In B2B sales, BANT and Handshakes are Out. Tech Is In.

By | B2B Sales, Mobile Productivity Tools, Sales Leadership

In the not-so-distant past, a B2B sales team could rely on a solid strategy like BANT and marketing funnels to identify a good lead.

They could count on soft skills and in-depth knowledge of their product to get them across the next couple of hurdles.

Today? Not so much, according to Pete Caputa, an executive with Hubspot.

As you already know, technology has changed everything for the average buyer who’s in the market for your product. One of the first keys to adapting to this new buyer is to get a full understanding of where she or he is coming from.

The next step is figuring out how to best approach them at the right time — not an easy proposition.

But the effort is well worth it, according to the McKinsey Institute, which conducted research that revealed that the B2B sales process is, indeed increasingly complex. But figuring it out and adapting can lead to a significant boost in your bottom line.

After interviewing more than 100 B2B sales organizations that implemented digital tools and better allocated sales to meet the demands of more Internet-savvy consumers, McKinsey Institute had this to say:

“While the change required is significant, so are the benefits: an up to 20 percent increase in customer leads, 10 percent growth in first-time customers, and a speedup of as much as 20 percent in the time that elapses between qualifying a lead and closing a deal.”

Here are 4 ways you need to adapt with an approach that integrates technology and mobile etiquette without losing the human factor.

1. Realize your prospect already knows about you.

digital tabletWhen approaching a prospect, you’re not starting at ground zero. 

Research shows that, because of the wealth of content available on the internet, the average B2B buyer is quite informed, already having completed anywhere from 60 to 90 percent of the buying journey by the time they contact you.

2. Your prospect already knows about your competitors.

With all that research, don’t think the prospect is content with your options. It’s a shopper’s market.

It’s a shopper’s market. If you’re not looking at how you’re stacking up against the competition in providing answers to prospects questions through content and collateral, you could lose out.

3. You prospect still wants you to engage.

Maybe it’s not a matter of picking up the phone that will get you connected with your targeted audience.

Think social. According to the McKinsey study, B2B consumers also are checking reviews and consumer opinions online about your business. Keeping your current customers engaged and following you online can provide another path of influence in the buyer’s journey. It’s an endorsement of sorts.

Boost that presence with blogging, speaking and writing as an expert in your industry. Earn trust through social outlets.

4. You need to understand where your prospect is in the cycle.

Meeting your prospects where they are in the discovery process requires checking inbound marketing data.

That means that, more than likely, you will need to approach each one with a customized approach. Having those answers readily available is key to delivering that experience — and making the sale.

Finding the right sales enablement tools to provide those answers can be key to keeping prospects engaged.

Today’s B2B prospect is constantly evolving. The company that adapts to keep up with their needs wins.

FatStax provides the customization you need to accelerate your sales. Contact us to find out how it can deliver results for your team.

What ‘Better Call Saul’ Taught Me About Sales and Hustle

By | Mobile Productivity Tools
Credit: AMC

Credit: AMC

There’s a recent disturbing study that is driving me nuts.

74% of sales people are failing at their job according to a huge study by the Objective Management Group.

I can’t get this out of my head.  74% is astonishing.

Considering we sales people are some of the highest paid individuals on the planet, it’s even more disturbing (yep, I sell things to sales people for a living).

Do any of these excuses sound familiar?

  1. I don’t have enough leads.
  2. I hate cold calling; it doesn’t work.
  3. Salesforce.com is such a pain to update.
  4. They were never gonna buy anyway.
  5. They aren’t responding to my emails.

And on and on…

So what does that have to do with Better Call Saul?

If you haven’t seen it, BCS is the back story of Saul, the sleazy lawyer from Breaking Bad.  If you don’t know what Breaking Bad is then you don’t watch television and probably live in a hut. Congrats.

In BCS, Saul can’t help himself from ‘breaking bad’ like Walt, the high school teacher that made meth in the original Breaking Bad.  You really want to like Saul, but he’s truly a thief.

The show is a slow, epic, downward spiral to meanness and greed.

But that’s not what this article is about at all.

Last night the wife and I watched the ‘Rebecca‘ episode that aired originally on March 14th. You can watch the entire episode here.

