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A sales enablement company with a single focus:

User Adoption

Use Real-time Data to Earn Sales in the Field

By | Mobile Productivity Tools

Use Real-time Data to Earn Sales in the Field

Summary: The era of data analytics is here and the number of platforms promising to help harness data for business wins is growing by the day. Follow this guide for data-driven in-field sales success.

It’s a simple equation. Ensuring your sales team has the right product information at the right time will turn a prospect into a win.

Say goodbye to the excuses of forgotten tablets, no data connection, and disorganized sales app interfaces with mobile sales enablement tools. Customers will realize working with a salesperson is infinitely better than just “Googling it.”

Customers are looking for personalized recommendations and solutions. Salespeople and marketers can leverage up-to-date information on products, competition, and consumer data to connect with customers’ shifting needs and exceed their expectations with personalized insight.

A listening ear and personal touch of a salesperson who can use real-time product data to answer questions, showcase up-to-date product information, give video examples, share PDFs or statistics, and give detailed quotes will close more sales than ever before.

Keep your team modern, mobile, and connected to real-time collateral all in one place

For a salesperson in front of a customer, toggling between different apps and juggling between a tablet and phone can feel just as frustrating as sorting through a briefcase stuffed with papers.

Then what happens when a salesperson brings the collateral for the company’s top three products, but realizes the customer is most interested another product line? With access to an organized platform with details about every product, the salesperson can use any mobile device, bring up in-depth product details and pricing, show videos or PDFs of the product in use, and make the sale.

Real-time access to data is key. To guarantee sales in the field, salespeople need to show the most current product specs and be ready to answer complex questions about availability, pricing, and product longevity. Up-to-date marketing materials can be easily accessed by the sales team using sales enablement tools that integrate with CRMs.

The best choice for a portal will give your team:

  • Offline access to all current marketing, pricing, and sales info
  • Up-to-date product database  
  • Consistent access to data inside and outside the office
  • Background sync for sales materials

Arming your sales team the updated information they need, right when they need it (when they are in the field, with prospects) is fundamental to empowering them to close more sales, quicker.

Efficiency and organization for confident, successful sales

Utilizing a mobile sales tool is a no-brainer for keeping pace with changes to product lines’ marketing collateral. There is a new way to know before you go. With product information and collected customer data in-hand inside a mobile app, salespeople will arrive ready to answer any question and easily able to bring up spec sheets, videos examples, and statistics to close a sale.

Show customers the exact specs that will change their minds and dive into the real details of how a product works. No need to worry about an out-of-the-blue product question when you can open an app and have the data nicely organized and ready to show off.

Select tools that ensure you generate revenue and improve your sales goals by:

  • Keeping profitable products at the top of sales lists
  • Reducing print spending
  • Making pricing easier to find
  • Giving access to cross-reference data in front of customers
  • Integrating and storing slide shows, PDFs, Word documents, videos, and more

The efficiency gains created by having all relevant information organized and accessible in a mobile sales app, no matter where they are, will reduce sales’ cost and increase their closing rates.

Real-time data means real-time success

Many companies are looking for a tool that sales reps can use while on the road and from their phones.

When Reliance Worldwide Corp adopted a sales enablement solution, they found that the mobile app streamlined interactions and provided the access to information between marketing and sales that the company needed for years.

“Not only did the results exceed expectations, but the sales team actually loves and uses the tool, [which] has increased efficiency, sales, and business.” – Chris Carrier, RWC

Having real-time data at their fingertips eliminates costly back-and-forth between sales and marketing departments and gives field salespeople the updated information they need to succeed.

Take on the competition in real-time

Imagine a salesperson in front of a new client showing off an all-star product. What happens if a customer brings up the product they use most frequently with the “don’t fix what isn’t broken” saying? With access to searchable, customized database of the competitors products, the salesperson will be able to easily bring up a side-by-side comparison screen designed for the customers’ eyes.

Images, videos, and deep product information for the company’s product next to all of the same up-to-date data for the competition is a major asset for any salesperson face-to-face with a customer. Salespeople will be able to showcase their own industry knowledge establishing better trust with the client and driving home the sale.

Competitive comparisons change often and having the updated information gives salespeople power to combat any objection in the field.

Make information easily available to everyone

To shorten the sales cycle there must be quick relay of information between marketing and sales and the client. Efficiency of communication is difficult when the sales team spends most of its time away from the office engaging with customers and the marketing team is in the office where all of the hard work sits behind a firewall.

