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What is a Cross Reference App for Sales Reps?

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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.

Sales people often find themselves in situations where they are forced to talk about the competition.

It happens all the time no matter whether you are selling products, services, or anything for that matter.

A typical situation might be an upsell moment when a current customer tells a trusted rep they are currently using X product and asks, “Do you have something similar to offer?”

The reps then scrambles and fumbles through PDFs or catalogs or their website to find the competitive product for the customer.

Often times competitive information is kept on a spreadsheet on somebody’s computer.

Leaving the rep to have to call or email the holder of this critical piece of information.

The cost is amazing when you consider the time it takes to track down the information by the rep, the time to send and email, the keeper of the knowledge’s time to look it up and answer, and the time to get back to the customer with a coherent answer.

If you don’t believe me, check out our calculator and learn how much it’s costing you and your reps from searching for sales collateral.

Over dinner last night, a marketing director and I did a back of the envelope calculation that the dollar amount was in the $100s to $1000s depending on whether you believe in the lost opportunity cost in not responding quickly enough.

Another reason your organization may look at a cross reference app is because you have a constantly evolving product line.

A couple weeks ago, one of our account executives was talking with a prospect about sales rep turnover at their organization.

Our product line changes so frequently, our own reps can’t keep up to speed on what they’re selling and how it compares to our competition. It’s making our own employees jump ship!

This is a perfect case scenario for a cross reference app.

A properly coded cross reference app can give sales people and tech support people an easy way to find the right product and how it competes. A really good one will separate the information so that your product info can be sent while keeping the competitor info secret!

Cross reference apps are easy to create and deploy if you have the data. They can easily pay for themselves in weeks not years.

Don’t believe me?

Ask your sales team how much time they spend researching competitors products?

Then get back to us….

Wanna learn how to easily build a cross reference app? Just give us a call we’ll set one up for you in a flash.

About J. Rusty Bishop, PhD

I've spent the last 5 years helping great brands create amazing experiences for their sales teams during one on one sales interactions. Helping sales people do their job is my passion. When I'm not working, I am on the ocean fishing in San Diego, Ca.