You might be able to load up incentives and bake in the fat like a country grandmother sending her grandkids back to the city, but if your prospect isn’t in the buying phase of their cycle, it just won’t (colorful metaphor) matter. Read More
“Efficiency” may have been the top thing on your mind when you gave your sales team tablets.
The ability to streamline operations with an array of mobile devices is evident, as many businesses are realizing. Your sales reps can check email and schedules, access documents, share files and collaborate with their co-workers on mobile devices.
And, of course, any gains in efficiency means that you’re shaving off the time it takes to get things done — which eventually results in financial savings for the company.
But you don’t have to settle for just increasing productivity. More companies are now using enterprise mobile sales apps to aggressively drive more sales as well as energize their sales teams.
Think of a custom sales app as the tool that could prove to be a game-changer.
Here are three benefits of mobile apps for sales teams including how they improve team efficiency and how a customized app caters to the priorities of your sales team.
1. Prioritize your data.
By developing a sales tool that’s tailored to feature and prioritize the collateral that is critical to your company’s sales outcomes, you can empower your team by keeping the most important information at the forefront.
Likewise, all components of a customized app can be designed to accelerate steps in the sales process. You are simplifying your team’s ability to access important information. More importantly, the benefits of mobile apps ensure that keeping the priorities of your sales strategies are at the top of mind.
2. Track progress.
With a customized tool to improve team efficiency, you have another avenue to make the most of your one-on-ones with individual sales reps.
Now that they have a tool — you could call it a personal assistant — to help them more quickly get to marketing collateral for their sales calls and presentations, you can hone in on other obstacles that may be impeding their performance.
It’s a great way to energize your team as well as eliminate the excuses.
3. Improve customer-facing collateral.
Prospective customers are smarter — a lot smarter than they were just 5 to 10 years ago.
With all the information available on the Internet, they’ve already done most of their research by the time your sales reps arrive on the scene.
Consider this research from CEB: The average business buyer does not contact suppliers until 57 percent of the purchase process has been completed.
That means they’re studying and comparing products and services provided by you and your competitors before your sales reps arrive on the scene.
That translates into the need to deliver a very customized sales presentation to each customer.
More than likely, each one will be at a different stage — with different questions.
A customized mobile app that’s searchable can help you sales reps quickly find the answers to their prospects’ questions without fumbling around — or saying something like “I’ll get back to you.”
The bottom line is that you need to provide your team with tools and benefits of mobile apps that will enable them to sell instead of complete administrative tasks.
While tablets and mobile apps are increasing the productivity of companies in various industries, a customized app provides what you need to accelerate your sales.
Want more on how to improve team efficiency and how to use mobile sales tools effectively? Read this article on 5 proven hacks for creating revenue with mobile sales tools now.
You already know that your company’s marketing materials are like gold when it comes to hitting your sales numbers.
If you have effective deliverables in the ideal formats, they can have an incredible impact in getting your points across to a prospect.
And, if you’re smart, you’re steadily producing marketing assets that address the questions clients and prospects may have in researching your services and products. They likely include case studies, white papers, videos, tutorials, webinars, slide presentations and research.
But here’s a good question to ask when determining the effectiveness of all those marketing assets you worked so hard to produce: How effectively are they being used?
If you don’t have a solid marketing asset management system in place, you could be missing out on opportunities to move your sales figures to the next level.
We compiled a list of 4 essential tips for developing a powerful marketing asset management strategy.
1. Assess where you are.
Take the time to gauge your team’s ability to quickly locate and leverage your marketing materials. As part of that review, take an inventory of everything — deleting the materials that are no longer useful but continue to take up space.
Next, check for any gaps. Is there marketing collateral that is under-utilized? If so, identify the reasons why. Is it difficult to find? Are fees, policies or other relevant material regularly updated? Is your sales team even aware certain materials exist?
It could be that you are lacking a marketing asset management system that could identify as well as resolve any of these issues.
