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6 Reasons you should consider mobile sales enablement

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First of all, what is mobile sales enablement ?

If you search “Mobile Sales Enablement” you’ll find a lot of definitions. It’s a term that has been widely used for an organisation role, a technology, a process, a skill.

The best definition we consider is the original one from Forrester:

“A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.”

We at d!NK have a more down-to-earth definition of a mobile sales enablement:

“The process and tools your customer-facing staff uses to understand the mature buyers’ context and needs by asking the right questions, to challenge the buyer’s views, to prove the benefits of your proposition and to close the interaction with maximized impact.”

Mobile sales enablement
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So why should I introduce this in my company?

Let us run this down in 6 reasons you should consider mobile sales enablement:

1) Deliver a memorable sales experience
Nobody want’s to be forgotten, provide your sales force with stunning sales tools that will leave behind the experience you need.

2) Add value to any face-to-face interaction.
Results of the d!NK Sales Enablement Barometer show that while 80% of business need a face-to-face interaction to close deals, only 20% of buyers find meetings with sales people valuable. Mature buyers expect more than a presentation of corporate presentations and information that is available on the internet. Sales tools that simulate different point of views, make the buyer smarter and provide follow-up on the spot will convert the mature buyer into an interested prospect.

Related: Results of the d!NK Sales Engagement Barometer

3) Free up time for core sales activities.

Nothing is more discouraging for a sales person to spend more time on administrative tasks than on core sales activities. We posted before on the time sales people spend on searching for sales collateral. Tools that save time are a sales person’s best friend.

Related: 7 sales time wasters and how to avoid them

4) Reduce Sales Cycle length.

Following up on your prospects delivering contracts, estimations or the correct detailed information during the sales conversation, will drastically reduce your sales cycle length.

5) Content workflow improvements
Avoid situations where marketing creates content that sales doesn’t use. Provide the right flow and communication to make sure the content that’s created is needed by the sales team. Follow up with statistics to see how current visuals are used, where are the main issues or what should be optimized in a improved edition. In short: align sales & marketing.

Related: The essentials of Sales & Marketing alignment

6) Keep content up-to-date

Before improving the sales tools, it’s important to keep the tools up-to-date. Accurate pricing, the latest reference cases, relevant market benchmarking,… for many sales people this is a drastic step ahead.

Mobile Sales Enablement is all about aligning marketing & sales.
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The essentials of Sales & Marketing

About Kenny Wyckmans

Kenny is Marketing manager at d!NK. He joined the company in its early days. Passionate about marketing & digital communication, Kenny keeps the pulse on d!NK’s market. He is in daily contact with d!NK’s customers and prospects to understand their sales interactions and detect opportunities for d!NK to improve the sales effectiveness. An entrepreneur at heart, Kenny founded his webdesign agency in 2006 while still at school.

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