Sales Engagement is a series of interactions (in person or virtual) that salespeople have with their prospects and customers throughout the sales cycle. These interactions are focused on the quality and volume of activity as they look to drive higher conversion rates and larger average deal sizes.

Sales engagement technology or solutions help sales teams deliver high-quality, engaging interactions with their buyers at scale.

According to the Forrester Wave report, organizations evaluating sales engagement platforms should look for a solution that is built to enable buyers' purchasing decisions, uses AI to go beyond persona and provides a customized buying experience, and prioritizes capabilities needed now versus what may come in the future.