2. Clearly define goals.
Before undertaking any changes to your marketing asset management, figure out what you’re trying to achieve.
A simple tweak may not give you the results you’re ultimately going after. For example, you may not simply want to create a better system for categorizing marketing assets.
How about making it easy for a sales rep to quickly perform a search based on a prospect’s specific question? Get input on all of the challenges that are facing your team in using those assets and envision the ideal situation.
3. Compare the tools.
There are hundreds of tools you can use for your marketing asset management — from traditional file folders and cloud services like DropBox.
You also could opt for customized digital asset management tools that give you the flexibility of gaining instant access to your marketing materials without worrying about having an Internet connection.
Also, check into options that provide you the ability to automate updates as well as provide CRM integration, as well as those that are user-friendly.
Think long-term. You don’t want to be in the position of re-evaluating the effectiveness of your tool a year from now.
4. Thoroughly train your team on digital asset management tools — until they get it.
What good are power digital asset management tools if few people are even bothering to use them? If you did your job well in Step 3, your team should be able to quickly adapt to your new marketing asset management system — especially if it is an intuitive tool designed specifically for your team.
If you did your job well in Step 3, your team should be able to quickly adapt to your new marketing asset management system — especially if it they are intuitive digital asset management tools designed specifically for your team.
Make sure you get plenty of input beforehand to ensure that you have team buy-in about how it can transform results.
With digital asset management tools that are working for you — not against you, you’re equipping your team more effectively get the results that lead to better sales. It can be the start to a beautiful alignment between sales and marketing, ensuring consistency, organization, and collaboration.
What’s behind every great sales team?
That’s the million-dollar question for sales managers who are comparing their performance with that of their competitors.
More than likely, it’s not as complicated as it seems.
It could be a combination of supportive managers, ongoing training, and substantial bonuses. But don’t forget your sales collateral. It could give your team the competitive edge they need to bring in more sales.
And nothing seems to do the job as well as case studies. They give you credibility simply by showing that you can actually deliver the results you claim you can.
Consider them your top sales collateral for turning sales prospects into clients. But don’t just settle for the same old case studies you’ve been relying on. If you haven’t changed them recently, it could be time for a complete overhaul.
Here are 6 ways you can transform your case studies into powerful pieces of collateral.
1. Tighten them up.
Back in the day, marketing and sales teams sort of went with “more is better.” That doesn’t work anymore.
You can count on the fact that your prospects are bombarded with tons of content in all sorts of forms. Try to keep your sales collateral as simple and condensed as possible while getting the point across effectively.
There’s no need for a 5 to 10-page case study. Get all that information into 1 to 2 well-designed and engaging pages.
2. Tell a story.
Every single case study should tell a story, from beginning to end.
The beginning should clearly explain the challenge a client was facing and how your company was able to resolve it.
The middle should provide more information about the solution that was implemented and how it impacted the organization.
And the end should demonstrate the results of implementing this solution, providing the reader with a clear picture of your customer’s experience.
3. Add customer testimonials.
Customer testimonials don’t have to be super long, but they certainly need to be powerful.
Ask your current and previous clients for feedback on what their experiences were in working with you as well as how your solution made a difference for their company.
Use their feedback to incorporate some personal feedback into your case studies, which will help “humanize” the content.
4. Try different mediums.
Think outside the box when building case studies.
One-sheets are great, but a two-minute video or a slide presentation could be even better. Getting a previous client to agree to a video interview not only can provide you with a great case study, it can give you the extra leverage of a solid customer testimonial.
Bonus tip: Make sure the most updated versions are easily accessible at all times. Include them in your digital catalogs or asset management system.
5. Develop numerous versions.
Step back and consider the different types of clients you’re serving.
Do you have a mix of medium to large businesses? B2B as well as B2C?
When developing your case studies, go for a good mix of different scenarios and challenges as well as client profiles. You want an assortment so that your team can choose those that are most similar to their prospects.
