dethemedetheme

Tag : B2B sales

By Corey Trojanowski

Lessons in Effective Mobile Sales Tools From Bob Vila

Lessons in Effective Mobile Sales Tools From Bob Vila

By Rusty Bishop

Is you B2B sales app a specialized mobile sales tool or a Swiss Army knife?

What about that app catalog for sales your deployed last quarter?

Swiss Army knives are amazing with all of those mini-tools right in your pocket. As a kid I loved them and never left home without it.

But would you hammer a nail with one?

Could you get a manicure with one?

Of course not, you would use a specialized tool that is designed for the job. Specialized tools make jobs easy because they were designed to accomplish a specific task.

Think about using a Phillips head screwdriver to tighten a flat head screw. Would you do that?

Let’s ask Bob Vila.

The same can be said for sales enablement apps.

We see so many companies trying to cram a million features into their app—like a sort of digital Swiss Army mobile sales tool.

But why?

The iPad is designed for multiple apps.

“There’s an app for that” is Apple’s slogan, right?

How many do you have on your phone right now? I’m sure a bunch, and each one is designed for a specific purpose.

You’re not checking your stocks with your weather app or using a flashlight app to find directions to the nearest gas station.

Yet in their effort to simplify things for field people or in some case IT, companies create these huge, all-encompassing apps that act more like a Swiss Army knife than a specialized tool.

Does this mean your app shouldn’t have great features? Far from it.

It means you, the manager, need to concentrate on defining simple and specific actions every user should be able to perform with your sales app.

Complexity in a mobile sales tool will only bog down development and hurt adoption rates.

For example, there are a few critical daily actions an iPad sales application can help all sales people with.

These might include:

• Be up-to-date on new products and product updates

• Capture key customer data (contact info, hot buttons, touch points)

• Look up product information after a sales call

• Play videos to show how a machine works

To make your app easy to use, define the simple actions you expect from your team and make sure every user knows how to perform them.

These actions need to be reinforced constantly during your monthly, weekly, and daily management interactions with users to reinforce them.

Sure there will be champions among your sales reps using advanced features quickly, but if you can get the entire user base to at least perform the few critical expected tasks with an app…ROI is sure to follow.

Finally, the metrics you are monitoring on weekly basis will continue to guide you on who is up to speed using the app and who is not.

Take it from me, and Bob Vila, and keep your mobile sales tool specialized.

 

FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By Corey Trojanowski

Pushing Your B2B Sales App Updates to Market: When is Fast Too Fast?

Pushing Your B2B Sales App Updates to Market: When is Fast Too Fast?

By Corey Trojanowski

Equipping your sales reps with the latest and greatest updated version of your B2B sales app as quickly as possible is a top priority for a mobile business strategy. However, if not done carefully, it can also cause serious problems your company might struggle recovering from.

B2B sales apps are a great way to show off your products, train your sales reps and even interact with your customer base. But you’re not the only business on the block trying to do the same thing. You want to make sure your app is better than your competition’s app. Your B2B sales app needs to be on the cutting edge of cloud-based technology, secured to the fullest extent, and helps to increase sales rep productivity and profits for your company.

It needs to be the best! But does it need to be rushed?

Remember the Space Race?

The United States and the Soviet Union were competing for space exploration supremacy. Each country kept trying to outdo the other with launching new satellites, maned orbits around the Earth and, eventually, the race to put a man on the Moon. A lot more dangerous than pushing out the most updated sales app to your reps, but an example that complements the magnitude of risk/reward none the less.

On October 24, 1960, the “Nedelin catastrophe” was one of the most horrific accidents during the Space Race, and it could have been prevented. A prototype Soviet rocket called the R-16 was pushed to launch in time for the Bolshevik Revolution (November 7). The commanding officer, Mitrofan Nedelin, ordered unprepared tests of the rocket to ensure it would launch. These tests caused numerous safety precautions to be ignored due to the extreme scheduling pressure Nedelin placed on the workers.

