences, A/B testing, email templates, dialer, custom triggers, sending schedules, Chrome extension, local area code masking, call recording, and performance analytics.
Integrations include Google Sheets, HubSpot, Salesforce, Slack, Pipedrive, Vidyard, and Zoho. Additional integrations can be configured through Zapier.
Price: From $75/user/month
Free Trial: 21-day free trial available
24/7 live chat support
Vast knowledge base
Free trial to try before you buy
Somewhat complex, takes time to learn
Data exports via email, rather than direct download
Apollo is a sales prospecting, engagement, and automation software for sales teams working in the B2B SaaS industry.
Why I picked Apollo.io: Before you start to engage your sales prospects, you can build your lists with the software’s prospecting and intelligence tools. A database of over 250 million contacts helps B2B sales teams find relevant, qualified leads for outreach. Users can also create personas in the system, and its AI-powered algorithm will find leads that match.
The software has email, calling, and task management tools that include automation options. Workflows can be established to assign prospects and tasks to specific sales reps and for specific actions to be taken when contact or account data changes. Advanced email analytics help teams understand the results of their efforts.
Apollo.io Standout Features and Integrations
Features include customizable templates, A/B testing, lead database, buyer intent data, email sequences, dialer, pre-built reports, advanced email analytics,
Integrations include Gmail, HubSpot, LinkedIn, Outlook, Outreach, Salesforce, Salesloft, and a custom API. Zapier can also be used to configure integrations.
Price: From $49/user/month
Free Trial: 14-day free trial + free demo + free plan available
Free-forever plan available
All plans come with Zapier
Knowledge base and webinars available
Lead intelligence data may not benefit those not in B2B industries
Custom training and onboarding only available with highest-tier plan
Autobound is a sales engagement software that helps you craft personalized outreach messages using ChatGPT artificial intelligence.
Why I picked Autobound: Sales reps can use the software to write LinkedIn messages and complete emails alike. The platform’s AI capabilities leverage contact data like shared experiences, important dates, and social media posts to produce personalized, relevant messaging. Teams can train the system to better understand their product offer, target users, and competitors.
For teams managing high-volume outbound sales campaigns, this can be a helpful tool in crafting messages to connect and build rapport with prospects. The software can indicate if you have shared interests, educational background, or work experience as your lead. It helps save time on researching potential customers so you can get into their inbox more quickly.
Autobound Standout Features and Integrations
Features include contact data and insights, content recommendations, message openers and email preview text, value props, and Chrome extension.
Integrations include Gmail, LinkedIn, Outreach, and Salesloft.
Price: From $23/user/month
Free Trial: Free trial + free demo available
Speeds up drafting time for outreach messages
Helps incorporate personal details into messaging
Can be trained to understand your product value and ICP
Recommended content is occasionally generic
Functionality is limited to message development
Mailshake is an outbound email and calling software for sales teams that also has built-in lead intelligence capabilities.
Why I picked Mailshake: This software can be used to manage outbound emails, helping sales reps connect with new leads. Sales reps can create automated email sequences and follow-up messages, and track the performance of every email they send to improve their outreach strategy. With a more advanced plan, teams can also access telephony features like a power dialer and phone scripts.
The company also provides lead generation software to help build your contact list, which can be purchased separately but is included with the sales engagement software. Users can search for contact email addresses and filter leads based on their location, role, or company.
Mailshake Standout Features and Integrations
Features include AI email drafting, automated email sequences, sequence auto-pause, A/B testing, list cleaning, email templates, browser extension, lead intelligence, and email monitoring.
Integrations include Calendly, Call Loop, Drift, Facebook, Google Suite, HubSpot, LinkedIn, Nimble, Outlook, Pipedrive, Salesforce, Salesmate, Slack, Twilio, and Zoho.
Price: From $58/user/month (billed annually)
Free Trial: Free demo available
Weekly training webinars
Built-in lead intelligence
Friendly interface, easy to use
Calling features not available in basic plan
Phone support not available
Customers.ai is an outbound marketing and sales automation platform for teams working in consumer-facing industries in the US.
Why I picked Customers.ai: The software hosts a database of over 250 million consumer contacts that can be used for prospecting and outreach. Contact demographic, behavioral, and interest-based data is stored in the database, allowing users to segment according to their customer personas. The software can also track website visitors and capture lead data from ad traffic, allowing teams to build out their own lead database.
Outbound communication tools include email and text outreach campaigns as well as lead activity notifications for sales reps. The company also has a product that facilitates automated responses for social media messaging, ensuring customers and prospects receive timely responses through your social channels.
Customers.ai Standout Features and Integrations
Features include B2C contact database, buyer intent data, data enrichment, lead capture, visitor tracking, segmentation, email and SMS sequences, messaging inbox and lead attribution and analytics.
Integrations can be configured via Zapier, which is included in higher-tier pricing plans.
Price: From $249/month (billed annually)
Free Trial: Free plan available
Email and phone support with all paid plans
Messaging templates available for quicker drafting
Dedicated automation specialist with Enterprise plan
Social media tool must be purchased separately
Somewhat complex, comes with a learning curve
Best virtual sales room
Best modular sales engagement platform
- Bigin by Zoho CRM
Best for industry
Best built-in security and governance
Best for simplified meeting scheduling
Best for B2B contact data sourcing
- HubSpot Sales Hub
Best with a free
- Revenue Grid
Best robust revenue intelligence features
- Salesforce Sales Cloud
Best AI-powered automation
- ZoomInfo SalesOS
Best for B2B buyer intent data
How I Selected the Best Sales Engagement Software
You might be wondering: how did I come up with this list of the best sales engagement software? First, I went big and compiled a long list of top platforms that had good user ratings. Then, I outlined evaluation criteria (see below) to make sure I was comparing the software based on the same factors. By measuring how each software ranked on my selection criteria, I narrowed my list down to 10.
I’ve been working in the revenue operations field for over a decade. In that time, I’ve used my fair share of SaaS tools for everything from lead generation to sales automation and customer support management. So I also used my personal judgment to look for features and functionalities in these software that stood out as particularly valuable.
Here are the selection criteria I used to evaluate each product included in my list of the 10 best sales engagement platforms:
These software solutions can be quite different from one to the next. I made sure to take into account the overall functionality of each platform and how it might support different types of sales teams under various circumstances. For example, some software is built to facilitate sales outreach while other options are designed to track sales cycles.
Many platforms included on the list are designed for specific industries or sales strategies. There are tools for field-based sales reps, B2B sales teams, and agencies or professional service providers. I made sure to note the best use case and target users of the tools on the list, to help sales leaders like you pick the best option for your team.
Gone are the days of over-complicated systems implemented by the IT team. In the fast-paced world of sales, you don’t have time to get bogged down by a clunky, outdated interface. User-friendliness was high on my list of priorities as I researched these software. I’ve included notes on each system’s usability in my overviews.
There are all kinds of different features to be found in sales engagement software (see my list of key features in the FAQ section below). So, I kept my eyes peeled for features and tools that really stood out as value-adds. You’ll find a list of standout features alongside each overview on my list.
We all want to find software that will fit in with our existing tech stack. Especially in sales, you need a tool that will connect with your LinkedIn and Gmail to speed up prospecting and emails with clients. Each software’s integrations are listed in its overview.
Who says you’ve gotta spend money to make money? Jokes aside, many of these software offer free trials, demos, and even freemium plans. Pricing details are provided with each platform listed to help you make an informed decision about what’s within your budget.
What is sales engagement software?
Sales engagement software can be any type of tool that supports the sales process, from prospecting through closing deals. Sales teams can use these systems to facilitate their sales activities such as outreach cadences, messaging, lead scoring, forecasting, and more. Unlike more niche product categories, the functionality you can find in different sales engagement platforms is relatively vast.
Sales engagement platforms may refer to sales prospecting software, lead intelligence software, customer relationship management (CRM) software, content management software (CMS), or sales productivity software. Because sales strategy can vary so much depending on industry, business model, company size, and other factors, sales professionals will need different types of sales tools depending on their context.
What are the benefits of sales engagement software?
The main benefit of sales engagement software is that they can automate and streamline your workflows and sales processes. But here are some of the more specific benefits that sales engagement tools can support:
- Equip salespeople: Many software on the list have sales enablement features like lead generation and contact data enrichment. This gives sales reps crucial information that can support their email outreach, outbound phone calls, and lead nurturing activities.
- Gather sales intelligence: Beyond lead intelligence, some of these software also provide contextual industry and company intelligence data. Teams can get real-time updates on hiring and fundraising activity to support data-driven, account-based marketing tactics.
- Map your customer journey: You might think you understand your sales funnel, but the best sales engagement platforms will help you map out your workflows and really see how people convert from lead to prospect to paying customer.
- Optimize your sales pipeline: Once you know your funnel backwards and forwards, you can improve it! You’ll be able to track which email campaigns are the highest performing, pinpoint your most effective communication channels, and pinpoint conversion blockers.
- Align revenue teams: A CRM system and tools that track customer interactions help keep sales, marketing, and customer support teams on the same page. This helps create a consistent, positive customer experience through the customer lifecycle stages.
What are the key features of sales engagement software?
The truth is there are various types of sales engagement software, so each tool will provide a unique feature set. Here are some of the common and standout features and functionalities I saw in my research:
- Customer data management: Many of these software have CRM functionality and a contact database to store phone numbers, email addresses, and other details.
- Dialer and calling: Telephony features help facilitate sales calls with automated dialing, video conferencing, contact profiles, and more.
- Sales email tools: This can include email templates, automated sales cadences, email marketing campaigns, A/B testing, email tracking, and AI-powered drafting.
- Automation: Whether it’s a workflow, follow-up messages, cold emails, lead routing, or marketing automation tools, these software have plenty of automation features.
- Analytics and reporting: Finally, most of these tools offer analytics and reporting capabilities, whether it’s to track customer engagement or team performance metrics.
What’s the difference between sales engagement software and CRM software?
There’s plenty of overlap between sales engagement software and customer relationship management (CRM) software. In fact, many are one and the same. What makes a software qualify under the category of sales engagement is that it offers specific features and functionalities for sales management purposes. CRM platforms, on the other hand, are primarily focused on keeping customer data organized and accounted for. Most sales engagement platforms that don’t have a built-in CRM system will offer CRM integrations with commonly used CRMs like HubSpot and Salesforce.
Other Sales Management Software Reviews
Here are a few other tools that may pique your interest.
Empower Your Sales Team With Great Software
Whatever your industry, whatever your business model, your sales team works hard to connect with qualified leads and convert them into paying customers. Especially as you scale, keeping track of processes and deal stages can get complicated. But there’s plenty of sales engagement software options available to support your salespeople in a myriad of ways. Hopefully, a tool on this list is a good fit for your business needs!
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