6. Get creative.
Whether you’re developing print collateral, video or slide decks, don’t be afraid to show off some of your company’s personality.
Dare to be different in design, format and tone.
Likewise, ask your clients to be extremely candid about any steps in the process — from any doubts they had beforehand to any hiccups along the way. It can go a long way in coming across authentic and hardworking in exceeding expectations.
Case studies can be powerful tools in your sales arsenal, and you should give your case studies a close look. Investing the time to upgrade them could give your team what it needs to show that your company can deliver what it promises.
While you constantly measure the performance of your sales team — checking their ability to hit goals and manage their pipelines, you often take the time to measure your own performance as a sales leader.
Of course you do.
Well, OK, maybe you don’t.
One of the most essential traits of a great sales leader is actually taking the time to assess his or her own performance.
That would be the No. 1 quality of a great sales leader. Looking within.
Let’s take a look at five more.
1. You’re constantly aware.
Great sales leaders are not only looking at and stressing over numbers; they’re in tune with where each of their sales reps are with their individual performances. Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.
Are they struggling in one particular area? Is there a mental roadblock? Are they overwhelmed? Stressed? A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.
A great sales leader can pick up on those cues and take measures to help their sales reps overcome obstacles to move on to better performance.
2. You invite feedback.
“What do you need?” “How can we make this better?” “What challenges do you face?”Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust
Are all good questions to ask your sales reps. A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust
A great sales leader is willing to get input from their team without feeling attacked. This is also a great way to build trust with your team.
3. You motivate.
While you hold everyone accountable for reaching their goals, you still find ways to recognize milestones — both large and small.
Just pointing out the top performers based on sales numbers can get repetitive. Find creative ways to recognize people on your team who also are discovering new approaches to the same old challenges.
Also, it’s a good idea to find ways that will help build the core 60% of your sales team. A small percentage in their percentage could be a big driver in top-line revenue.
4. You’re honest.
If things are not going well, your team can count on you to be direct and honest. You openly talk about challenges — avoiding the need to put a positive spin on any discouraging updates.
When you get to this point, your team will be more likely to help you solve any problems.
5. You remove roadblocks.
Along with assessing their employees for cues that could indicate stressors or frustrations, a great sales leader is analyzing ways to remove roadblocks that get in the way of the team’s performance.
Are inbound sales materials inadequate? Do they have the information they need at any given time?
A great sales leaders will be able to provide all of these to their team so they can focus on what they do best: selling.
Want to take that one step further?
Provide teams with the right tools they need to streamline the process.
A good sales team can go out and sell, but they can only do so much if they have to do everything manually.
A minimal increase in sales from the core 60% of your sales team could be a HUGE driver in top-line revenue.
Imagine what a mobile sales tool, specifically designed for them, could do for your numbers.
Frankly, it’s a no-brainer.
Give teams the tools they need and they’ll be able to make themselves and you look better.
So… where do you start?
View our article, “What Kind of Mobile Sales App is Best for Your Team?”, to learn more:
Long gone are the days of “wining and dining” to win over a sales prospect.
That’s a luxury that seems quaint and antiquated now that your prospects have already gone on with the business of doing their own research — virtually to the point of reaching their own conclusions.
But you already knew that.
The question is what are you doing to adapt to a sales landscape that’s increasingly shifting to an inbound model?
Navigating this new territory appears to require a combination of old-school approaches to make sure you’re still connecting with prospects, along with new technology that keeps you efficient.
If you handle it effectively, you could be in a win-win situation that has you standing out from the competition.
Here are four ways you can win more sales with today’s more informed prospects:
1. Get in the game of inbound marketing.
By now, your team already has developed an inbound marketing model — providing potential prospects with plenty of online content to help them find answers to their challenges at different stages of their customer journey.
But if you’re not constantly updating and building out a robust content strategy, you could be losing to the competition.
Constantly study analytics to find out which areas are underperforming — or where prospects seem to be dropping off, to make sure you’re filling in those gaps.