During the night of October 24, a short circuit occurred during a test of the rocket and caused its engine to ignite. The rocket exploded killing hundreds of Soviet military and technical personal, including Nedelin. [Watch more on the Nedelin catastrophe]

Nedelin didn’t need to push up the rocket’s schedule just to make some anniversary. He should have taken the time and preparation needed for a successful launch.

Businesses need to think the same way when sending their B2B sales apps to market. While we aren’t saying there will be the type of catastrophe illustrated above, you get the point. Don’t push an update out just because the other guys did. If your the latest version of your app isn’t ready, the repercussions to your business could be huge.

If the app isn’t working properly, it will impact the ability of your sales reps to function in the field. This will hurt their image as a trusted B2B partner when standing in front of clients or prospects, and could impact sales before a corrected update is made. It will also damage your development team’s credibility in the eyes of their users.

The best way to avoid such catastrophes for your sales reps is create and stick to an app update cycle. Essentially, have your development team or app provider perform a competitive review of your B2B sales apps on a regular basis. Facebook updates its mobile app now every 1-2 months. If you determine an update needs to be altered, set achievable push dates without rushing your team and compromising the credibility of the app.

Taking your time and don’t rush your B2B sales app to your team. Taking those extra precautions could save your business big bucks and from being made the example of the mobile sales world.

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Click on a book below to download one of our mobile sales enablement help guides

[one_third]How to choose the best mobile app for your team. 7 questions you need to ask before buying. [/one_third]

[one_third]Survival guide to adding the iPad to your sales arsenal with an 8-step plan inside. [/one_third]

[one_third_last] This is the ultimate mobility guide any distribution channel manager needs to read. [/one_third_last] [space10]

FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By J. Rusty Bishop, PhD

Tools to Keep Your iPad Charged During Your Next Trade Show

Tools to Keep Your iPad Charged During Your Next Trade Show

On Day 1 of Dreamforce this year, we used 3 iPads in our booth. By 3 pm, 2 of them were completely dead, likely because of trying to connect to the horrible wi-fi accessibility at the trade show. We made a quick trip to Staples and we bought an iPad Battery Pack and a Targus dual iPad Charger.

For Day 2, all 3 heavily-used iPads lasted the entire day.

iPad Trade Show Charging

Thinking about using an iPad during your upcoming trade show? When most companies decide to add the iPad to their trade show booth, multi-tasking staff can get overwhelmed, focusing on how to sell with the iPad, and not thinking about the basic elements needed for a successful show.

  Read more

By J. Rusty Bishop, PhD

iPad Trade Show Stand Review

iPad Trade Show Stand Review

Are you looking for a solid stand for using iPads to engage customers at trade shows in your booth?  We really enjoyed using the Twelve South HoverBar recently.

We chose to use the Twelve South HoverBar at the Dreamforce conference in San Francisco after seeing a few companies using them at the CEDIA trade show in early September to share information on audio equipment. Here is what we thought about using the hover bar as an iPad trade show stand.

HoverBar iPad Trade Show Stand Basics

The stand ships in nice box complete with clips, converters for different iPads, and an adjustable clamp/vice to lock the device down. At first glance, it’s a pretty sturdy looking stand that should clip onto about any table or part of your booth. Unfortunately the gap in the clip wasn’t quite wide enough for our table, so we had to remove the rubber piece to make it fit. Not a huge deal, but we recommend testing the set up before the show.

In our hands, it is a pretty solid device that’s easy to maneuver into position as you present. We purchased ours from Amazon and it arrived the next day. So, if you’re in a pinch thats a fast turn-around time, too.   Read more

By J. Rusty Bishop, PhD

Point of Sale Materials Management with FatStax App for the iPad

Point of Sale Materials Management with FatStax App for the iPad

Point of Sale materials including brochures, posters, T-shirts, stickers, and displays are a major cost sink for large corporations.

