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

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

win more sales with mobile sales tools

5 Reasons It’s Time to Use Tablets as Power Sales Tools

By | Business Mobility, iPad Trade Show, Mobile Productivity Tools, Sales Productivity

It looks like a wave of tablets could be hitting the workforce sometime soon. If Forrester’s predictions are on target, tablet sales will climb to 381 million annually by 2017 — up from from 122 million in 2012. And enterprises will account for 68 million — or one-fifth — of those yearly sales.

But just because “everyone else” seems to be using tablets doesn’t mean your sales team should have them. It’s hardly the argument you want to present to your CEO or CFO about taking the plunge to put a tablet in each of your sales reps’ hands.

Following are 5 solid reasons on how the use of tablets, and their accompanying apps, could drive productivity and boost sales at your company. Because, after all, those are the types of results that will make the investment in these mobile devices worth it. Check out how they can work for your sales team during trade shows and other presentations.

  1. Tablets are highly portable. Tablets are less cumbersome than laptops, allowing your sales reps to easily transport the devices while they’re out in the field. Also, because of the digital nature of these devices, they’re not weighed down by print materials. Also, unlike a laptop, sales reps will have no problem carrying it around all day during calls or at a trade show.
  1. Tablets streamline your processes. With the addition of apps, tablets enable your team to significantly cut down on the amount of time devoted to completing steps in the sales process — from presentations and gathering sales collateral to accessing documents that require signatures.
  1. They’re ideal show-and-tell tools. One thing that remains constant in the ever-changing sales and marketing industry is that, at some point, you will need to make a presentation to prospects or current clients. You can fool around with trying to hook up a presentation to a monitor — or you could prop up a tablet on a stand and quickly start the presentation during your meetings. You also can let a prospect feel in control by handing off the presentation for them to review from your tablet.
  1. Tablets are user-friendly. The adoption rate for using tablets as sales tools, based on our experiences, is typically shorter. They are designed to be intuitive. By simply tapping buttons, sales reps and their marketing colleagues can easily access the information they need to make pitches and presentations. With simple-to-use features, the overall cost of training and support are significantly reduced.
  1. Tablets save on print costs. Companies that have adopted tablets have realized significant cost savings on printing and shipping costs. United Airlines demonstrated the potential cost savings with its adoption of the iPad to replace flight manuals. Joe Burns, Managing Director of Technology and Flight Test for United, said, “With iPad we’re able to save 16 million sheets of paper a year. Just removing the weight of that paper works out to 326,000 gallons of fuel saved per year.” While the impact may not be as great in other industries, it’s not hard to see how you can save on printing costs associated with paper catalogs, sales brochures, and flyers that way too often end up in the trash at a conference.

Here’s the bottom line

These are just among 5 of the reasons that companies are switching to tablets as power sales tools — and, as a result, realizing gains in productivity and sales and a reduction in overall expenses.

Over the years, we have seen firsthand how putting information and selling tools at sales reps’ fingertips can increase the speed, quality and, at the end of the day, the overall success of the sales process.

modern sales rep sales example ipad

Do You Have What It Takes to Be a Modern Sales Rep?

By | Mobile Productivity Tools, Sales Productivity

Stop pitching and start engaging: This is the battle cry for the modern sales rep.

Sales reps lugging around briefcases of brochures and one-sheeters are boring their customers and prospects to sleep with a lack of engagement and effectiveness.

A modern sales rep is cashing in their commission check after closing deals from leveraging enterprise mobility and their mobile sales tool.

The rigors of today’s fast paced, high tech, mobile business marketplace just put the odds in favor of a modern sales rep over a non-conformist sales rep holding on to their paper handouts and leaving their iPad at the office.

Mobile technology is simply becoming a leading driver of sales success.

Successful sales reps need instant access to product information, digital collateral and account information−anywhere at anytime.

That gives the advantage to the modern sales rep.

We are here to tell you there is hope out there for those striving to become a modern sales rep.

And for those not striving but being pushed into the modern age, you need to embrace this. It could save your career.

Integrate the tablet into your sales process

Whether your company uses iPad, Android, Windows or has some other tablet deployed, you need to start using your tablet in front of customers.

We mean today.

The tablet gives power to the modern sales rep, and here are four ways how:

  1. Data on-demand − All of your digital collateral, CRM, product and pricing information, etc.
  2. Productivity − More time selling rather than driving back to the office to look up account information
  3. Showing vs. telling − Forget trying to explain how a product works when you can show them a video of the product in action
  4. Virtual sales calls − Go over information in real time by sharing your tablet screen with customers over the Internet

While tablet and sales tool adoption can take time, integrating a tablet into your sales process will eventually lead to achieving your sales objectives.

Sales best practices for the modern sales rep

Remember those Holiday Inn Express commercials where guests become experts at different things overnight?

Well just using your tablet in the field doesn’t make you a modern sales rep.

In today’s marketplace, change is constant.

The modern sales rep needs to stay sharp because of changing technology, sales methodology, or both. How can you stay sharp using your tablet in the field?

  1. Listening − The best asset to being a modern sales rep is listening to other modern sales reps. Learn what tablet tactics have worked for them. A great source would be champion users within your company who are already seeing selling success from using their tablet and sales tool. (We have some great training videos here on our site.)
  2. Joining the conversation − Don’t be bashful just because you are new to this and want to become a modern sales rep. Ask questions that will make you more informed. You can’t learn anything without asking sales enabling questions. LinkedIn groups like this one are a great way to learn more and join the conversation.
  3. Becoming a thought leader − After listening and joining the conversation, start your own conversations about your experiences as a modern sales rep. Share your thoughts with your fellow team members, sales enablement groups, anyone willing to learn how to become a modern sales rep. Giving back to the process is what will make all modern sales reps stronger.

Do you have what it takes?

Of course you do, but sometimes change is difficult.

Hand writing to typewriting to desktop typing to tablet tapping… this didn’t happen overnight.

Technology has evolved, and so has the sales process along with it.

So long as customers want to be sold with instant information and digital collateral, the modern sales rep needs to leverage the tablet to their advantage.

If you don’t take the first step to becoming a modern sales rep, your customers will go find someone else to buy from!

Why Microsoft’s New Tablet Will Fail by Geoffrey James

By | B2B Sales, Mobile Productivity Tools, Sales Productivity

iPad Power Selling Series – We’ve recruited an all-star team of top sales experts to get you excited about selling with the amazing iPad.

Geoffrey James writes the “Sales Source” column on Inc.com, the world’s most-visited sales-oriented blog, which features the best ideas from dozens of sales experts and executives, along with James’ unique take on the business world.

Most sales managers have surely heard about Microsoft’s announcement of the Surface, a Microsoft-branded, Windows-based tablet intended to compete with the Apple iPad.  Some may even be wondering whether to hold off purchasing tablets for their sales team until the dust settles.

That would be a dumb move because the Microsoft Surface is doomed. Read More