Also, make sure you’re surpassing the competition. Always have the mindset to outperform everyone else out there with well-written engaging content, videos, webinars, and other online material.
2. Pick up the phone more quickly.
The sooner you call a warm lead, the better.
Did they show an interest in your product and services? Left their contact info? Get on the phone and call.
According to a study by Lead Response Management, “the odds of making a successful contact with a lead are 100 times greater when a contact attempt occurs within 5 minutes, compared to 30 minutes after the lead was submitted.”
Another study by InsideSales.com revealed that 35 to 50 percent of sales were awarded to the vendor who responded first.
Don’t delay. Follow up immediately.
3. Don’t neglect your networking.
Sure, times have changed. The steak dinners may be a thing of the past. But networking is an essential component of the sales business. Actively reach out to people on social platforms like LinkedIn, and ask customers and friends for referrals. Having someone vouch for you can turn a cold lead into a warm lead.
Actively reach out to people on social platforms like LinkedIn, and ask customers and friends for referrals. Having someone vouch for you can turn a cold lead into a warm lead.
Having someone vouch for you can turn a cold lead into a warm lead.
4. Use technology to become more efficient in selling.
While sales have changed, one challenge remains the same: there doesn’t seem to be enough hours in the day to handle all your responsibilities as a sales rep.
Sales enablement tools that boost efficiency from the front-end to the back-end of the sales process can help you and your team better manage presentations to handle calls.
Explore them to see how you can reduce the amount of time it takes to make a connection and close a deal.
How Mobile Sales Apps Can Help You Win More Sales
Imagine that you’re going to a sales call with a busy executive.
Let’s say they give you less than 10 minutes to present your case, and you have to use every minute effectively.
Do you really want to be spending three minutes of that getting your computer up and running, another two trying to get the right password for the WiFi, and another two to load your PowerPoint presentation?
Let’s be honest: no one likes when they have to wait. And the scenario above is probably not that uncommon.
But there is a better way: mobile sales apps.
Mobile sales tools are no longer a remnant of the future; they’re here to stay.
Sales reps need to be able to pull out their phone, tablet, or desktop at any time — without needing to connect to the Internet.
Why? Because if you can do that, then you can support the notion of “right message, right time, right place”.
And your reps will be equipped to sell more in real-time. What marketing manager doesn’t want that?
Looking for a mobile sales platform to help your team win more sales? Request a live demo of FatStax today:
Making the decision to invest in a mobile sales app is easy.
Figuring out which type of tool is the best for your sales organization? That’s a bit tougher.
The reality is determining which type of sales enablement app is best for your sales teams depends on a couple of factors:
For your team – it depends on how they sell and your offering mix.
For you – it depends on how much bandwidth you have to manage the tool.
The decision can be a little daunting and overwhelming. So how do you get an app for sales teams right the first time?
The Three Different Types of Sales Enablement Apps (And The Hybrid)
First, you need to learn about the different types of mobile sales tools that are available.
The most common mobile sales apps include:
1. File Sharing App
As the name indicates, these mobile sales apps are designed to share static files like PDFs, PowerPoints, videos, Word documents, etc.
This app for sales teams typically highlights files that have been created by the marketing team or the advertising agency that can be easily shared via the app, which can then be shown to a customer or prospect in the field.
2. Catalog App
The next type is a catalog app, which, as you can imagine, is similar to a catalog. Think of them like those giant paper catalogs you’d print up and ship out to your customers so they can buy something.
A catalog app for sales teams contain SKU-based information, like pricing, product specs, and general information. Some even allow you to create a soft quote or may even talk to your ERP system so you can actually create an order.
3. Presentation App
It’s important to differentiate this type from the file sharing app because this type of app facilitates long-form presentations, like PowerPoint or Prezi.
The presentation app allows you to give a pitch in front of an audience by presenting various slides or information.
4. The Hybrid App
Many times, companies need something that is not “one-size-fits-all”.
