What Digital Sales Tools Say About Your Brand

By | Mobile Productivity Tools

What Digital Sales Tools Say About Your Brand

3 Branding Factors to Consider When Choosing Digital Sales Tools

You might already know what you plan to spend on digital sales tools, but have you considered how much those sales tools will cost your brand?

Every decision you make for your company, from new hires to new technology, can impact the way people view your company. Your brand is your reputation, which means the mobile sales stack you choose should align with your brand mission in every possible way.

Digital Sales Tools and the Customer Experience

Altimeter Group Principal Analyst Brian Solis saw it coming years ago: customer experience (CX) has evolved into a prominent competitive advantage.

It’s becoming harder to compete on price, product, placement, and promotion, thanks largely to the variety of online options at a person’s disposal at any given time.

A strong CX, however, means that businesses don’t necessarily have to compete on the four P’s.

CX is just that powerful. Here’s why:

  • 59% of buyers would try a new company or brand if it meant a better experience.
  • 7 out of 10 customers would be willing to pay more for a product if they could receive better service.
  • Half of customer service teams failed to provide a reasonable resolution, according to consumers.
  • 78% of customers believe that the reps they work with are what make a great service experience.

There’s plenty more research where these points came from, but hopefully you’re already aware of what an exceptional customer experience can do for your business.

Related article: Can Mobile Phones Actually Boost the Human Element For Sales?

While customers may not experience your digital sales tools from a hands-on approach, they are directly impacted by the rep’s expertise in using them.

Don’t think that simply having a sales app will make you appear cutting edge and technologically savvy.

It can, but if you don’t take care to choose the one that will best serve your customers’ needs, all they’ll think of is how to contact your nearest competitor.

3 Branding Factors to Consider When Choosing Digital Sales Tools

Using a digital sales app isn’t just a profit tool – it can also serve as a branding tool. If you want to maintain the right brand image in front of your customers in the field, consider the following three factors when choosing a digital sales app:

Appearance

Appearance makes the first impression.

Chances are, your sales reps will have lots of first impressions to make, and the right sales app can help you start the relationship on a strong note. Some sales apps (like FatStax) allow you to customize your app with your company logo and colors, giving the appearance that the app was tailored specifically for your business.

When you invest in a mobile sales tool, it signals to your customers that you believe in investing in your company (and your people). Being confident in yourself can make your customers feel more confident in you, too.

Related article: Can Mobile Phones Actually Boost the Human Element For Sales?

Simplicity

Saleforce’s Stuart Leung noted that “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. And, when it’s contract time, mobile access makes all documents readily available for the closing process.”

In other words, don’t make it complicated to do business with you. The quicker and easier they can buy from you, the more likely they are to buy from you again.

Solutions

There are hundreds of sales apps on the marketplace today but not all of them can help you solve your customers’ problems. Think carefully about what your customers are most likely to ask your field reps.

What information do they need to make an informed decision?

What pain points are your reps trying to alleviate?

The more you can tailor your app to provide solutions rather than products, the more favorable and knowledgeable you’ll appear to your customers.

Customers aren’t quick to forget a standout experience. It’s up to you to ensure they remember it for the right reasons.

How are you competing on customer experience?

Learn how to get your team to adopt a new sales-enablement application so you can start driving results to your business with this case study.

SOURCES OF RESEARCH

List of all links used to complete research for this article:

https://www.brandingstrategyinsider.com/2011/11/the-impact-of-technology-on-brand-marketing.html#.WXTay4grJPY
www.briansolis.com/2015/12/experience-competitive-advantage/
https://www.helpscout.net/75-customer-service-facts-quotes-statistics/
www.salesforce.com/blog/2015/08/6-ways-technology-streamlined-sales.html

How technology can prompt cross-selling

By | Mobile Productivity Tools

How technology can prompt cross-selling

  • How to leverage technology for more effective cross-selling in the field
  • How to effectively cross-sell in the field using technology
  • How to cross-sell in the field more effectively

Summary: Everyday companies are finding innovative ways to leverage technology for more effective cross-selling in the field. What methods have been proven successful?

