A lot of companies wonder why they can’t just use their website to house critical sales information for their sales team as opposed to taking the plunge with a mobile sales app or sales enablement tool.
After all, your product information is already on your website.
And, most companies have websites.
Seems like a pretty logical conclusion to open up a browser, pull up your website and show your products to prospects, right?
Furthermore, pretty much everyone has a smartphone with enough signal to pull up your mobile responsive website do this.
What we learned about Manufacturers’ Reps by analyzing 27,000+ mobile sales tool users.
Can you believe that FatStax now has over 35,000 users that qualify as manufacturers’ reps, dealers, distributors, OEMs, etc.?
In fact, since launching our packages specifically tailored to manufacturers that sell primarily via distributor reps three years ago, these reps now make up well over 70% of all FatStax users.
Since we’re scientists by nature, we decided to analyze just exactly what all those manufacturers’ reps were doing with their sales tools in order to figure out how to get more of them to be badass super users instead wimpy, loser users. Read More
Stacks have been the cornerstone of our success here at FatStax (it’s even in our name, Stax = Stacks).
From the beginning, we imagined that sales reps with 1000s of products would inevitably find themselves in conversations with customers where a pre-canned PowerPoint presentation was useless and, they needed to pivot quickly.
Stacks was our answer for reps that needed an “Ace in Hole” when things go sideways and largely it has helped in just those situations.
Without fail, every time we speak with sales people using the platform “Stacks” is mentioned as the number 1 feature that benefits our user base – sales people.
It’s a short 35 min easy listen during your commute and, it really made me think a lot about my marketing activities and my “personal brand”. My opinion is this applies to both branding for product marketers as well as sales people working on their personal brand/style.
What would you do with 200 more hours per year? Seriously, what could you accomplish?
As a Marketer, there are two ways to increase your available time.
Way #1 – Work more hours.
Way #2 – Work normal hours and stop wasting time on unimportant tasks.
#1 is the norm and a sort of cultural badge of honor for anyone in a leadership roll. It requires us to do more of what we’ve already done: more emails, more meetings, more phone calls, more plane flights, and all of the stuff we are comfortable with these days.
#2 is super uncomfortable. It requires us to pause and take a hard look at what is taking up so much dang time and then stop doing those things or find a more effective, less time-consuming process to do them.
Researching new apps for sales reps is only a small part of the overall decision-making process. If you aren’t the one signing the check for your mobile sales solutions, you’ll first need approval from your CFO, CMO, VP Sales, or other stakeholders.
And that presents a whole new set of challenges that rely on your presentation of two things: the existing problem(s) and the value of the solution.Read More
Updated July 2017 with new insights and tips on mobile sales tools for dealers and distributors.
“With FatStax, I can deliver follow up information to my customers in minutes instead of days. In just a few clicks immediately following our meeting, I can send product videos, technical data sheets, color charts and literature that reinforces their buying decision.” – Justin Chantel, Territory Sales Manager, Bradley Corp.
Now that is music to our ears. Thanks Justin. You are exactly who we are looking to serve my friend.
But how did we get there…
How often does your sales team ask, “What are we really getting for our marketing spend?”
I cringe every time someone in sales asks that question!
Actually it’s not a question, it’s statement that sales does not BELIEVE in marketing’s contribution. The age old fight continues.
Maybe there’s just a bit of misalignment or internal chaos between marketing and sales.
I think we all know the impact of marketing on sales performance, but sometimes it is difficult to quantify. Wouldn’t it be really nice if people stop asking this question all together?
In a previous post about onboarding employees via your mobile sales app, I indicated that a new sales rep is only as good as the profit they bring in, which is essentially zero until they can ramp up their selling strategies.
It’s worth mentioning that the same holds true for your mobile selling tools. Until you can guarantee a successful launch of your mobile sales app, it’s worth absolutely nothing to your operations.
Granted, you want to get it up and selling as soon as possible. But there are a few key steps you’d be better off not skipping, even if it means delaying your launch date a little in order to start your strategy off right. Read More
With things like automated emails, self-serve “help” desks, and non-human-reliant machinery, companies are in many ways experiencing a less direct connection to their customers and letting their technology do most of the talking.
But in some cases, that’s simply not true. Read More
Discover the Ugly Truth About Workplace Change, and How to Avoid It Completely
When you introduce a new process or technology, confidence and predictability disappear. It’s something new to learn, which means it takes time, effort, and dedication on everyone’s part to make it work right.
And for those who don’t respond well to change, new solutions can initiate a domino effect of anxiety, stress, and productivity loss. Read More
One of the fastest (and most complicated) methods to increase shareholder value is through a merger or acquisition. The dream of merging two sales teams and two product portfolios is just too big to pass up sometimes.
Surprisingly, a recent KPMG report indicated 83% of the time an M&A event has proved unsuccessful in producing any business benefit specifically with regard to shareholder value. Further, as many as 53% of companies that go through a merger or acquisition event actually destroyed shareholder value.
In other words, the fastest and most common way to expand a company’s footprint, results in no discernible growth for the investors 4 out of 5 times. Read More
To put it simply, a cross reference app gives sales people the ability to instantly find the right products in their portfolio when they need to compare them directly with a competitor’s product. Simple and effective!
Sales people often find themselves in situations where they are forced to talk about the competition when meeting with customers. Read More
How Sales Acceleration Technology Speeds Up the On boarding Experience for Companies with 500+ Products
Congratulations – you’ve made the job offer to a new salesperson. They accepted.
Now, it’s a matter of figuring out the quickest, most effective way to prime them for selling, because the amount of revenue they generate is effectively zero until you can get them fully functional in the field.
The more tools, time, and people involved, the more bogged down your entire on boarding experience can become, which typically leads to two possible outcomes:Read More
Mobile devices, included iPads, Android tablets, phones and iPhones are being used more and more at trade shows these days.
Whether it’s as a mobile sales tool in a sales reps hands, a tablet on a stand showing videos, or even just a mobile tool for scanning badges, Trade Show Managers need to prepare their sales teams appropriately. Read More