Your teams may sell with a combination of static files, catalog information, and by giving long-form presentations. You may have some divisions that need a static file and some divisions that need a customer-facing app. It all just depends on what’s right for them.
In short, your teams may need a hybrid of the three main types of mobile sales apps available.
Having a hybrid app provides flexibility to your team based on their needs. Plus, it doesn’t box you into one solution, limiting scalability and growth.
Regardless of how your team sells, it’s important to figure out which tools can help them the most. To learn more about the different types of apps for sales teams available, request a demo of our mobile sales app solution:
In the age of instant gratification and smart devices, sales reps expect to have the information they need at their fingertips to be effective during sales meetings with customers.
Heck, they expect this even if they’re out having coffee and strike up a conversation with another person from the business across the street.
We write a lot of content about how companies are using mobile sales apps to allow sales reps to focus on what they do best: selling your products and serviceassaaaaaaas
What’s the best way to do this?
There isn’t any one size fits all solution for companies, because you all sell so differently ;).
However, not one single sales team in the world is tasked to decrease profits.
Without even firing up your ERP, close your eyes and think of the 20% of your product lines and services that generate 80% of your profits. I bet that was easy.
Oddly enough, many marketers don’t approach mobile sales tools with profit at the top of their minds.
Wouldn’t your higher-ups be even happier with performance if you could directly point to your efforts as a profit-driver via the mobile sales tool you created?
Here are two easy ways best-in-class marketers are modifying their teams’ sales tools to sell more profitable items first:
1. Create quick “hot spots” for your top profit-driving products.
Just like a website, people’s eyes are attracted to colors, words, and patterns in mobile apps. A good sales tool on a smart phone will give you an easy way to configure “hot spots” that lead to information on profitable products with a few taps.
One idea we’ve seen gain a lot of traction is to utilize the “home screen” of the app to create these eye-catching hot spots. Think of the home screen like the home page in your website. The first thing your team sees when they open the tool.
However, there is no reason you couldn’t just make the top folder in your DropBox account the goto “hotspot” for information on profitable products in the same way.
Finally, a hot spot takes away all the “I couldn’t find it” excuses, because it is right in your teams’ face when they open the app on their iPhone.
Can you think of an easy way to accomplish this in your app? We’d love to hear your take on it.
2. Simplify your mobile sales tool to focus on your top 20% of profitable products only.
For some mobile app admins, this one is tough. The promise of mobile is after all “everything at your fingertips.” While the approach in #1 keeps all your marketing collateral in one place, this one focuses down to the essentials.
We’ve seen a good number of companies in their third and fourth year of managing mobile sales tools that take this approach. They simply remove everything that doesn’t directly lead to selling more profitable items.
No matter your approach, promoting the products with the highest profit margins is always a winning method to get measurable value out of your team’s mobile sales app and smart devices.
[tweetthis hashtag=”sales”]Drive revenue by making it easy to share your most profitable products on your mobile device in front of your customers[/tweetthis]
Sales enablement strategies are clearly helping to fuel the success of top performing sales teams, according to a recent report by Forbes Insights, in association with Brainshark. In fact, 59 percent of the surveyed companies that surpassed their revenue targets — and 72 percent that exceeded them by 25 percent or more — had a defined sales enablement function.
When you compare that to the 30 percent of underperforming organizations that had a defined sales enablement function, it’s not difficult to see the advantages of these types of strategies.
But what if you’re among that group that has a strategy, but is continually underperforming? Or if you’re considering moving to a sales enablement strategy but are concerned that your team may resist change?
To get your team on board with using tablets and accompanying tools, such as sales enablement apps, you’ll need a strategy to ensure that the technology is being used. If not, you run the risk of your office being clutter with unused tablets — just sitting there like expensive paperweights.
Here are 4 things to take into consideration to ensure successful adoption of technology and sales changes.
