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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.

Here’s a few quotes we love about Stacks.

“My aha moment was when I learned how to ‘create a stack’. It’s just super user-friendly and you can just condense all this information into one email, which is what customers are going to want to see.” – Christa S., Account Manager. -5 Yr FatStax Veteran.

“I really like the ability to stack in FatStax because it allows me to pull from products across all our brands and put them into one concise email that I can send to the customer without having to go home and data mine to make sure I got everything.” – Jessica R., Account Manager -6 Yr FatStax Veteran.

Little did we know that “stack” would become a verb!

Why did we reinvent Stacks now?

After 7 years our signature feature was starting to show it’s age a bit.

Mobile interfaces and sales people’s expectations for apps have changed a lot during that time.

Since we first coded Stacks for the iPad’s initial release in 2010, we’ve made some changes but knew we needed to do more.

In the mean time, we’ve released FatStax for iPhone and the web-based sales portal and wanted a way to connect all three user access points to create a tool that spanned all three channels.

Additionally, we heard over and over again that Marketers needed to be able to create Stacks and push them out to their users as a broadcast.

So, for the past 6 months our engineering team has busted their cans to rebuild and reimagine Stacks based on input from hundreds of Sales Reps and Marketers across a wide variety of verticals from healthcare to plumbing.

(Huge MEGA-thanks and hugs to all of you that gave us your time, let us ride shotgun, and or even just sent us an email with your complaints, dreams, and ideas.)

Below you’ll see the new stuff in Stacks 2.0 as requested in our sales users own words…

What’s New in Stacks 2.0

1X – “I want Marketing to create easy to-use-Stacks for me.”

Talk about lazy! Kidding…

Now Marketers and Admins can create a Stack and share it with the entire team. Then sales reps can send it to your customers without having to rebuild it or build anything for that matter.

Get more details on Shared Stacks here.

2X – “I want to use a Playlist during a meeting and then send the playlist as a Stack.”

Now we’re talking even easier, right.

First, Marketers and Admins create a Stack and share it with the entire team.

Then your reps can launch items from the Shared Stack to view them like a…

…Playlist!

Then when they’re all done with the “playlist” your reps can send the entire Shared Stack to the customer from their iPad, computer, or iPhone.

Get more details here.

3X – “I need to be able to send Stacks from my iPhone too!”

Now your iPhone works just like your iPad with Stacks.

It even looks and functions, just like your iPad for Stacks.

Except the screen is smaller, but it works just like the iPad.

Get the skinny on Stacks on the iPhone here.

4X – “It would be even more amazing if every Stack I build or send was always available no matter what device I sent it from.  You know like Facebook?”

We thought that would be amazing too.

So, all your Stacks are now synced to all your devices.

Use your iPad or iPhone during the day and see all the Stacks you built online in the Sales Portal inside your Salesforce.com account.

Or create Stacks online and, they show up on your mobile devices.

Same Stacks no matter how you access FatStax!

Not really like Facebook, but pretty amazing.

Learn more about Syncing Stacks across devices here.

5X – ” I need to see when a Stack Email gets opened so I can follow-up quickly with a prospect.”

Just like Hubspot.  Just like Yesware. Just like Pardot.

When you send a stack, you’ll see when your contacts open the email.

Then you can follow up fast.

Stay tuned for more details on Stack Tracking…

And Five More . . .

6X – “I don’t like Bundles, why can’t I just send a Saved Stack?”

They’re gone!

Bundles is now “Saved Stacks” and, it’s a LOT easier to use.

So when you find a collection of items that you send frequently, build a Stack and Save it so that you can send it anytime with a couple of taps.

Solved.

Learn more about Saved Stacks here.

7X – “Why can’t I just send the same Stack again? “

Ok, you just sent a Stack of items to a prospect.

Now you have another prospect with similar needs.

You could build another Stack but why not just send them the same Stack with a couple of taps.

Solved.

Get the details on Saved Stacks here.

8X – “I often need to send Stacks to Multiple Contacts.”

You can now add as many contacts to Stack as you want.

Solved.

Learn more about adding multiple contacts to Stacks here.

9X – “Why I can’t I just add more items to my Stack directly?”

Frequent Stack users know that being able to add items while you are in a specific Stack would be a real time-saver.

Now you can!

Actually, we couldn’t decide if this was a “fix” or new Feature.

Either way, Stacks has it’s own search engine built in now.

See how this works on the iPhone here.

10X – “I want more choices so I can specify which items I want to include in a Stack “

A page in FatStax can have multiple items (PDFs, Videos, PPTs) attached to it.

Now you have more flexibility in what you want to include in the Stack and email.

Maybe a product has 10 different resources associated with it.

You can choose what to include providing only the most relevant information for your customers.

Learn more about choosing collateral to send here.

 

Solved (This was really hard to code…)

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.

Read More

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?

Read More

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

Can Mobile Phones Actually Boost the Human Element for Sales?

By | Mobile Productivity Tools

Using mobile phones as sales tools is more personal than you might think – here’s why:

Ask any Gen X-er or baby boomer what they think is a big problem in today’s business world, and they’re likely to comment how people don’t interact with each other like they used to.

With things like automated emails, self-serve “help” desks, and non-human-reliant machinery, companies are in many ways experiencing a less direct connection to their customers and letting their technology do most of the talking.

But in some cases, that’s simply not true. Read More

The Trick to Choosing a Sales App Your Reps Will Want to Use

By | Mobile Productivity Tools

Discover the Ugly Truth About Workplace Change, and How to Avoid It Completely

When you introduce a new process or technology, confidence and predictability disappear. It’s something new to learn, which means it takes time, effort, and dedication on everyone’s part to make it work right.

And for those who don’t respond well to change, new solutions can initiate a domino effect of anxiety, stress, and productivity loss. Read More

Merging Two Sales Teams – 3 Things to Watch Closely

By | Mobile Productivity Tools
One of the fastest (and most complicated) methods to increase shareholder value is through a merger or acquisition. The dream of merging two sales teams and two product portfolios is just too big to pass up sometimes.

Surprisingly, a recent KPMG report indicated 83% of the time an M&A event has proved unsuccessful in producing any business benefit specifically with regard to shareholder value. Further, as many as 53% of companies that go through a merger or acquisition event actually destroyed shareholder value.

In other words, the fastest and most common way to expand a company’s footprint, results in no discernible growth for the investors 4 out of 5 times. Read More

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

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