The mobile app solutions should cater to the specific needs of each industry by making sure:

  • The marketing team easily distributes materials to the sales team
  • The sales team has easy access to marketing materials
  • Product lines are organized and searchable
  • Competitive intel is always updated
  • Real-time deep data sets are designed to be customer facing

When your interface works on tablets, laptops, desktops, and cell phones, communicating with clients is made simple and effective. With deep customized, searchable, data on your products and as well as up to date info on every competitor, sales and marketing teams confidence will grow, companies will see results from better communication inside and outside the office and sales in the field will be through the roof.

Find out how Reliance Worldwide Corp increased sales revenue and improved marketing-sales team alignment by significant margins with FatStax.

How technology can prompt cross-selling

By | Mobile Productivity Tools

How technology can prompt cross-selling

  • How to leverage technology for more effective cross-selling in the field
  • How to effectively cross-sell in the field using technology
  • How to cross-sell in the field more effectively

Summary: Everyday companies are finding innovative ways to leverage technology for more effective cross-selling in the field. What methods have been proven successful?

Image from Pixbay https://pixabay.com/en/stock-markets-warehouse-stock-3413657/

 

Your products and services are constantly evolving to keep up with customer demands. And as your product catalog improves, your sales team must learn and retain new information — which is easier said than done.

Still, aligning internal communication and strengthening your salespeople’s product knowledge is imperative to give your clients a customized, enhanced experience with your brand.

The need is obvious. Meeting it is anything but. For this conundrum, technology can come to the rescue. Let’s focus on how technology can be leveraged for cross-selling opportunities, specifically.  

Arm Your Customer Success Team with Better Insights

From a customer success standpoint, cross-selling requires strong communication from reps in the field. It’s important for all members of the team to know what’s happening so the continued communication is flawless and cross-selling opportunities can be taken advantage of in a timely manner.

By launching a mobile application, you can sync field notes with a marketing automation tool to capture sales activity and discover cross-selling opportunities:

  • Analyze trends in product activity
  • Log product quotes sent through integrations like Salesforce
  • Capture product viewing data activity

By monitoring these insights, not only can your customer service team track global actions, they can use data for customized cross-selling. In fact, according to Accenture, when customer success teams offer relevant recommendations or remember business conversations, they’re 75% more likely to cross-sell or upsell a company and 73% of sales teams acknowledge that cross-departmental collaboration is absolutely critical to their overall sales process.

Equip Frontline Employees with Relevant Information

Well-versed salespeople not only sign more customers, but they close higher value deals with more products associated with them.

In order to create a frontline of prepared and able salespeople, you need to eliminate the “sales default effect,” or the habit of only selling a small segment of products due to a limited product repertoire. In order to break the “sales default effect,” a sales team must have easy access to the latest pieces of marketing collateral.

The solution seems simple.

But, studies show that about 70% of content created by the marketing team goes unused by salespeople.

Not only does this render the material a waste of money and time, it means your sales team may be misinformed, and not able to sell to the best of their ability.  Also, this means your marketing ROI is reduced. With improved tools and content, your sales team can pitch stronger, more robust product bundles.

Increase Customization Through Mobile Apps

You can spend countless hours preparing for a meeting, but even the most prepared teams can fall victim to the twists and turns a sales call can take. Having technology on your side can help your sales team pivot and become instantly informed on topics that may arise unexpectedly.

Find a solution that allows your team to create interactive landing pages that promote related or recommended content based on a customer’s current buying habits. Not only does this type of intelligence make it easier for your team to access important marketing materials, it allows them to customize products to a client’s purchasing behavior in real-time.

According to Salesforce, high-performing sales teams are 2.8 times more likely to say their sales organizations have become hyper-focused on personalizing customer interactions over the past 12–18 months than underperforming teams.

Using technology to predict buying behavior is one way to personalize the sales experience and stay ahead of the competition.

Move Away from Websites

It’s time to say goodbye to websites for field sales. We’ve written several blogs on this topic; the disadvantages of websites as a sales tool are plentiful.

  • Issues arise with unreliable internet
  • Slow loading pages are a bad user experience
  • Websites make it difficult to send multiple files by email
  • Websites are not designed to be a sales-specific tool
  • Website analytics are not sales-specific

Mobilizing large product datasets from internal systems into an easy to use app will help your team access crucial information whether they are online or offline. Sales enablement tools also make it easy to track and report activities in the field, when cross-sells are most likely to occur.

Websites don’t share the same capabilities.

