Technology advancements, especially web, mobile and then social media, has changed the buying process. Today’s customer engages with your sales rep at a much later stage. Before he engages with you, he already knows a lot about your company, product/service and may be had a chance to talk to a few of your customers on social media. In the current environment, your salesperson has to be more knowledgeable, swift in action and be able to take the customer to the final sale.
Mobile Sales Enablement Tools can step up your sales team for the changed sales process and arm him with the necessary tools and information to win deals.
Here’s how you can leverage mobile sales enablement tools to solve 3 of your toughest challenges and sell more:
Customers are better informed today. They seek solutions and financial justifications to buy a product or a service, and you only have a few minutes to catch his attention. Instantly attract customer’s interest with the right storytelling and highly customized digital assets like 3D videos, CAD drawings, animations, online assessment tools, graphics, and ROI calculators, etc. Make your presentations notable by giving them the feel of your products and services and show them its benefits. Update the content on-the-fly to make it fresh, relevant and customized to your call requirements.
Identify and capture best practices of your ‘star performers’ and share them with other team members. Monitor sales methodology practices and asset utilization to optimize your sales approach. Automate your sales tasks like follow-up, customer feedback, etc., so that each of your reps follows the same procedure. Get insights from analytics to discover buyer preferences, pain points and response-time, etc., to prepare your team for objection handling in different scenarios through collaboration and team exercises.
New customer acquisition is a long and expensive process. It is far cheaper to cross sell/up-sell to an existing client. However, most sales reps struggle to cross-sell/up-sell because of lack of skills and knowledge to execute cross-selling strategies. Help your sales force aggressively cross-sell/ up-sell through fine customer segmentation, need-based product suggestions and personalized recommendations.
As per a survey, 76% of reps from companies that use mobile sales tools attained their sales quotas, while just 53% of reps from companies without a sales mobility strategy did so. A mobile sales enablement can go a long way in driving the sales effectiveness of your team.
Tags: Mobile Sales Enablement