[Case Study] Simple Tactic For Marketers To Impact Dealer Sales

By | B2B Sales, Mobile Productivity Tools

“What are we really getting for our marketing spend?”

I cringe every time someone in sales asks this question!

Actually it’s not a question, it’s statement that sales does not believe in marketing’s contribution.  It is also a sure sign that sales needs someone to blame for missing their number.

Maybe there is also 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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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

How to create a PowerPoint presentation that looks great on an iPhone (free template)

By | Mobile Productivity Tools
One surprising downside to using a mobile sales tool on your iPhone is PowerPoint presentations look like utter crap.

I get it, presentations with PowerPoint on iPhones are made to be projected onto a big screen in boardroom, but these days sales presentations can happen anywhere, anytime.  Coffee shops, bars, airplanes, you name it. Read More

What is a mobile sales tool?

By | Mobile Productivity Tools

What the heck is a mobile sales tool any way?  The reality is most people including Google seem to have very different opinions.  So we set out to fix that.

We asked our design team to spend some time creating an engaging and humorous presentation that demonstrates exactly what a mobile sales tool is?

The presentation is fully available on SlideShare and has been downloaded close to 60 times since we published it.

Hope you find these sales tips and tricks useful!

 

 

Here’s my notes from a recent talk I gave using this slide deck. Maybe they’ll give you further guidance.

What is mobile sales tool?

1. WHAT IS A MOBILE SALES TOOL? Heck, maybe you have been tasked with building one. You own a smart phone You’ve heard about mobile sales tools

2. ONE BIG PROBLEM

3. GOOGLE CAN’T FIGURE OUT WHAT A MOBILE SALES TOOL IS!

4. a variety of apps that can be useful to sales people on their smart devices.

5. Google thinks it’s a mobile tool salesman.

6. If Google can’t figure out what a mobile sales tool is, how can a Marketer be expected to do any better?

7. LET’S FIX THAT!

8. n/a

9. CAN WE ALL AGREE THAT SALES PEOPLE COULD USE MOBILE APPS TO: LOCATE THEMSELVES SAVE KEY INFORMATION LOOK UP CUSTOMER INFORMATION PRESENT INFORMATION TO PROSPECTS

10. DEFINITION OF A MOBILE SALES TOOL An application that is used to enable or accelerate the sales process conveniently from a tablet or smartphone wherever or whenever the timing is right.

11. AS A MARKETER OR SALES MANAGER, YOU ARE MOST LIKELY CONCERNED WITH GENERATING REVENUE.

12. REVENUE-GENERATING MOBILE SALES TOOLS FALL INTO THE “PRESENT INFORMATION TO PROSPECTS” CATEGORY.

13. SO, WHAT TYPES OF MOBILE APPS DO THAT?

14. IT DEPENDS ON HOW YOUR TEAM SELLS.

15. THEY MAY SELL WITH: PRESENTATIONS GIANT CATALOGS (DESCRIPTIONS, PRICES, SKUS) VISUAL SELLING AIDS (VIDEOS, IMAGES, CHARTS, ANIMATIONS) FORMS FOR CUSTOM PROJECTS AND SERVICES

16. Or they may use ALL THE ABOVE to sell to prospects.

17. SO, TO DEFINE THE BEST MOBILE SALES TOOL FOR YOUR TEAM, YOU NEED TO START WITH HOW YOUR TEAM SELLS FIRST.

18. HOWEVER, TO GENERATE REVENUE, YOU NEED TO PICK A TARGET. A REVENUE-GENERATING TARGET.

19. HERE ARE 10 WAYS Marketers and Sales Managers can hit revenue-generating targets with mobile sales tools. 1 Focus on the middle 60%. 2 Profitable products first. 3 Train new reps faster. 4 Reduce your print spend.5 New product training is key. 6 Build for your top dealers and distributors. 7Make pricing easy to find. 8Focus on HOT new products. 9 Get the jump on competitors by cross-referencing data. 10 Stop emailing sales collateral.

20.
21. So, now you know how your team sells and you have a target. Let’s dive into the tools to get your app built.

22. Mobile sales tool platforms on the market may be composed of 3 layers.

FILE MANAGEMENT LAYER – Where marketers organize, upload, and manage product assets.

PRESENTATION LAYER – Where sales reps interact and present product data to prospects.

AUTOMATION LAYER – Where prospect information is seamlessly integrated into your CRM.