In this episode, Saul’s gotten his girlfriend, Kim, into a world of trouble at her job.  Kim, an experienced lawyer, has been relegated to ‘document review.’

She’s forced to work insane hours, doing work that is far beneath her pay grade, and underlining crap in file after file.

She spends the first few scenes feeling sorry for herself.  Who wouldn’t!

But then in the pivotal moment, she tells Saul, “You aren’t going to help me.  I’m going to help me.”

Now that’s what got me.

“You aren’t going to help me.  I’m going to help me.”

She made up her mind to take ownership of her situation.

EXTREME OWNERSHIP (if you haven’t read Jacko’s book. Do it.)

Here’s where the tide turns.

The next 15-20 scenes play out in a montage.

Credit: AMC

Credit: AMC

Kim standing in a stairwell, staring at 5 Post-It notes full of numbers stuck on the glass.  She’s dialing her closest friends and asking for their business for her law firm.

She’s rejected.

Kim’s back in the stairwell, 5 more post-it notes on the window with names and numbers of her old law school buddies. Rejection.

Some sleazy dude even tries to get her to sleep with him.

Kim’s back in document review, brainstorming more distant connections to contact.

Back in the stairwell. More rejection.

And so it goes, until she is dialing people she barely knows that she met at a mixer a few years back. Rejection again!

Kim looks stunned.

She’s talked to everyone she can possibly think of from her entire network to get herself out of her hole.

Smoking in the garage.  Pacing.

Dying slowly on the inside.  Full in the knowledge that she is a loser in the game of life.

Then her phone rings.

Credit: AMC and callsaulnow.com

Credit: AMC and callsaulnow.com

She gets the meeting with a huge bank and closes a $250,000 retainer for her firm.

She hustled her butt off.

She failed, took ownership, and solved the problem.

Man, I love that so much.

So, you wanna know why 74% of sales people are failing?

Here’s what I think.

We don’t take extreme ownership of our situation.

We don’t turn ourselves inside out to get the job done.

We don’t call our closest friends, college buddies, people we met at a mixer 5 years ago and ASK for their business.

Instead, we blame the lack of leads, the buyer, the buyer journey, the lack of training offered by our firms, the lack of sales tools, Salesforce.com…

…anything but ourselves.

So to top it off, a friend sent me this video in an email this morning.

I think Bryan sums up exactly the way I felt this morning when I woke up started thinking about my own failures.

The things I was blaming on anything but myself.

Here’s a short list:

  1. Lost deals to Fortune 500 companies
  2. Code delivered late and over budget
  3. Still trying to get started with LinkedIn Ads

And here are my excuses:

  1. The CIO was never gonna buy it
  2. Coding is always late and over budget
  3. Linkedin Ads probably won’t work anyway

Like Kim on BCS, I decided to take extreme ownership of my failures and act aggressively to get my ship headed in the right direction.

You aren’t going help me.  I’m going to help me.

Figure it out, Dawg! Figure it out.

 

3 Benefits That Come With Using Mobile Sales Apps

3 Benefits That Come With Using Mobile Sales Apps

By | Mobile Productivity Tools, Sales Productivity, Selling Tips

“Efficiency” may have been the top thing on your mind when you gave your sales team tablets.

The ability to streamline operations with an array of mobile devices is evident, as many businesses are realizing. Your sales reps can check email and schedules, access documents, share files and collaborate with their co-workers on mobile devices.

And, of course, any gains in efficiency means that you’re shaving off the time it takes to get things done — which eventually results in financial savings for the company.

But you don’t have to settle for just increasing productivity. More companies are now using enterprise mobile sales apps to aggressively drive more sales as well as energize their sales teams.

Think of a custom sales app as the tool that could prove to be a game-changer.

Here are three benefits of mobile apps for sales teams including how they improve team efficiency and how a customized app caters to the priorities of your sales team.

1. Prioritize your data.

3 Benefits That Come With Using Mobile Sales AppsBy developing a sales tool that’s tailored to feature and prioritize the collateral that is critical to your company’s sales outcomes, you can empower your team by keeping the most important information at the forefront.

