What Digital Sales Tools Say About Your Brand

What Digital Sales Tools Say About Your Brand

3 Branding Factors to Consider When Choosing Digital Sales Tools

You might already know what you plan to spend on digital sales tools, but have you considered how much those sales tools will cost your brand?

Every decision you make for your company, from new hires to new technology, can impact the way people view your company. Your brand is your reputation, which means the mobile sales stack you choose should align with your brand mission in every possible way.

Digital Sales Tools and the Customer Experience

Altimeter Group Principal Analyst Brian Solis saw it coming years ago: customer experience (CX) has evolved into a prominent competitive advantage.

It’s becoming harder to compete on price, product, placement, and promotion, thanks largely to the variety of online options at a person’s disposal at any given time.

A strong CX, however, means that businesses don’t necessarily have to compete on the four P’s.

CX is just that powerful. Here’s why:

  • 59% of buyers would try a new company or brand if it meant a better experience.
  • 7 out of 10 customers would be willing to pay more for a product if they could receive better service.
  • Half of customer service teams failed to provide a reasonable resolution, according to consumers.
  • 78% of customers believe that the reps they work with are what make a great service experience.

There’s plenty more research where these points came from, but hopefully you’re already aware of what an exceptional customer experience can do for your business.

Related article: Can Mobile Phones Actually Boost the Human Element For Sales?

While customers may not experience your digital sales tools from a hands-on approach, they are directly impacted by the rep’s expertise in using them.

Don’t think that simply having a sales app will make you appear cutting edge and technologically savvy.

It can, but if you don’t take care to choose the one that will best serve your customers’ needs, all they’ll think of is how to contact your nearest competitor.

3 Branding Factors to Consider When Choosing Digital Sales Tools

Using a digital sales app isn’t just a profit tool – it can also serve as a branding tool. If you want to maintain the right brand image in front of your customers in the field, consider the following three factors when choosing a digital sales app:

Appearance

Appearance makes the first impression.

Chances are, your sales reps will have lots of first impressions to make, and the right sales app can help you start the relationship on a strong note. Some sales apps (like FatStax) allow you to customize your app with your company logo and colors, giving the appearance that the app was tailored specifically for your business.

When you invest in a mobile sales tool, it signals to your customers that you believe in investing in your company (and your people). Being confident in yourself can make your customers feel more confident in you, too.

Related article: Can Mobile Phones Actually Boost the Human Element For Sales?

Simplicity

Saleforce’s Stuart Leung noted that “Mobile technology gives salespeople instant access to product specs and other tools that increase the effectiveness of their sales pitches, resulting in higher closing rates and a better customer experience. And, when it’s contract time, mobile access makes all documents readily available for the closing process.”

In other words, don’t make it complicated to do business with you. The quicker and easier they can buy from you, the more likely they are to buy from you again.

Solutions

There are hundreds of sales apps on the marketplace today but not all of them can help you solve your customers’ problems. Think carefully about what your customers are most likely to ask your field reps.

What information do they need to make an informed decision?

What pain points are your reps trying to alleviate?

The more you can tailor your app to provide solutions rather than products, the more favorable and knowledgeable you’ll appear to your customers.

Customers aren’t quick to forget a standout experience. It’s up to you to ensure they remember it for the right reasons.

How are you competing on customer experience?

Learn how to get your team to adopt a new sales-enablement application so you can start driving results to your business with this case study.

SOURCES OF RESEARCH

List of all links used to complete research for this article:

https://www.brandingstrategyinsider.com/2011/11/the-impact-of-technology-on-brand-marketing.html#.WXTay4grJPY
www.briansolis.com/2015/12/experience-competitive-advantage/
https://www.helpscout.net/75-customer-service-facts-quotes-statistics/
www.salesforce.com/blog/2015/08/6-ways-technology-streamlined-sales.html