What is a Cross Reference App for Sales Reps?

By | Mobile Productivity Tools
UPDATED MAY 24, 2017

What is a cross reference app and why would my sales people need one?

We hear this question often from organizations looking at mobile sales tools.

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

71% of companies take 6 months or longer to on board sales employees – Let’s fix that.

By | Mobile Productivity Tools

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

Three Ways Sales Reps Can Be More Productive and Increase Efficiency

By | B2B Sales, Sales Productivity
It’s very true – many of the best companies are struggling with the amount of time their sales reps spend in front of prospects.

Great field sales reps are horrible admins. Don’t believe me?

Ask any marketing director in charge of providing marketing support to a sales team. Ask a VP of sales that’s charged with herding the cattle. At any tier, the response is the same.

I’ve worked with hundreds and hundreds of field sales reps over the years and the absolute best sales reps are coin operated.  If a task gets in the way of selling, they don’t do it.  Why should they?!

Read More

10 Mobile Sales Tool Etiquette Tips to Maximize Sales Meeting Success

By | B2B Sales, Mobile Productivity Tools
Nowadays every field sale person uses some kind of mobile sales tool to do their job.  More companies then ever are rolling out mobile devices for their sales teams to use during sales meetings.

In fact IDC predicts that by 2020, mobile workers will account for nearly three quarters (72.3%) of the total U.S. workforce.

Those in-person conversations are critical for closing opportunities and using a mobile sales tool is proven to be an incredibly effective way to increase your odds of closing that important deal.

Great – right?

Absolutely, but there is one major problem I need to point out. Read More

Fix 5 Common Mobile Device Mistakes at Trade Shows and Boost Your ROI

By | B2B Sales, Mobile Productivity Tools, Sales Productivity
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

ipad sales app

#1 Reason Reps Only Use 35% of Digital Sales Collateral Marketers Create

By | B2B Sales, Mobile Productivity Tools, Sales Productivity
Marketers spend a ton of time, money, and effort creating digital sales collateral for our sales teams.

In fact, I would argue it has never been easier or more cost effective to generate videos, images, PDF brochures, mini-apps, etc.

Never!

Yet, despite all the systems and repositories…time and time again salespeople ask us if we have a brochure for X or case study that is an example of Y.

Are you kidding me?  Yes, we gave you that 6 months ago.  Why are you emailing me? Read More

Most Effective Way to Launch a Distributor Mobile Sales App

By | B2B Sales, Mobile Productivity Tools
We’d just gotten the biggest opportunity in our career – the chance to deliver a distributor mobile sales app to 1000s of plumbing dealers across the US and Canada for the top manufacturer in the industry.

For our fledgling company, this represented the largest single purchase of seats in our history.  A great distributor mobile sales app meant huge long-term value to us and our shareholders since 1000s of people would be benefiting from its use.  Failure to create the right tool Read More

How to create a PowerPoint presentation that looks great on an iPhone (free template)

By | Mobile Productivity Tools
One surprising downside to using a mobile sales tool on your iPhone is PowerPoint presentations look like utter crap.

I get it, presentations with PowerPoint on iPhones are made to be projected onto a big screen in boardroom, but these days sales presentations can happen anywhere, anytime.  Coffee shops, bars, airplanes, you name it. Read More