With stronger sales enablement tools, companies can now combine internal and external data, communication and strategy for more effective cross-selling techniques.

Learn how our client, Reliance Worldwide Corp, is using FatStax to increase cross-sell and up-sell potential.

The Three Fundamental Limitations of CMS, DAM, PIM for Sales Teams

By | Mobile Productivity Tools

Many Marketing teams have taken the giant leap and implemented a Content Management System (CMS), Digital Asset Management (DAM), or Product Information Management (PIM) to solve the issue of organizing content.

With these powerful software platforms, all your videos, PDFs, PowerPoint presentations, spec sheets, CAD drawings, etc… are all arranged, organized, tagged, and findable.

Ah, you can now breathe a sigh of relief.

Unfortunately, despite the proliferation of CMS, DAM, and PIM most Marketers still get 6-10 emails per day asking for sales  collateral from reps in the field. Read More

Sales people need to put more time into closing big deals in 2018

By | Mobile Productivity Tools

Sales people need to put more time into closing big deals in 2018

“Fear, uncertainty, and doubt had crept into my head. (I now know that this is a common event among salespeople.) It was devastating.” – Dean Minuto, The One Page Sales Coach.

Have you ever lost a huge deal and wished you had spent just a few more hours on it?

Doing the deep work, thinking about the upsells, and how the deal flow should go down.

If so, you’re not alone.

In fact the majority of reps we consult with regularly say things like, “If I just had another week, I coulda closed that one.”

Yet, time and time again we reps “can’t set aside” or “just don’t have” the time to slow down and really put the hard work it takes to close big deals in 2018, when the Internet has changed sales forever.

If this is you, then here’s what you’ll get from this article.

  • What exactly is occupying a sales rep’s time so that they can’t give the extra time to get these deals done
  • What sales reps that value their time are doing to make sure they set aside the time to really work on these deals
  • What you can start doing tomorrow with the tools you already have to get more time back into your day

If you are crushing quota and taking the end of the quarter off, then this article is not worth your effort.

However, if you want to find a way to get better and close bigger deals more often, then hopefully this will be useful for you.  

Just in case you are hoping for it, there are no magic wands or shortcuts. 

 

What the heck are Sales Reps so busy doing?

As you are probably aware, a core sales responsibility is providing prospects with compelling information that helps them justify their decision to buy.

So let’s use this as an example of where our time goes.

For many sales reps this means, spending time searching for the right case studies, the right product information, etc. and building compelling customized presentations for huge deals.

To make this even more difficult, the right collateral could be in your email, stored on your hard drive, buried in a sales portal, or on your company website.

The bottom line is finding the right collateral takes up a ton of time for the reps.

I call it playing “Sales hide and seek”.

Look, I do it too.

Our company is small with only a few reps and doesn’t really have a ton of products per se, but I recently found myself spending 30 minutes trying to track down a PowerPoint we used a few years back to add a single slide to a new customized PowerPoint I was building. Finally found it in Dropbox buried in a folder – btw poorly labeled by me!

How much time is spent just searching for the right materials?

So let’s imagine you have a hot prospect and you need to pull together some collateral-based on a one-to-one meeting to close a deal.

You set your mind on 5 files/key pieces of information

  1. Price Sheet
  2. Short Overview Video
  3. Installation Guide
  4. Comparison battle card with a competitor
  5. Link to the product on your website

It doesn’t take that long to find, right?  

Say 5 minutes per piece of information by the time you find it, check it, copy it and paste it into an email.

That’s just 25 minutes. Easy peasy.

But you aren’t working one account, you are working at least 10 – 20  prospects, all with different needs. So we’re up to 4 to 8 hrs a week (250 – 500 minutes), let’s call it 6 hrs per week?

50 work weeks x 6 hrs means sales reps are spending about 300 hrs per year searching for collateral to send to prospects. That’s roughly 15% of your year.  300/2000 for the math nerds.

From my conversations with sales reps and dealers, that’s a very optimistic outlook on the time spent, I bet that it’s closer 15 hrs per week searching for the right information depending on how complex your product or services your company puts in your bag.

So when you throw in group meetings, sales meetings, one-on-one’s, travel time, and logging calls in your CRM.  You’re left with 10 hrs or so a week to actually meet with prospects and work on the big deal you got going.

We all know this is not enough time!

What savvy Sales Reps & Dealers are doing to make sure they spend enough time on bigger deals to give themselves the best chance?

Quick question.

What do you like doing better?