We wanted to highlight how our clients are using FatStax on the iPad to solve the problem and save some cash in the process.

Point of Sale Materials, a Trifecta of Cash Loss

Imagine you are regional marketing manager for a large corporation like Great Big Foods (not a real client, of course). You have 5,000 plus products and 100’s of brands to manage.

Each product has a its own unique set of brochures, posters, displays, not to mention prices, sizes, SKUs, and nutritional information. Each brand has a marketing team that is constantly cranking out new materials that have to be printed and shipped all over the world every time a change happens.

Essentially, impossible to keep straight and big expense.

The reasons behind this are pretty clear:   Read more

By J. Rusty Bishop, PhD

iPad Multi-Apping – The Benefits of Bite-Sized Information Apps for Sales Reps

iPad Multi-Apping – The Benefits of Bite-Sized Information Apps for Sales Reps

So, you’re rolling out iPads to your sales force and you want one software tool or app for field sales that can do everything?

You are looking for a one-stop shop for everything related to sales activities.

This has been a fairly recurring desire running through discussions with companies about which tools to supply the field sales force. It’s being discussed now, pushed by the iPad wave and other mobile devices coming down the pipe.

The dream goes something like this. “There needs to be a way where every piece of customer and product information is connected so sales reps only have to remember one place to access it.”

  Read more

By J. Rusty Bishop, PhD

The Competitive Advantage of Speed in Sales

The Competitive Advantage of Speed in Sales

Speed Kills – Your Competition
by Mark Walker

How fast does your company respond to leads and requests for information, especially when it needs to travel from one person to another-or across departments?

The faster and more effectively you can respond to requests or follow up on leads from prospects, the better your chances of getting the sale.

In our experience, some companies continue to act as though it’s not that important. Recently, in two discussions with large companies, we learned that the turnaround time from a trade show lead to getting it in the hands of their sales force is 2-3 weeks.

2… to 3… weeks.

Yes, they have a CRM system and no, it wasn’t something they were addressing as critical. Are they losing sales due to the lag time? I would bet yes.

What about products with longer buying cycles? Is speed really that important?

The buyers’ decision process certainly impacts the actual time to purchase. However, even in information-gathering stages, quicker responses to inquiries make an impression.

Do they need information for a presentation to an interim decision-committee? Or, a colleague just came across another potential vendor, how does your product stack up? They may not be ready to buy but bet on this, they are taking notes on how you respond to their requests.

What about products with shorter sales cycles?

In my mind, speed is even more critical for your sales force if your products fit into this category.

Why is speed so important?

Competitive Pressures
Potential buyers are looking at many different products from different vendors. With all the buying information easily available, it’s not only the norm but expected in B2B purchasing decisions. Even loyal customers will look around to get the best solution.

The faster your sales force can provide the relevant information, the quicker buyers can determine if your product fits their needs.

With the time pressures, many buyers will make choices based on the first product they get that satisfies their needs. Buyers will keep looking if they haven’t found it yet. Take advantage of the opportunity.

The Value of a Resource and a Trusted Advisor
Some feel that the role of sales people is diminishing due to the availability of buying information.

I don’t believe it.

By providing relevant information faster, your sales force increases their personal value to potential buyers. The keyword is RELEVANT. As a buyer, the downside of having so much information available is having to wade through so much product information to pick out what is important.

Have you bought a DVD player lately?

Try to figure out exactly what features you want, what are important, and which players have what you need but not what you don’t. Decide what store has the best price. It is not easy. And that is a relatively inconsequential purchase.

Now, think about your business customers. Their purchases might have an impact on their performance as an employee. Helping them in their decision process is even more valuable now.

Compressed B2B Buying Cycles

Your business customers are having to do more with less. Less time, fewer staff, not as many resources as just a few years ago. The speed at which you respond to customers is an indication to them of how much you understand about the demands placed on them. Responding quickly makes an impression.