Image from Pixbay https://pixabay.com/en/stock-markets-warehouse-stock-3413657/

 

Your products and services are constantly evolving to keep up with customer demands. And as your product catalog improves, your sales team must learn and retain new information — which is easier said than done.

Still, aligning internal communication and strengthening your salespeople’s product knowledge is imperative to give your clients a customized, enhanced experience with your brand.

The need is obvious. Meeting it is anything but. For this conundrum, technology can come to the rescue. Let’s focus on how technology can be leveraged for cross-selling opportunities, specifically.  

Arm Your Customer Success Team with Better Insights

From a customer success standpoint, cross-selling requires strong communication from reps in the field. It’s important for all members of the team to know what’s happening so the continued communication is flawless and cross-selling opportunities can be taken advantage of in a timely manner.

By launching a mobile application, you can sync field notes with a marketing automation tool to capture sales activity and discover cross-selling opportunities:

  • Analyze trends in product activity
  • Log product quotes sent through integrations like Salesforce
  • Capture product viewing data activity

By monitoring these insights, not only can your customer service team track global actions, they can use data for customized cross-selling. In fact, according to Accenture, when customer success teams offer relevant recommendations or remember business conversations, they’re 75% more likely to cross-sell or upsell a company and 73% of sales teams acknowledge that cross-departmental collaboration is absolutely critical to their overall sales process.

Equip Frontline Employees with Relevant Information

Well-versed salespeople not only sign more customers, but they close higher value deals with more products associated with them.

In order to create a frontline of prepared and able salespeople, you need to eliminate the “sales default effect,” or the habit of only selling a small segment of products due to a limited product repertoire. In order to break the “sales default effect,” a sales team must have easy access to the latest pieces of marketing collateral.

The solution seems simple.

But, studies show that about 70% of content created by the marketing team goes unused by salespeople.

Not only does this render the material a waste of money and time, it means your sales team may be misinformed, and not able to sell to the best of their ability.  Also, this means your marketing ROI is reduced. With improved tools and content, your sales team can pitch stronger, more robust product bundles.

Increase Customization Through Mobile Apps

You can spend countless hours preparing for a meeting, but even the most prepared teams can fall victim to the twists and turns a sales call can take. Having technology on your side can help your sales team pivot and become instantly informed on topics that may arise unexpectedly.

Find a solution that allows your team to create interactive landing pages that promote related or recommended content based on a customer’s current buying habits. Not only does this type of intelligence make it easier for your team to access important marketing materials, it allows them to customize products to a client’s purchasing behavior in real-time.

According to Salesforce, high-performing sales teams are 2.8 times more likely to say their sales organizations have become hyper-focused on personalizing customer interactions over the past 12–18 months than underperforming teams.

Using technology to predict buying behavior is one way to personalize the sales experience and stay ahead of the competition.

Move Away from Websites

It’s time to say goodbye to websites for field sales. We’ve written several blogs on this topic; the disadvantages of websites as a sales tool are plentiful.

  • Issues arise with unreliable internet
  • Slow loading pages are a bad user experience
  • Websites make it difficult to send multiple files by email
  • Websites are not designed to be a sales-specific tool
  • Website analytics are not sales-specific

Mobilizing large product datasets from internal systems into an easy to use app will help your team access crucial information whether they are online or offline. Sales enablement tools also make it easy to track and report activities in the field, when cross-sells are most likely to occur.

Websites don’t share the same capabilities.

With stronger sales enablement tools, companies can now combine internal and external data, communication and strategy for more effective cross-selling techniques.

Learn how our client, Reliance Worldwide Corp, is using FatStax to increase cross-sell and up-sell potential.

The Three Fundamental Limitations of CMS, DAM, PIM for Sales Teams

By | Mobile Productivity Tools

Many Marketing teams have taken the giant leap and implemented a Content Management System (CMS), Digital Asset Management (DAM), or Product Information Management (PIM) to solve the issue of organizing content.

With these powerful software platforms, all your videos, PDFs, PowerPoint presentations, spec sheets, CAD drawings, etc… are all arranged, organized, tagged, and findable.

Ah, you can now breathe a sigh of relief.

Unfortunately, despite the proliferation of CMS, DAM, and PIM most Marketers still get 6-10 emails per day asking for sales  collateral from reps in the field. Read More