Searching through emails, portals, and websites trying to track down the elusive golden nugget collateral, or…

… spending time gaining a deeper understanding of a prospect’s needs and building the types of insights that make you a trusted advisor.

Simple right.

However, even master salespeople fall into the trap of doing the former over the latter.

For example, Dean Minuto, master sales trainer, in his book The One Page Sales Coach painfully describes the moment when he realized this…

“Fear, uncertainty, and doubt had crept into my head. It was devastating.”

He then goes on show us how he overcame this.

First, take stock of where you are spending your time.

Take a look at your calendar last week.

Add up the hours you spent working on the big deal you got cooking.

And contrast that with the time you spent

  • Looking for product information
  • Logging activities in CRM
  • Making calls
  • Traveling
  • Sitting through meetings

I suspect the answer will shock you.  

Here’s my calendar for last week. I’ve narrowed the times where I worked on the one mega-deal we are working as a team.

That’s right 1 hour and 30 minutes total. Granted it was a short week with the 4th holiday in there.  So 1.5 hrs out of 32 were spent on the life-altering deal we are working on.

Makes me sick at my stomach to think about it.

Second, decide today how much time you need to spend next week to be 100% confident that you are spending 100% of the necessary time to win the biggest deal in your pipeline.

This will be hard. I promise you.

Here’s a possible list:

  1. Background research on the major players
  2. Research the company’s competitors and position in the marketplace
  3. List out all possible reasons you will lose the deal and write out what you will do combat these reasons
  4. Spend time with Marketing, product managers, your VP, or production to make sure your presentation, RFP, SOW, or proposal is airtight
  5. Practice your pitch or phone call

And so on for your deal. Is it 5 hours? 10? 20?  

Finally, now that you are crystal clear on what it will take to be 100% confident you are giving 100% of the effort required to win the deal. Block off time on your calendar today to complete each activity and title each block of time with what you need to accomplish starting with word CRITICAL.

For example, CRITICAL – Meet with Mary to list out the potential upsells for Acme Co – 1hr.

The reason I want you to use the word CRITICAL is that this will tell your co-workers to stop bothering you at all costs.

Of course, you need to meet all your other obligations like sales meetings too, so the time needs to be blocked off around these other meetings and time sinks. Yes, taking the kids to soccer counts.

So, how much time is left to search through your sales portal for the latest sales slick?

What can you start doing tomorrow with the tools you already have to get more time back into your day?

I am going to get crucified for saying this, but you gotta use every tool at your disposal to claw back your time including off-loading looking for sales materials to your Marketing team.

Most Marketers we meet with seem perfectly content to do the legwork for their sales teams, so I’ll put it in writing.  

  1. Bury’em with requests until they push back or give you tools that make it fool-proof to find what you need fast. Seriously, just keep emailing and texting them until their heads explode.
  2. Next, take the time to get all your login credentials for all sales tools provided to you in one place. If you’re fortunate enough to sell for a company that uses single sign-on good on you.  For the rest of us, I like the app 1Password for keeping track of all my login credentials in one easy place so I don’t have to keep resetting passwords all the time. I’m sure there are others that’ll do the trick.
  3. Install and sign in to all the sales tools your company provides.  We recently ran analytics for a large client on FatStax sales tool adoption and found out that roughly 40% of their dealer reps had never even bothered to install the super amazing sales app we built for them.  Come on man!  That’s crazy. How many hours do those 40% waste hunting and pecking for sales materials when they could have it on their smartphones in their back pocket?
  4. Set aside 30 minutes a day to log activities in CRM. 30 minutes is all you need, sometimes less.  Get it on your calendar and hold yourself to this time limit. When your VP or Sales Opps guy complains you don’t log things, just show them your calendar filled with CRITICAL to-dos for the biggest deal in your pipeline and the 30 minutes you spared every day to log activities into CRM.
  5. Put Marketing to good use by enlisting their help and demanding their time working on your presentations or proposals. Your Marketing and Product Managers have extraordinary knowledge about how products flow together and where to find the right materials. The best reps that close the biggest deals will always make them a critical part of the team.

Conclusion

While a rep naturally wants to spend less time looking for sales materials and logging activities into CRM systems and more time working on the huge life altering deals, our tendencies will always be to do busy work.  Thus we squander the time we should be putting in to make sure at the end of the deal, win or lose, that we don’t wish we had another week to spend preparing to win it. 

Come on man! We can be better than this.

