Being a sales executive is not an easy job. Sales reps are expected to always be on the move, find potential prospects, keep interacting with them and build a rapport, and add to that the tremendous pressure of chasing leads and converting them to clients. After all, an organization’s growth depends upon their sales. Well, that’s a lot of pressure to handle. This is where an effective sales enablement strategy can make all the difference.
A business cannot function without a sales team. Therefore, they are a vital element of every organization. And in order to help them achieve their sales targets, the L&D and marketing teams strive hard to provide them with all the necessary resources to make their job slightly easier.
Earlier, all they could do was help create presentations and training materials to support the sales rep in pitching the product/service. Now, thanks to technology, especially smartphones, sales teams are better equipped at dealing with prospects and analyzing their behavior to see if this could lead to a positive outcome.
But this is possible only if you have a well-defined sales enablement strategy. Sales enablement means helping and supporting the sales professionals to successfully close deals.
Strategizing sales enablement includes defining goals and targets and designing the approach to accomplish those targets. And like we said before, mobile devices have a huge role to play while designing a sales enablement strategy.
Here’s how a mobile-first approach can help your sales enablement strategy.
1. Immediate Access to Content:
Using a mobile-first approach towards your sales enablement strategy allows sales reps to have instant access to information. A lag time in fetching information for the client may lead to a dissatisfied customer, or risk appearing uninformed.
If the marketing team creates informational content and makes it available on the cloud, sales reps can easily access that content on their smartphones and educate the customer about the product specifications.
With information on their fingertips, they are more likely to appear confident while delivering their sales pitch. Here’s more on how to make an effective sales pitch with new-age sales tools on mobile platform
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2. Insights into Buyers’ Behavior:
A sales enablement platform is usually embedded with analytics tool. This gives them a detailed insight into the buyers’ behavior.
They can enter buyer details and track the mails sent, check the open rates etc. So, basically, they can view how many of the prospects are actually engaging with the content and communication materials that are being sent.
Accordingly, they can modify the content or change their sales strategy to engage them further. And all this can be viewed on the sales reps’ mobile phones, giving them instant information and allowing them to take rapid action.
3. Nurture Qualified Leads:
It is important to pursue leads that have a chance of converting. Pursuing each and every prospect may not be fruitful. Instead, with a mobile-first sales enablement platform, the sales executives can view the important leads and nurture those leads to result in a successful sale.
Nurturing leads includes sending out frequent and relevant communication to maintain the rapport, with the aim that they will revert with an interest to know more about your product/service.
4. Show Product Demo and Details:
Some customers may want to view a demo of the product/service that you are offering. Having the presentation and demo materials on the mobile phone, or on a cloud-based platform will allow the sales reps to give a quick demo to the customer.
As we mentioned in the first point, having immediate access to content improves the sales rep’s chances of making a good impact on the customer. With a video or a slide-show of the product handy, it becomes easy for them to explain the features and specifications of the product.
You can provide data sheets for the sales reps to show a comparison between similar products in the market and demonstrate why your product is better.
5. Sales Training and Coaching:
A sales enablement tool can also be used to deliver training. Enterprises can create micro-learning modules, video-based training and/or simulation-based training materials. Here’s a list of the top 10 sales enablement tools to empower your sales force
As sales reps are almost always busy, you need to provide them with content that they can quickly glance through. Short training modules are easier to go through and also easier to remember. Mobile devices are the best tool to promote self-learning.
Users can learn about new updates and upskill themselves with relevant skill-based online courses on their mobile devices.
6. Interactive Content for Engagement:
Everyone loves interactive content, including the sales reps and the prospective clients. Designing interactive sales demo materials will engage the customers and evoke more interest towards the product.
And designing an interactive training module will keep the sales staff engaged and help them retain and recall information better. Here’s how you can create interactive content for sales enablement.
7. Highlight Case Studies:
Case studies have the ability to influence prospects. Sales reps can showcase customer success stories on their mobile devices or tablets to build the prospects’ confidence in your product.
They can educate prospects and show them how your solution can be adapted and customized as per their requirements. Seeing the positive outcomes of other organizations who have implemented your solutions makes your claim more credible.
This gives the prospects an understanding of how your products can benefit them. A case study acts as proof of your claims and therefore, it is an essential element that can elevate the sales pitch.
8. Finalize the deal:
The entire sales process, right from the first meeting with the client, understanding their needs, showcasing your solutions, price negotiations, signing the deal and making the payment, everything can be done on a mobile device.
It is an end-to-end tool which minimizes admin work and helps both the parties to accelerate the sales process. So, designing a mobile-first sales enablement strategy will help in simplifying the process and will also help you manage the prospect’s requirements at each stage of the sales cycle.
Takeaway:
From all the above-mentioned points, we can deduce that using a mobile-first approach will significantly boost the sales enablement strategy.
While interacting with prospects, sales reps need to present them with detailed, credible data to help them make the final decision.
In order to take advantage of opportunistic selling situations, sales reps must have real-time data about the current stage in the sales funnel where each client stands, so that they can accordingly plan their further approach.
Therefore, a mobile-based sales strategy does not only help the sales executives to deliver an effective pitch, but also manage their leads efficiently.
DISCOVER HOW A MOBILE-FIRST TRAINING PLATFORM CAN HELP YOUR ORGANIZATION?
Kitaboo is a cloud-based platform to create, deliver & track mobile-first interactive training content.
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Snehnath Neendoor
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