Likewise, all components of a customized app can be designed to accelerate steps in the sales process. You are simplifying your team’s ability to access important information. More importantly, the benefits of mobile apps ensure that keeping the priorities of your sales strategies are at the top of mind.

2. Track progress.

With a customized tool to improve team efficiency, you have another avenue to make the most of your one-on-ones with individual sales reps.

Now that they have a tool — you could call it a personal assistant — to help them more quickly get to marketing collateral for their sales calls and presentations, you can hone in on other obstacles that may be impeding their performance.

It’s a great way to energize your team as well as eliminate the excuses.

3. Improve customer-facing collateral.

Prospective customers are smarter — a lot smarter than they were just 5 to 10 years ago.

With all the information available on the Internet, they’ve already done most of their research by the time your sales reps arrive on the scene.

Consider this research from CEB: The average business buyer does not contact suppliers until 57 percent of the purchase process has been completed.

That means they’re studying and comparing products and services provided by you and your competitors before your sales reps arrive on the scene.

That translates into the need to deliver a very customized sales presentation to each customer.

More than likely, each one will be at a different stage — with different questions.

A customized mobile app that’s searchable can help you sales reps quickly find the answers to their prospects’ questions without fumbling around — or saying something like “I’ll get back to you.”

The bottom line is that you need to provide your team with tools and benefits of mobile apps that will enable them to sell instead of complete administrative tasks.

While tablets and mobile apps are increasing the productivity of companies in various industries, a customized app provides what you need to accelerate your sales.

Want more on how to improve team efficiency and how to use mobile sales tools effectively? Read this article on 5 proven hacks for creating revenue with mobile sales tools now.

4 Essential Tips for Powerful Marketing Asset Management

4 Essential Tips for Powerful Marketing Asset Management

By | Mobile Productivity Tools, Sales Leadership, Sales Productivity, Selling Tips

You already know that your company’s marketing materials are like gold when it comes to hitting your sales numbers.

If you have effective deliverables in the ideal formats, they can have an incredible impact in getting your points across to a prospect.

And, if you’re smart, you’re steadily producing marketing assets that address the questions clients and prospects may have in researching your services and products. They likely include case studies, white papers, videos, tutorials, webinars, slide presentations and research.

But here’s a good question to ask when determining the effectiveness of all those marketing assets you worked so hard to produce: How effectively are they being used?

If you don’t have a solid marketing asset management system in place, you could be missing out on opportunities to move your sales figures to the next level.

We compiled a list of 4 essential tips for developing a powerful marketing asset management strategy.

1. Assess where you are.

4 Essential Tips for Powerful Marketing Asset ManagementTake the time to gauge your team’s ability to quickly locate and leverage your marketing materials. As part of that review, take an inventory of everything — deleting the materials that are no longer useful but continue to take up space.

Next, check for any gaps. Is there marketing collateral that is under-utilized? If so, identify the reasons why. Is it difficult to find? Are fees, policies or other relevant material regularly updated? Is your sales team even aware certain materials exist?

It could be that you are lacking a marketing asset management system that could identify as well as resolve any of these issues.

2. Clearly define goals.

Before undertaking any changes to your marketing asset management, figure out what you’re trying to achieve.

A simple tweak may not give you the results you’re ultimately going after. For example, you may not simply want to create a better system for categorizing marketing assets.

How about making it easy for a sales rep to quickly perform a search based on a prospect’s specific question? Get input on all of the challenges that are facing your team in using those assets and envision the ideal situation.

3. Compare the tools.

There are hundreds of tools you can use for your marketing asset management — from traditional file folders and cloud services like DropBox.

You also could opt for customized digital asset management tools that give you the flexibility of gaining instant access to your marketing materials without worrying about having an Internet connection.

Also, check into options that provide you the ability to automate updates as well as provide CRM integration, as well as those that are user-friendly.

Think long-term. You don’t want to be in the position of re-evaluating the effectiveness of your tool a year from now.

4. Thoroughly train your team on digital asset management tools — until they get it.

What good are power digital asset management tools if few people are even bothering to use them? If you did your job well in Step 3, your team should be able to quickly adapt to your new marketing asset management system — especially if it is an intuitive tool designed specifically for your team.