23. These 3 layers make it easy to: Manage and easily find information Deliver information (files, product specs, branding) Capture information (customer data and usage data) Integrate into other systems (CRM, Marketing Automation, ERP)

24. A great File Management Layer makes it easy on the Marketer and engages them to use it!

25. The Presentation Layer is an App on a Smart Device or “System of Engagement.” Presents information to reps and prospects Captures information via rep input Sends sales collateral

26. THE SINGLE BIGGEST MISTAKE IS TO ASSUME THAT THE APP IS THERE TO ENGAGE YOUR CUSTOMER!

27. The app is the system of engagement for your sales people, not your customers. Sales people use the tool to engage prospects and accelerate their sales cycle.

28. Thus, a mobile sales tool enables your reps to sell more of your products & services via the Presentation Layer.

29. The Automation Layer logs the activity or triggers the appropriate actions within a third-party platform such as a CRM or Marketing Automation system.

The 10 Minute Mobile Sales Video Marketing Fix That Will Boost Sales

By | Mobile Productivity Tools, Video Tips

My friend Mike is a senior sales rep at a Silicon Valley ‘unicorn’. He’s always trying to impress me with how great the perks are (free scooters, milkshakes, Wednesday’s blue grass jams, unlimited vacation, etc). But his biggest brag is full autonomy to work wherever and however he chooses, because the company believes in mobility for it’s sales team and that means selling with videos.

As a marketer focused on mobility, I’m interested in how to boost sales; this translates to supporting the sales teams with videos that captivate prospects. So, last week when I met Mike for a couple of beers, I decided to test him on the quality of his mobile sales videos and also drill him a bit, just for fun.

After the first beer, I ask Mike to give me his sales pitch on his company’s product and to show me his best video. He agrees and complies by taking out his iPhone and queues up a video and I grab it and press play.

Four minutes later Mike looked at me in shock when I told him that his product video “sucked”! So I bet him four nights of drinks I could improve the video 100x in just 10 minutes, which would help him close more deals.

Understanding the key characteristics of great mobile sales videos and then applying them to your own is key to making videos that boost sales. Editing and fixing bad videos takes just 10 minutes with two simple tools, Camtasia and Handbrake. After a little practice you will become a mobile sales video marketing superstar.

The techniques are easy to understand and apply to virtually any existing sales videos. It does not matter what your products or services are; they will work for any company that uses videos for mobile marketing and selling.

Click Here to Grab The Four Tip Checklist for Creating Videos for Your Sales Team

To be effective for in-person meetings, mobile sales videos need these four key characteristics addressed

1. Keep it short – Eight (8) to twenty (20) seconds long, at the most. Remove any intros that take up time.

2. Make sure the video is available online – Videos should be available on any device (tablet, phone, laptop). Apple devices require videos to be .mp4 or .m4v.

3. Keep it contextual – Cut small videos from longer ones, and make sure to title them contextually.

4. Easy to share – Provide either links on YouTube or create pre-formatted emails with video links.

Now that you know what characteristics make up great sales videos, let’s focus on how to apply the knowledge, editing a video.

The tools you need to edit and format videos are Camtasia and Handbrake.

Step 1 – Download and install Camtasia here.

Step 2 – Download and install Handbrake here.

Cutting the video in Camtasia (7 minutes)

I use Camtasia because it’s a great full-featured editing tool. I’ve used it to cut videos into small usable snippets, with the ability to save as .mp4 for Apple devices. It doesn’t require you to take a class or read a book. I can make a cut exactly where I need to edit and then review, save and play.

Step 3 – (1 minute) Open Camtasia and import the video you want to cut by double clicking on the video icon and drag the video to the timeline (that’s the area at the bottom) and press the play arrow.

Camtasia Import Media 3

Camtasia Play Media

Step 4 – (4 minutes) Locate the starting part of the video that you would like to cut in the timeline, then right click and select split on the beginning part you want to cut. Next, locate the end part of this video section that you want to cut and do the same, right click and select split.

Camtasia Split 2 End

Step 5 – (2 minutes) Delete the split piece of video and press play to see the new video with the cut. If it looks good then save the video.

Camtasia Delete

Formatting the video into an mp4 with Handbrake (3 minutes)

I tried all kinds of video converters and I found that Handbrake has the most formats, the user interface is great and it does the job fast. You can convert any video so it will play on Apple devices (iPhones, iPads,etc.).

Step 6 – (1 minute) Open Handbrake and locate the video file by clicking the source button. Once you have selected the source file, click open.

Handbrake Toggle Presets iPhone

Step 7 – (less than a minute) Press the toggle presets button on the top menu and select iPhone/iPod Touch.

Handbrake Select iPhone & iPod Touch

Step 8 (1 minute) – Press start, when the conversion is complete, you’ll here a tone and a pop up will tell you the conversion is done.

Handbrake Complete

I sent the video back to Mike and asked him to take it for a test drive.  A week later he shot me an email reminding me that he is buying drinks for the next four meet ups!

Click Here to Grab The Four Tip Checklist for Creating Videos for Your Sales Team