 

 

Marketers need to spend more time on presentations to close bigger deals

By | Mobile Productivity Tools

Marketers need to spend more time on presentations to close bigger deals

 

Do you ever wish you had more time to put deep work in on a custom presentation for the huge deal your reps are working?

If so, you’re not alone.

In fact the majority of Marketers we consult with regularly, tell us they need to be spending more time helping reps close the mega-deals that really drive revenue. The types of deals where the whole company celebrates and asks for a copy of the presentation materials.

Yet, time and time again we Marketers “can’t” set aside the time to really put the deep thought and effort into making these presentations super special and customized to the client.

As result, your company may win the deal, but credit will never be given to Marketing for their part in making it happen.

If this is you, then here’s what you’ll get from this article.

  • What exactly Marketing people are so busy doing they can’t help on the big deal
  • What savvy Marketers that value their time are doing to make sure they have a hand in the big deals
  • What you can start doing tomorrow with the tools you already have to get more time back into your day

If you are comfortable in your job playing gopher for sales people and submitting a monthly leads report, then this article is not worth your effort.

However, if you want the respect of Sales and more Marketing budget next year, then getting more time to help out sales on the big deals is critical to your success.  

What the heck are we Marketers so busy with?

As you are probably aware, a core marketing responsibility is supporting sales.

For many Marketers this means, answering 20-30 emails per week requesting sales collateral over and over again. Sometimes the same reps’ emails for the same collateral over and over again.

I call it playing Marketing whack a mole.

Recently, we were in a booth a major trade show with a client where the Marketing person was getting so many emails and texts on her phone from reps, she couldn’t get up from her stool and meet with prospects in the booth.  I thought she was gonna pull her hair out she was so frazzled.

How much time wasted?

So let’s imagine you get 20 emails per week asking for collateral.

These emails, by and large are asking for something that has already been provided to your sales team on your website, in a sales portal, or by, gulp…USB drive.

It doesn’t take that long to respond, right?  

Say 5 -6 minutes per email or phone call.

That’s just 100 minutes. So let’s call it 2 hrs per week (~120 minutes).

50 work weeks x 2 hrs means we Marketers are answering redundant emails from savvy sales reps accounting for about 100 hrs per year.

That poor woman in the trade show booth?  I bet she spends 100 hrs a month responding.

So why were you unable to spend an extra 10 hours on a life altering big deal presentation again?  

What savvy Marketers are doing to make sure they have a hand in the big deals?

Quick question.

What do you like doing better?  

Using your creative skills and messaging mastery to create a custom presentation or answering emails from reps.

Simple right.

The real question is what should you be doing to make sure you are getting to work on the big deals and add your unique knowledge to them?

First, make sales aware you have a unique, valuable perspective.

Marcus Sheridan brilliantly says 

If you want to get something approved in business, you call it “sales.”

If you want to get something rejected, you call it “marketing.”

We Marketers need to own this fact!

However, as Marketers, we typically have easier access to and a greater knowledge of what needs to be included in a big sales presentation and more important, how the pieces fit together to form a coherent message for the prospect.

Additionally, we are well-versed in Account-based marketing and know instinctively how to add proper messaging on an account by account level.

Second, be close to the landscape of deals in the funnel.

If you aren’t lucky enough to sit in on sales meetings, then you’re gonna have to dig in to CRM and stay up-to-date on the progress of big deals.  

What’s the account value?  When is the big presentation day? Who is the decision maker?  

All these things take TIME.  Time you might currently be spending playing whack-a-mole with your inbox.

Lastly, contribute before you are asked with account specific ideas.

Now you get to use your Marketing skills to get a seat at the table and be apart of the presentation team.  

Notice, I recommended contribute before you are asked.  

Send along your insights to the reps involved. Accidentally, bump into the VP Sales at the coffee machine.  Ask about the deal your team passed over the wall.

Of course every situation is unique.  

Maybe your company as built a huge wall between Sales and Marketing.

Maybe Marketing doesn’t get a Salesforce.com license.  

I get it.

But if you want a seat at the table, you will find a way to get on board and contribute.

Finally, now that you are on the team and involved, you have to make the custom presentation the best it can be. And you can’t do that if you wasting time answering emails from reps on your iPhone every 15 minutes.

What you can start doing tomorrow with the tools you already have to get more time back into your day?

It’s pretty obvious you can’t give time you don’t have.  So if you’re a Marketer that is already spending huge amounts of time responding to reps emails and want to stop, here’s some suggestions to get on the right path.

First, understand why reps email you instead of logging into your web portal, website, or last awesome new product email to find materials.

