Can Mobile Phones Actually Boost the Human Element for Sales?

By | Mobile Productivity Tools | No Comments

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.

Image Source: Shutterstock

Despite our evolution into digital this and mobile that, the human element is very much alive and thriving in the way we can connect with customers.

But the key word is here is can.

One of the most effective ways you can retain the human touch when working with digital technology is using mobile phones as a tool to boost your standing with a prospect. Cell phones are everywhere your salespeople are, ready to use in a moment’s notice, and can’t function without a real person working the controls.

Simply put, not all tech takes away from the intimate company-to-client experience.

In the case of using mobile phones as sales tools, it does quite the opposite. Here’s a new way to look at this:

Mobile Phones as Sales Tools Position Your Reps to Better Serve Customers

Here’s a tough pill you might need to swallow: while 80% of brands think they’re at the pinnacle of serving their customers properly, only 8% of customers agree.

When a customer has a question, they expect an answer. And the sooner you can give it to them, the sooner they can progress in their decision-making process.

As Salesforce’s Stuart Leung points out,

“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.”

Using mobile phones with the right sales tools means less time your customers waste waiting on a rep to get an answer. It’s the extra mile that won’t go unlogged, and your rapid response time won’t soon be forgotten.

Mobile Phones as Sales Tools to Boost Immediate Two-Way Communication

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If you’ve ever been stuck in an email tennis match, you understand how the tedious back-and-forth can delay any dream of resolution. Your customer wants information on Product X, you send it when you get back to the office, they have questions, you answer them, they want more information on Product Y…

Not only can using mobile sales tools present clients with the right collateral at any given moment, but you can also work with them to find real-time solutions on the spot.

This might mean showing them comparable items, discussing pricing, placing orders, answering questions – anything that prevents them from jumping ship because you couldn’t fulfill their needs when they were ready. We aren’t afraid at all to show someone a YouTube video on our phones, so why should you be afraid to show a prospect information on your phone?  Get over it.  Everyone is used to this by now.

Further, as Grant Cordone pointed out text-to-close is a huge deal sealer!

Mobile Phones as Sales Tools can Deliver a Unique Customer Experience

Personalization is key in providing a knockout customer experience.

One study from Accenture notes that 75% of people are more likely to make a purchase from a company who knows them by name, understands their purchase history or preferences, and can make a recommendation.

Part of delivering a memorable customer experience means focusing on your customer’s unique needs. Your clients don’t want to flip through your whole catalog to find what they’re looking for, nor do they want to work with someone who doesn’t understand their business or goals.

Reps using their mobile phone as a sales tool can brief themselves on client history and preferences before their meeting to give them a better chance of delivering a positive experience.

In addition, certain mobile sales tools can guide reps through a series of questions to deliver a unique experience to the customer and focus only on what the customer is interested in. It’s the little details that end up paying off in huge ways.

And that might just give you the competitive edge you’ve been missing.

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

By | Mobile Productivity Tools | No Comments

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

Some people just can’t handle change.

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

[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?

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