An Ounce of Prevention

Do you think your customers have higher expectations from their business vendors than a couple of years ago? If you are like most businesses, the answer is yes. Speed and responsiveness is an expectation these days.

What happens when you make a mistake as a business? In the Facebook era, disgruntled customers can now tell hundreds of acquaintances at one time. Remember this, the web doesn’t forget. The complaint is sitting out there on Walls, Twitter, Comment sections, or Amazon waiting for other buyers to find it.

I’m not so sure that B2B customers are that quick to post public complaints. However, the speed with which your company and your sales force deals with buyer issues that have not yet been carved into digital stone can significantly reduce the chances of the unwanted post.

Companies need an edge these days to be noticed and be on the short lists of buyers. Speed is a competitive advantage and can be achieved without new products and without more customers. That’s another bonus of being fast.

What steps has your company taken to move faster in responding to potential buyers?

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High-Impact eBooks & Help Guides

[one_third]How to choose the best mobile app for your team. 7 questions you need to ask before buying.
[/one_third]

[one_third]Survival guide to adding the iPad to your sales arsenal with an 8-step plan inside.
[/one_third]

[one_third_last]
Learn the big reasons companies are buying iPads for their sales team.
[/one_third_last]
[space10]

FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By J. Rusty Bishop, PhD

Developing Your Own Business App? Customize an Existing App First

Developing Your Own Business App?  Customize an Existing App First

A recent survey of IT professionals and line of business executives by Boxtone indicated that 28% of companies intend to deploy iPads or pilots in the next 3 months. And 73% have intentions of adding these devices over the next year. Amazing, less than a year ago, no one knew what these devices were going to be called, let alone how they would be adopted by business.

In the same survey, more than 50 percent plan to deploy at least one iPad application in the next 12 months. Twenty-five percent plan to deploy at least 3 or more. One of the key decision points facing these companies is which apps will make these mobile device investments pay off.

What exactly do they want their staff to be able to do with these devices?

It’s one thing to have C-Level executives buy iPads for email and reading PDF briefs. It’s a different story for those employees in departments like production, sales and marketing, customer service that have very defined tasks and responsibilities and need a tool to help them be more productive.

Likely, these positions required specialized information to help them do their jobs and justify the mobile device investment.

We talk to a lot of companies about their mobile plans, particularly around sales force productivity. Our business helps companies with these decisions and we developed an app (FatStax) to fill a gap in the business and sales app offering.

Building an Internal App

Many, if not most, companies we talk to are actively evaluating whether to build their own app internally. Some are looking at building several apps and connecting them. These can be apps built for a specific device or web apps that enable one to use the browser to access information.

Key Considerations

  • Not Enough Business Apps

One key driver for this build-it-yourself trend is that the quality and number of business apps are woefully behind App Store categories like games and consumer apps. The best developers in the space are making a good living by creating their own apps in these categories. You can’t blame them, it’s easier than dealing with companies to create business apps with a more limited audience.

  • A Good Development Team is Hard to Find

Developers are in high demand right now, if you haven’t noticed. Maybe you are tempted to use someone already on staff. They have built their own little app and you figure, they are already on salary, what do you have to lose? From my experience, the difference between a game app or a basic information feed app is a very different animal than a business app. Be careful.

  • Business’s Unique Requirements

Another driver is that there is an understandable desire to customize an app to fit the company’s defined tasks and needs. The wish lists are long and getting longer as new apps with cool features expand the world of the possible.

Companies that have or are planning to get iPads are not finding it easy to choose amongst the business apps that are out there since they don’t have the exact requirements they think they need. Apple’s App Store search engine is virtually useless so even if there is a good app out there, it’s difficult to find. The ratings are not as helpful because one person’s negative opinion about a feature might be exactly what another company wants.