When sales reps are “on the road”, juggling a number of different prospects, they know their time is not well spent looking for collateral. Every second they can steal back into their day potentially means more money in their pockets, for their families, etc.

Sure you can say “lazy reps”, but that doesn’t change your reality that reps are directly responsible for sales.  No sales = no jobs for anyone.

Second, understand the deeper reasons why you have become a pro-active helper for reps on the road.

A Marketer who consistently answers the call and provides the same collateral their sales reps will receive the praise from their sales team.  You become known for your keenness to respond and the cycle repeats.

But is this where you should be spending your valuable time?

Furthermore, Marketers who complain, balk, and or challenge sales reps who persist in asking for the same material over and over again, create animosity between the sales and marketing teams and that leads to trouble in many organizations.

Third, become a guardian of your time.

Your company probably already has a sales portal or library that houses the most up to date sales materials reps would need.  

Make sure it gets updated often!

If it isn’t, you can bet the first thing reps will do is stop using it and never log in again.

Once you solved your “updating problem”, then you need to get firm about telling reps where to look in the sales portal EVERY TIME they ask you.

Be patient at first.

“Yes, Bill here’s a link to the brochure in sales portal.  If you have trouble logging in, give me a quick call.”

“Sure Mary, here’s the pricing for that product in the new brochure on our website.  Here’s how I got to it. Can you pass this along to your peers so they can find it easily as well?”

Save those emails to a folder, so you can forward them to the next person that asks immediately. Soon enough, you’ll be saving yourself hours per week and getting more time to work on the important stuff like custom presentations for mega-deals.

Conclusion

While a marketer naturally wants to help their colleagues in sales, helping them in the right way is far more beneficial to both their company and their career than simply enabling a rep to lazily ask (or, smartly use you!) and receive the same information they already have access to while they are in between meetings on the road.

 

Introducing: Galleries, a Sales Tool for Companies with Highly Visual Products

By | Mobile Productivity Tools

Introducing: Galleries, a Sales Tool for Companies with Highly Visual Products

 

I’m VERY excited to announce the release of the all-new Galleries Sales Tool Plug-in for FatStax.

What is it?

Galleries is a free template driven plug-in that gives Marketers the ability to create image and video-driven galleries for reps to share with prospects during onsite meetings.

In other words:

It’s a simple sales tool for companies with highly, visual products like home or building products looking to make their reps’ lives super easy and grow their revenue in 2018. Read More

Here’s Why You Shouldn’t Use a Website as a Sales Enablement Tool

By | Mobile Productivity Tools

UPDATED 4/17/2018 with new data

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.

So let’s call it like it is…

Read More

What we learned about Manufacturers’ Reps by analyzing 27,000 mobile sales tool users

By | Mobile Productivity Tools

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 2.0 – Making FatStax 10X More Valuable to Sales People

By | Mobile Productivity Tools
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.

Read More

Notes on Tim Ferriss Branding Podcast

By | Mobile Productivity Tools

“FORGET ABOUT BRANDING, FOCUS ON WHAT FUCKING MATTERS, THE REST WILL TAKE CARE OF ITSELF” – Tim Ferriss – Branding Podcast.

I really loved Tim Ferriss’s recent podcast on Branding. Give it a listen please.

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.

Read More

How I Got 200 Hrs per Year Back from One Simple Change in Marketing Habits

By | Mobile Productivity Tools, Sales Productivity
Updated 09/26/2017 with new insights

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.

Read More

Trade Show Apps: Badge Scanner vs. Mobile Sales Apps

By | iPad Trade Show
Updated August 2017 – Trade Show App: Badge Scanners vs. Mobile Sales Apps

We spend a lot of time working closely with trade show managers and Marketers to help them deploy trade show apps to improve the QUALITY of leads captured.

For the most part, these trade show apps are simplified version of mobile sales app used by sales teams everyday.

This concept has seen a huge up tick for us in the last 6-8months as more and more folks are seeking solutions that are fully integrated into their Marketing Tech stacks.

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How to get C-Suite Approval for a Mobile Sales Tool

By | Mobile Productivity Tools

Hint: It has nothing to do with cost

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

Simple Tactic For Manufacturing Marketers To Impact Dealer Sales

By | B2B Sales, Mobile Productivity Tools
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?

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How to Plan a Successful Launch of Your Mobile Sales Tool

By | Mobile Productivity Tools

3 Things Before Your Sales App Goes Live

 

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

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