If you did your job well in Step 3, your team should be able to quickly adapt to your new marketing asset management system — especially if it they are intuitive digital asset management tools designed specifically for your team.

Make sure you get plenty of input beforehand to ensure that you have team buy-in about how it can transform results.

With digital asset management tools that are working for you — not against you, you’re equipping your team more effectively get the results that lead to better sales. It can be the start to a beautiful alignment between sales and marketing, ensuring consistency, organization, and collaboration.

Making Case Studies a Part of Your Sales Strategy

Making the Case for Using Case Studies in Your Sales Strategy

By | B2B Sales, Business Mobility, Sales Leadership, Sales Productivity, Selling Tips

What’s behind every great sales team?

That’s the million-dollar question for sales managers who are comparing their performance with that of their competitors.

More than likely, it’s not as complicated as it seems.

It could be a combination of supportive managers, ongoing training, and substantial bonuses. But don’t forget your sales collateral. It could give your team the competitive edge they need to bring in more sales.

And nothing seems to do the job as well as case studies. They give you credibility simply by showing that you can actually deliver the results you claim you can.

Consider them your top sales collateral for turning sales prospects into clients. But don’t just settle for the same old case studies you’ve been relying on. If you haven’t changed them recently, it could be time for a complete overhaul.

Here are 6 ways you can transform your case studies into powerful pieces of collateral.

1. Tighten them up.

Back in the day, marketing and sales teams sort of went with “more is better.” That doesn’t work anymore.

You can count on the fact that your prospects are bombarded with tons of content in all sorts of forms. Try to keep your sales collateral as simple and condensed as possible while getting the point across effectively.

There’s no need for a 5 to 10-page case study. Get all that information into 1 to 2 well-designed and engaging pages.

2. Tell a story.

Every single case study should tell a story, from beginning to end.

The beginning should clearly explain the challenge a client was facing and how your company was able to resolve it.

The middle should provide more information about the solution that was implemented and how it impacted the organization.

And the end should demonstrate the results of implementing this solution, providing the reader with a clear picture of your customer’s experience.

Case Studies as a Sales Strategy3. Add customer testimonials.

Customer testimonials don’t have to be super long, but they certainly need to be powerful.

Ask your current and previous clients for feedback on what their experiences were in working with you as well as how your solution made a difference for their company.

Use their feedback to incorporate some personal feedback into your case studies, which will help “humanize” the content.

4. Try different mediums.

Think outside the box when building case studies.

One-sheets are great, but a two-minute video or a slide presentation could be even better. Getting a previous client to agree to a video interview not only can provide you with a great case study, it can give you the extra leverage of a solid customer testimonial.

Bonus tip: Make sure the most updated versions are easily accessible at all times. Include them in your digital catalogs or asset management system.

5. Develop numerous versions.

Step back and consider the different types of clients you’re serving.

Do you have a mix of medium to large businesses? B2B as well as B2C?

When developing your case studies, go for a good mix of different scenarios and challenges as well as client profiles. You want an assortment so that your team can choose those that are most similar to their prospects.

6. Get creative.

Whether you’re developing print collateral, video or slide decks, don’t be afraid to show off some of your company’s personality.

Dare to be different in design, format and tone.

Likewise, ask your clients to be extremely candid about any steps in the process — from any doubts they had beforehand to any hiccups along the way. It can go a long way in coming across authentic and hardworking in exceeding expectations.

Case studies can be powerful tools in your sales arsenal, and you should give your case studies a close look. Investing the time to upgrade them could give your team what it needs to show that your company can deliver what it promises.

Reducing average search time for files by 17 minutes and 56 seconds

By | Mobile Productivity Tools

As a Customer Success Manager, one of my main focuses is to determine ways to help teams overcome their struggles. A common struggle that I hear from most companies is that their teams can’t find the information that they need to do their jobs.

This got me to wonder, is this really a global issue?

A Google search turned up this really cool infographic from Docurated that shows it really is an issue!

Ever wonder how much time you spend searching for one document to send a customer? Ever think about how much money it is costing you and your company because you can’t seem to find that document you know was saved within a certain folder? If not…you should!