- Understand the sales reps’ reluctance to change. Resisting change is part of human nature. Especially when it comes to performing a job day after day. In some cases, your employees may feel they’re getting along just fine without making any changes. Be sure to convey relevant statistics on how tablets and sales enablement apps can help them gain efficiencies and boost productivity and, as a result, increase their sales.
- Provide plenty of support. Training must include plenty of follow-up to ensure the employees are familiar with the new tool. While some employees may be familiar with iPads and other tablets, others may not readily admit that they’re having difficulties adapting. Make sure that you provide one-on-one feedback along with the group training.
- Invite feedback on how the transition is going. Without real-life examples of how the new sales enablement strategy is working among team members, others may not be so reluctant to change. Encourage discussion about successes during a weekly sales meeting. Better yet, ask each sales rep to share how the tool is working for him.
- Use it yourself. What better way to demonstrate the benefits of the tablet and apps by demonstrating it yourself? First, make sure you have been trained in its use. Then, during a ride along, show how you use the tablet to engage a customer. Show and tell is a sure-fire way to gain converts.
When you and your sales team start realizing the potential gains of using sales enablement tools, adoption may steadily increase — right along with your sales.
If you’re fully expecting 2016 to translate into more sales than last year (of course, you do), then it’s time to make sure you’re giving your sales reps all the tools they need to succeed. For many companies, that toolbox will include sales enablement apps that are easily accessible from any tablet.
But first, let’s get an understanding of what a sales enablement app is not. It is not a CRM. However, a sales enablement app does allow your reps to become more productive in the field through the integration with a CRM. By connecting the two, you can produce benefits that impact sales, marketing, IT, product development, training, administrative and other aspects of your company.
Take a look at the 8 benefits of linking your CRM with sales enablement apps:
- Increase sales team productivity. By linking a sales enablement app to your CRM, you equip your sales reps with a much more effective way to get things done. The combination essentially automates numerous tasks in the sales process — including quote building, ordering and product sharing.
- Build stronger customer relationships. By increasing efficiency through the sales enablement app, your sales reps will be able to devote more time to building solid relationships with their customers — instead of frantically checking to see if the profile in the CRM is up to date. Through the app, any orders or sales materials sent to the clients is instantly tracked.
- Cut expenses. Placing the wrong order or mishandling an invoice are mistakes that are difficult to overcome and can be costly both to your bottom line and company reputation. These can be avoided when using a sales enablement app connected to your CRM by quickly getting the right information where it belongs fast, make your sales cycle more efficient and close deals faster through an efficient process.
- Improve collaboration. There are many steps in the sales process that can lead to confusion and errors, requiring more time to be spent on properly reporting information. By implementing a sales enablement app that’s integrated with your CRM, you can minimizes those errors and maximizes your team’s effectiveness. As a result, your sales reps will be able to spend less time duplicating customer information and spend more time selling.
- Quickly update lead information. A sales enablement app enables you to add customized fields or surveys to better prioritize and group your customers and prospects. By adding these tasks in the app, they are instantly synced to your CRM, giving sales reps and managers insight into top opportunities without wasting time to make notes back at the office.
- Improve organization. Boost the power of your CRM by tracking and sharing sales materials via your app. By connecting the two, you gain a simple sales process that can be easily organized and tracked. The days of using a notepad and pen to tally how many catalogs were shipped to prospects are over.
- Enhance reporting. CRM integration with sales enablement apps allows sales reps to quickly get an in depth analytical look at customer profiles. They also will be able to forecast predicted sales by gaining insight into which sales materials have been shared and which products have already been sold. Also, by linking the two systems you can avoid duplicating data.
- Boost customer satisfaction. Of course, you want happy customers. Happy customers not only continue to purchase from you, they’re likely to give referrals. What better way to grow your business? With sales enablement apps providing real-time enhanced reports, reps will be able to customize their clients’ experiences. Sales reps will be able to find the right sales materials to supplement their decision-making process, optimizing for the highest customer satisfaction possible.
Looking for a sales enablement application that will help you drive revenue? Speak with our mobile sales expert and request a live demo of our application today: