Sales engagement refers to the interactions and touchpoints between sales reps and prospects throughout the sales process, with the goal of building relationships, moving deals forward, and closing more effectively.

Common sales engagement activities include:

• Sending cold emails or follow-ups
• Making discovery or demo calls
• Connecting via LinkedIn or other social platforms
• Scheduling meetings or reminders
• Logging notes and follow-up tasks in the CRM

While often described as a strategy, sales engagement is also a category of software that helps automate, track, and optimize those activities. Popular sales engagement platforms include Skylead, Outreach.io, Salesloft, and Apollo.