The inforgraphic presents data that shows  it takes the average “knowledge worker” 18 minutes to find one document. That is 18 minutes that are not spent reaching out to potential customers.

How much does that correlate into lost revenue? $113.4 billion wasted annually in the United States!

This got me to wonder, how can this issue be resolved?

Providing information that is in a simple, organized, and convenient manner will help you become more efficient and, in time, make you more money.

How do we do this?

We have multiple ways to provide information that you need, but today we are going to show how we can cut that 18-minute search time down to less than a minute, no matter what device you are using! Since FatStax apps work offline (no access to internet), you’ll still be able to find all of the information regardless of your WiFi connectivity.

Open your Catalog – type in the name of the document or key search words – there is your document!

This video shows me searching in real time…yes real time!

Click here for the full training video.

Once you become aware of how much time you spend looking for documents, it will make you want to become more organized! I know my team is always looking for ways to better organize our information and cut down on the time that we spend searching.

Imagine what you and your company can achieve with all that free time and extra money once you stop spending your time searching for documents!

 

 

Updating Digital File Management Platforms for Sales People [Videos]

By | Business Mobility

From the Customer Success Team at FatStax

This is one of the more common, but important, sales training topics. One of the questions we get about managing digital assets or digital file management systems is how best to update or add multiple files at with a single action.

This is especially key when migrating from an legacy system, say an internal server, to a system designed for mobile like Fatstax or maybe a CRM-based system like Microsoft Dynamics.

For example, you might want to:

Upload a large number of files and create custom display screens or “Pages” for them in your mobile sales tool as a presentation layer for your field sales team.

or

Modify your existing files with new tags for easier discovery or add expiration dates to files with time-sensitive information like a special promotional price. 

Here at FatStax, our Customer Success Team gets requests from Marketers to make it easy to update files all at once in CloudStax, our cloud-based digital file management system.(learn more here).

To help with this, we just released 2 new features this month to enable mass changes and migrations of digital files even easier when using our digital file management system.

Bulk creation of customized screens and “Pages” for files uploaded to CloudStax.

Within the FatStax system, we call files (PDFs, Videos, PPTs, Images, etc.) “Resources” because, in essence, we consider them more than files. They truly are digital Resources used by mobile users for their daily tasks.

This new feature allows Admins and web designers to quickly create customized screens in their mobile app and to display and interact with the files by using a simple spreadsheet in bulk.

I know, these sales training topics are stuffed with information! We’ll break it down. Here’s a short video that walks you through the process.

 

Basic idea is – These 5 simple steps enable creation of custom Pages at large-scale quantity.

  1. After your Resources have been uploaded – hover over “Export” and select “Create Resource Pages”
  2. After your spreadsheet has been generated – only keep the Resources that need a Page created and add your Categories
  3. Go to Pages, hover over “Import”, and select “New Import”
  4. Follow the import steps
  5. Publish the catalog so your team gets the updated information

Mass update existing files in the CMS with tags and file names

The concept here is pretty simple, but adds a lot of value when you have to manage 100’s of files.

Let’s imagine a scenario where you need to make changes to a large group of PDFs.

For example, you might be a Marketer that needs to tag PDFs to help users find them.

In our digital file system, this is pretty straight-forward. Just open the file, click edit, and then add your tags.

This image shows the basic concept in our digital file management system.

meta tag PDF in CMS

 

When adding tags to an individual PDF, this process is simple, but what if you need to amend 1000’s of files?

Here we’ve added the capability to append files in bulk via a simple spreadsheet import process.

Fields you can modify are:

  1. Folder file is located in your app
  2. Display Name in the app
  3. Secure status – send or no send
  4. Priority – download it now!
  5. Keywords – critical for search

Click below to watch the training video on bulk editing files in a digital CMS.

 

Combine these two new features and your team will always have the newest information and you will save a ton of time performing mass updates to the digital file management system. Don’t just read about our sales training topics, contact us today and get started with our sales enablement tools!

 

 

How Do You Measure Up? 5 Essential Qualities of a Great Sales Leader

How Do You Measure Up? 5 Essential Qualities of a Great Sales Leader

By | B2B Sales, Business Mobility, Mobile Productivity Tools, Sales Leadership, Sales Productivity, Selling Tips

While you constantly measure the performance of your sales team — checking their ability to hit goals and manage their pipelines, you often take the time to measure your own performance as a sales leader.