  • Business App Hodgepodge

This leads to companies having to discover and compile their own list of potential apps appropriate for their sales force. For example, there are at least half a dozen good PDF readers out there all with different features. What’s right for your sales force? I have all of them. They all work, but are they optimal for your sales process? Right now, selecting apps is at best a hodgepodge, gumming up the process, making it more difficult to manage and train for the use of the apps and the equipment.

Use Existing Apps When You Can

Try and use existing apps as much as possible during your discovery and pilot phases. The use of mobile devices, the iPad in particular, is relatively new for many businesses. Until you use these devices in practice, it’s difficult to anticipate exactly how it will be used. On paper, a list of important features is one thing, but in the real world, the priorities can be changed significantly. For sales forces in particular, it’s hard to anticipate all the needs and possibilities from these mobile apps when talking face-to-face with customers until it is field-tested.

Our field experience has shown that it takes about a month for sales reps using the iPad to “get it”. Figure out how it fits in with their normal sales and territory processes and in what situations will they use it as a primary tool or as a backup tool. That also depends on the apps they are using or testing.

One advantage of using existing apps is that you can discover the features that are necessary in practice. These can feed into an eventual internal app development program, if that’s the goal. Let’s say your committee comes up with a list of key features you think iPad users need. A normal process involves layers of decision makers from different departments all wanting to add or eliminate features. So the process turns into a drawn-out negotiation on features that you really dont know are essential or not. Some companies’ normal business decision processes are failing to keep up with the market.

Another advantage of using existing apps is that they are easily available on the App Store. Distribution of internal apps is said to be getting easier with some of Apple’s changes, but the process is not well documented. Its certainly not as simple as downloading an App from the App Store.

Customizing Existing Apps Reduces Time Frame and Costs

Companies should also consider asking the developers of favorite business apps if they will customize an app for their business. We built FatStax, for example, to be a product database with a robust offline search engine. The basic components of robust search, capacity for large datasets, cloud ecosystem for easy updating, simple interface for users, and emailing product information provide the basic platform. FatStax is easy to download for free in the app store to test the features and we actively talk to buyers that want to customize some elements of it.

Some developers may not be interested in entertaining the customization of their standard apps. However, we see it as a valuable way to help our business clients decide what they need in a sales app and what they don’t. The difference between “need to” and “nice to.” If we can satisfy their requirements, then we can grow with their business. If we can’t, they can take what they have learned and apply it to their own development process.

For a developer, its much easier to work from an existing platform than to start from scratch. No doubt, some projects need that but costs and time frames are reduced if some or most of the building is already completed.

Tell us your experience and comment below.

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[divider]

High-Impact eBooks & Help Guides

[one_third]How to choose the best mobile app for your team. 7 questions you need to ask before buying.
[/one_third]

[one_third]Survival guide to adding the iPad to your sales arsenal with an 8-step plan inside.
[/one_third]

[one_third_last]
Learn the big reasons companies are buying iPads for their sales team.
[/one_third_last]
[space10]

FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By J. Rusty Bishop, PhD

Impacting the Zero Moment of Truth

Impacting the Zero Moment of Truth

In your sales process, do you find it to be more effective to be a part of your customer buying process earlier or later? There is a significant competitive advantage to helping to shape the process of making a decision and that’s an important reason why earlier is usually better.

Marketers are familiar with the 4 P’s (product, price, placement, promotion). Google thinks about the 5 P’s that impact the Zero Moment of Truth. Check out the last post where I walked through the concept of ZMOT as presented by Barb Gilles from Google. It’s essentially the period of time spent researching a product or service prior to the actual purchase.

Why is it so important to Google? Google sells information. The better the information served up by organic search results or ads, the more likely people are to continue to search. The more people search, the easier it is to sell search-related ad space and encourage companies to spend more of their marketing budget online.

Why is it so important to you? You are in the business of selling products and services and that job is more difficult if the people that could use your products don’t know about them.

The Five P’s
  • Pulse – Understanding what is happening in the marketplace, with your target market, your products, your competitors. Mining the mountain of information to find the gems that will impact your business and decisions. Whether Google, Twitter, Facebook, LinkedIn, know where your customers are and listen in.
  • Pace – The key question here is, “Are you moving fast enough?” to keep up with your customers? The term “accelerated decision-making” resonated with me. We see many customers not understanding how taking a “few days” to follow up on a lead rather than immediately impacts sales. They have few tracking mechanisms in place and, even if they did, I don’t know if they really believe that speed and responsiveness makes a difference.Customers have high expectations these days from their service providers or those wanting to earn their business. They also are pressured in their jobs to get things done quicker and increase their productivity. Make their lives easier by giving them the information they need immediately means a better chance at winning their business.The other factor is that this mountain of information gives you the opportunity to align your product offering with what the market wants. Listening, iterating, testing help to satsify the needs of the marketplace and help to increase your sales productivity.
  • Precision – Your information needs to be relevant and useful. This is the contextual relevance that you hear about. It’s one reason why the growth of mobile devices is so important. When you are on the move, search is different (1-3 searches vs. 5-7 word desktop searches). Information needs are likely different also.Location-based marketing campaigns and ensuring your information is consumable on mobile devices is critical. 49% of C Level Execs are conducting searches on mobile devices. If you are selling to business customers, you need to be where your buyers are.
  • Participation-Social Media. Treat consumers like friends. There are excellent examples of B2B companies not only participating but creating social networks. SalesForce.com was cited as a great example of a B2B business working social media.Smaller to medium-sized businesses have a lot on their plates and it’s certainly harder to justify the time and effort it takes to create an active content stream. Especially when even the basic tasks of running the business are a struggle to get done.One of the benefits that we see from just a minimum stream of good content is the placement on Google Search. Google includes the content from many of these sites in their search results. If you are spending a lot of money on SEO and Adwords in your marketing campaigns, try generating natural content from your team and let it ride on the Google search engine.
  • Performance-Measure the real value. There are a ton of free and inexpensive tools that track campaigns and activity. Google analytics is one of those tools and there are tools you can pay for. How can you measure business productivity without tracking key trends?Flurry is a service like Google Analytics that tracks usage of your mobile apps, if that is one of your marketing vehicles. Also, tracking your competitors and trends in the marketplace. Who has responsibility in your organization for this activity. If it everyone, then it’s no one.

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[divider]

High-Impact eBooks & Help Guides

[one_third]How to choose the best mobile app for your team. 7 questions you need to ask before buying.
[/one_third]

[one_third]Survival guide to adding the iPad to your sales arsenal with an 8-step plan inside.
[/one_third]

[one_third_last]
Learn the big reasons companies are buying iPads for their sales team.
[/one_third_last]
[space10]

FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By J. Rusty Bishop, PhD

Google’s Zero Moment of Truth for B2B Sales

Google’s Zero Moment of Truth for B2B Sales

I sat in on a great presentation by a Google exec last week. Barb Gilles, Team Lead for B2B Markets, was in town for the local Business Marketing Association. It was eye-opening to hear a little bit about how Google thinks about the B2B marketplace and how they approach it. Regardless of whether you think Google is a positive or less than positive force, they are one of the key trend setters in the marketplace. So I pay attention.

Several stats and trends she mentioned were interesting:

  • 65% of C-level Execs conduct 6+ work-related searches per day.
  • 99% of Small business owners are searching prior to buying.
  • 25% of B2B say they are more likely to change vendors than before the recession. (This is a real opportunity to convert business.)
  • Online research has changed the game and moved the power to the buyers due to more information and more preparation.
  • People hop around and across all platforms in their search from YouTube to Google to Twitter to Facebook to….
  • The “Zero Moment of Truth” is a key Google concept. The First Moment of Truth is based on the Proctor & Gamble-originated marketing concept referring to the instance when your brand interacts with the shopper in a store. It’s that critical moment of contemplation when the consumer is looking at all the product choices and then chooses the product to put into their basket. This point of sale battle is the setting where product choices are still made.The example provided brought it home. Think of yourself standing in front of a wall of toothpaste choices at the supermarket. How, why and what do you choose?Google (and generally, B2B) doesn’t have any store shelves (at least not yet). Their business is information. As such, their emphasis is a step prior to the First Moment of Truth, the ZMOT. For B2B marketing and sales, making sure you are there where your potential buyers are is critical.

    Key Trends Fueling the ZMOT

  • Social Media – There are conflicting views on the importance of social media as a marketing channel for B2B right now. In some ways, how much time and energy to devote to this right now depends on the specific business, marketplace, and where your customers are. However, social media is not going away.
    People trust what their friends say about your product or service more than what your company says. That’s pretty logical and it has been that way for a long time. The ease of adding your two cents to the online discussion and finding someone else’s two cents has supercharged the influence of word-of-mouth. More and more B2B purchasing decisions will be influenced by what potential buyers find when searching online for your company or product. It’s your choice when to jump in, but it will eventually be as important as trade shows and other face-to-face opportunities.
  • Recession – Researching products and services, pre-purchase, is a necessity when there is less money to spend. You can’t afford to make a mistake because there isn’t much room for error. It’s a smart use of limited resources to do your research before you buy. Owners of the business are likely to be more involved as purchasing departments find it hard to keep up with the business requirements.
    So this will go away when the recession does, right? I don’t think so. Habits die hard after years of making this pre-purchase research a practice. Also, people tend to keep doing things that are working for them. Clearly, researching products and services is helping them be better and more effective consumers, at home and at work.
  • Mobile – Simply having easy access to these online repositories of information anywhere you are and anywhere you go encourages more use. Why do you think Google is in the mobile phone business? It’s a perfect fit.
    In 5 years, the current iPhone and iPad technology will be viewed as very elementary. There will be more power, more connectivity, and better tools to increase business productivity and sales force productivity. More effective mobile tools will provide more momentum for this trend.
  • Are these trends are impacting your business or your customer’s business? Look at your own habits when you are making a purchase decision. Has your buying decision process changed over the last couple of years? Probably. There is a good chance that your customer’s process has changed. Have you re-aligned your sales and marketing resources and objectives to match them?Next Post: How do you impact the Zero Moment of Truth? Marketers are familiar with the 4 P’s. Google thinks about the 5 P’s.

    FatStax, from Red Funnel Consulting, is a mobile content delivery platform that enables companies to manage, deploy and track digital collateral for field sales and service teams. You can learn more about FatStax here or sign up for a free demo.

By J. Rusty Bishop, PhD

FatStax Launch Press Release

FatStax Launch Press Release

Download Press Release

 

New iPad Business Productivity App Mobilizes Product Information
FatStax shortens sales cycle, reduces training time and cuts printing costs for subscribers

INDIANAPOLIS—Red Funnel Consulting, LLC, recently released FatStax for iPad, one of the first-to-market sales productivity apps that mobilizes a company’s product information, making it easier for field sales forces to access complete and up-to-date data.   Read more

By J. Rusty Bishop, PhD

Mobile Sales Productivity Blog Launches

Mobile Sales Productivity Blog Launches

Welcome to our first post on the FatStax.com news blog.

The intention for this space is to share information related to sales and company productivity and how mobile tools and devices are being used to drive initiatives. In fact, we developed FatStax for iPad for just this reason. We believe there is a real need for better day-to-day productivity tools, especially in the field.

Reviews for useful tools, thoughts on the mobile trends, B2B selling-now and in the future, stories from the field and, of course, tips and hints about using FatStax are all game for us.

We hope it will be a conversation starter, comment generator, idea provider, and a thought provoker for all those looking for big and small ideas on sales productivity and mobile apps and tools.

Follow us on twitter at www.twitter.com/fatstaxapp

Lessons in Effective Mobile Sales Tools From Bob Vila