Sales engagement
Sales engagement is the structured set of touchpoints a rep uses to reach and progress a prospect, coordinated across email, phone, LinkedIn and other channels into a planned sequence. It's also the name of the software category (tools like Outreach, Salesloft or Apollo) that automates and tracks these touches so nothing slips and every contact is logged.
For a lean founder, the discipline matters more than the tool. Most deals die from neglect, not rejection: a prospect goes quiet and never gets followed up. A defined engagement sequence, say six to eight touches across three channels over two weeks, means you persist systematically instead of relying on memory. It also makes your selling measurable, so you can see which channel and which message actually earns replies. Start with a simple spreadsheet cadence before you buy a platform; the tooling only pays off once you have enough volume to justify the cost.