Of course you do.

Well, OK, maybe you don’t.

One of the most essential traits of a great sales leader is actually taking the time to assess his or her own performance.

That would be the No. 1 quality of a great sales leader. Looking within.

Let’s take a look at five more.

1. You’re constantly aware.

Mobile Sales StrategyGreat sales leaders are not only looking at and stressing over numbers; they’re in tune with where each of their sales reps are with their individual performances. Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.

2. You invite feedback.

“What do you need?” “How can we make this better?” “What challenges do you face?”Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust

Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust

A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust with your team.

3. You motivate.

While you hold everyone accountable for reaching their goals, you still find ways to recognize milestones — both large and small.

Just pointing out the top performers based on sales numbers can get repetitive. Find creative ways to recognize people on your team who also are discovering new approaches to the same old challenges.

Also, it’s a good idea to find ways that will help build the core 60% of your sales team. A small percentage in their percentage could be a big driver in top-line revenue.

4. You’re honest.

If things are not going well, your team can count on you to be direct and honest. You openly talk about challenges — avoiding the need to put a positive spin on any discouraging updates.

When you get to this point, your team will be more likely to help you solve any problems.

5. You remove roadblocks.

PD4_3629Along with assessing their employees for cues that could indicate stressors or frustrations, a great sales leader is analyzing ways to remove roadblocks that get in the way of the team’s performance.

Are inbound sales materials inadequate? Do they have the information they need at any given time?

A great sales leaders will be able to provide all of these to their team so they can focus on what they do best: selling.

Want to take that one step further?

Provide teams with the right tools they need to streamline the process.

A good sales team can go out and sell, but they can only do so much if they have to do everything manually.

A minimal increase in sales from the core 60% of your sales team could be a HUGE driver in top-line revenue.

Imagine what a mobile sales tool, specifically designed for them, could do for your numbers.

Frankly, it’s a no-brainer.

Give teams the tools they need and they’ll be able to make themselves and you look better.

So… where do you start?

View our article, “What Kind of Mobile Sales App is Best for Your Team?”, to learn more:

What Kind of Mobile Sales App is Best for Your Team?

 

4 Sales Tips to Equip You For a New Era and Win More Sales

4 Sales Tips to Equip You For a New Era and Win More Sales

By | B2B Sales, Business Mobility, Mobile Productivity Tools, Sales Productivity, Selling Tips

Long gone are the days of “wining and dining” to win over a sales prospect.

That’s a luxury that seems quaint and antiquated now that your prospects have already gone on with the business of doing their own research — virtually to the point of reaching their own conclusions.

But you already knew that.

The question is what are you doing to adapt to a sales landscape that’s increasingly shifting to an inbound model?

Navigating this new territory appears to require a combination of old-school approaches to make sure you’re still connecting with prospects, along with new technology that keeps you efficient.

If you handle it effectively, you could be in a win-win situation that has you standing out from the competition.

Here are four ways you can win more sales with today’s more informed prospects:

1. Get in the game of inbound marketing.

Onboard new sales repsBy now, your team already has developed an inbound marketing model — providing potential prospects with plenty of online content to help them find answers to their challenges at different stages of their customer journey.

But if you’re not constantly updating and building out a robust content strategy, you could be losing to the competition.

Constantly study analytics to find out which areas are underperforming — or where prospects seem to be dropping off, to make sure you’re filling in those gaps.

Also, make sure you’re surpassing the competition. Always have the mindset to outperform everyone else out there with well-written engaging content, videos, webinars, and other online material.

2. Pick up the phone more quickly.

The sooner you call a warm lead, the better.

Did they show an interest in your product and services? Left their contact info? Get on the phone and call.

According to a study by Lead Response Management, “the odds of making a successful contact with a lead are 100 times greater when a contact attempt occurs within 5 minutes, compared to 30 minutes after the lead was submitted.”

Another study by InsideSales.com revealed that 35 to 50 percent of sales were awarded to the vendor who responded first.

Don’t delay. Follow up immediately.

3. Don’t neglect your networking.

Sure, times have changed. The steak dinners may be a thing of the past. But networking is an essential component of the sales business. Actively reach out to people on social platforms like LinkedIn, and ask customers and friends for referrals. Having someone vouch for you can turn a cold lead into a warm lead.

Actively reach out to people on social platforms like LinkedIn, and ask customers and friends for referrals. Having someone vouch for you can turn a cold lead into a warm lead.

Having someone vouch for you can turn a cold lead into a warm lead.

4. Use technology to become more efficient in selling.

While sales have changed, one challenge remains the same: there doesn’t seem to be enough hours in the day to handle all your responsibilities as a sales rep.

Sales enablement tools that boost efficiency from the front-end to the back-end of the sales process can help you and your team better manage presentations to handle calls.

Explore them to see how you can reduce the amount of time it takes to make a connection and close a deal.

How Mobile Sales Apps Can Help You Win More Sales

Imagine that you’re going to a sales call with a busy executive.

win more sales with mobile sales toolsLet’s say they give you less than 10 minutes to present your case, and you have to use every minute effectively.

Do you really want to be spending three minutes of that getting your computer up and running, another two trying to get the right password for the WiFi, and another two to load your PowerPoint presentation?

Let’s be honest: no one likes when they have to wait. And the scenario above is probably not that uncommon.

But there is a better way: mobile sales apps.

Mobile sales tools are no longer a remnant of the future; they’re here to stay.

Sales reps need to be able to pull out their phone, tablet, or desktop at any time — without needing to connect to the Internet.

Why? Because if you can do that, then you can support the notion of “right message, right time, right place”.

And your reps will be equipped to sell more in real-time. What marketing manager doesn’t want that?

Looking for a mobile sales platform to help your team win more sales? Request a live demo of FatStax today:

Request a Demo of FatStax Now!

What Kind of Mobile Sales App is Best for Your Team?

By | B2B Sales, Business Mobility, Mobile Productivity Tools, Sales Leadership, Sales Productivity, Selling Tips, Video Tips

Making the decision to invest in a mobile sales app is easy.

Figuring out which type of tool is the best for your sales organization? That’s a bit tougher.

The reality is determining which type of sales enablement app is best for your sales teams depends on a couple of factors:

For your team – it depends on how they sell and your offering mix.

For you – it depends on how much bandwidth you have to manage the tool.

The decision can be a little daunting and overwhelming. So how do you get an app for sales teams right the first time?

The Three Different Types of Sales Enablement Apps (And The Hybrid)

First, you need to learn about the different types of mobile sales tools that are available.

The most common mobile sales apps include:

1. File Sharing App

As the name indicates, these mobile sales apps are designed to share static files like PDFs, PowerPoints, videos, Word documents, etc.

This app for sales teams typically highlights files that have been created by the marketing team or the advertising agency that can be easily shared via the app, which can then be shown to a customer or prospect in the field.

2. Catalog App

The next type is a catalog app, which, as you can imagine, is similar to a catalog. Think of them like those giant paper catalogs you’d print up and ship out to your customers so they can buy something.

A catalog app for sales teams contain SKU-based information, like pricing, product specs, and general information. Some even allow you to create a soft quote or may even talk to your ERP system so you can actually create an order.

3. Presentation App

It’s important to differentiate this type from the file sharing app because this type of app facilitates long-form presentations, like PowerPoint or Prezi.

The presentation app allows you to give a pitch in front of an audience by presenting various slides or information.

4. The Hybrid App

Many times, companies need something that is not “one-size-fits-all”.

Your teams may sell with a combination of static files, catalog information, and by giving long-form presentations. You may have some divisions that need a static file and some divisions that need a customer-facing app. It all just depends on what’s right for them.

In short, your teams may need a hybrid of the three main types of mobile sales apps available.

Having a hybrid app provides flexibility to your team based on their needs. Plus, it doesn’t box you into one solution, limiting scalability and growth.

Regardless of how your team sells, it’s important to figure out which tools can help them the most. To learn more about the different types of apps for sales teams available, request a demo of our mobile sales app solution:

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