In today’s fast-paced business environment, marketing and sales teams need to work smarter, not harder, to keep operations running smoothly. To meet this need, most organizations now slate sales enablement as a “must-have.” In fact, nearly 20 percent more growth occurs when a business aligns its marketing and sales departments to facilitate better communication. For organizations that have many employees that work remote or are constantly on the move, mobile sales enablement platforms have become the go-to technology to support their enablement efforts.
The use of mobile devices such as smartphones, tables, and smartwatches in the day-to-day work of sellers has drastically increased; therefore, having a mobile platform allows organizations to fully reap the benefits of their sales enablement efforts.
Mobile sales enablement: Access anytime, anywhere
Mobile-first sales enablement tools have the key differentiator of providing access to collateral, collaboration tools, and learning, anytime, anywhere.
A sales enablement mobile app functions much like a central hub, providing easy access to critical collateral and tools salespeople need to do their job. If you are in the market for mobile sales enablement tools, here are some important aspects to consider when evaluating your options.
Sales content management
With increased competition and heightened buyer power, sales content management has become one of the most critical pieces of the sales enablement equation and plays a crucial role in the success of any mobile sales enablement strategy. An effective mobile sales enablement app stores, optimizes, and organizes sales content to ensure sales teams can access these materials quickly and efficiently while on the go. For example, let’s say a buyer is inquiring about a product a salesperson is unfamiliar with. Instead of saying “I’ll send you follow-up materials,” you can easily pivot and pull up relevant content. That way, momentum doesn’t have to come to a halt and the buyer is getting value from the interaction.
For members on your team that spend a lot of time traveling, this is also especially important as the downtime that they usually would experience while in transit can be converted into productive tasks such as meeting prep and training time.
Real-time updates and version control
It is a good practice to frequently update and improve on your sales collateral over time. However, version control can be a nightmare if done manually. This provides the opportunity for salespeople to share outdated content with customers, which can lead to branding, messaging, and compliance issues. With advanced mobile sales enablement platforms, when a new version of a file is published, the older version is automatically removed ensuring salespeople always have the most up to date content on all of their devices.
Another common issue organizations face is underutilization of sales collateral. Marketing teams tend to churn out new content that their sales team doesn’t even know exists. Mobile enablement platforms allow content creators to notify sellers that new content is available via push notifications and social media like feeds within the platform. This is a great way to inform your sellers of new content and increase your content utilization rate.
Branding and compliance
A major pain point and obstacle to alignment between sales and marketing teams is around branding and compliance. When a seller can’t find what they’re looking for, they tend to take matters into their own hands and create their own content. As a result, the content often doesn’t properly align with your organization’s branding or messaging, and for heavily regulated industries, it is non-compliant.
Beyond making content easy to find, mobile sales enablement software enables sales and marketing to collaborate on content so it aligns with what they need and resonates with your target buyers. To stay compliant, some mobile platforms allow admins to place restrictions on content such as whether it is shareable, downloadable, or watermarked.
More advanced platforms have content creation and editing capabilities that allow sellers to edit and personalize content from a template. Admins can place non-editable zones in these templates to make sure that key branding and messaging sections of the document are not altered.
Communication and collaboration
A strong sales team needs to have the flexibility to easily communicate and access content, data, and other relevant information at a moment’s notice. Mobile platforms provide the ability for sellers to stay connected with their team while on the go. Utilizing mobile device features such as chat, audio/video calls, and social features such as push notifications, likes, and comments, sellers are able to collaborate on content, provide feedback, ask team members questions, and much more.
Sales training and coaching
Mobile sales enablement software can also enhance your sales training and coaching programs. At the basic level, mobile sales enablement platforms provide easy access to training and coaching materials while on the go. However, more advanced platforms include a built-in LMS, giving sales managers the opportunity to create assignments for sellers to complete on their own time, at their own speed, wherever they may be.
Video sales coaching has become a critical component of the sales training and coaching aspect of mobile sales enablement. With the advanced audio and video capabilities of modern mobile devices, sellers can record themselves practicing their pitch in an assigned scenario and receive detailed feedback from their coach or mentor. This eliminates the need for in-person sales coaching sessions, while also reducing travel costs and the time sellers spend away from selling.
To increase loyalty, satisfaction, and profitability, organizations need to give their teams the right content and communication tools to properly engage with their customers. Organizing your presentations and client materials in a single sales enablement mobile app allows you to put dynamic, compelling presentation-ready content in the right hands at the right time — and ultimately, enable more effective sales engagement, resulting in a paying customer.
Advanced mobile sales enablement solutions allow your sales teams to pull together approved, up-to-date pieces of collateral on-the-fly so they always have presentation-ready content for every selling scenario. Minimize bespoke content that isn’t compliant while setting up your team for greater success.
With more advanced platforms, sellers are also able follow up with supplemental content, and track that journey with the customer for deeper insights. These consistent, one-on-one interactions with clients help position your salespeople as trusted advisors, and ultimately, strengthens customer relationships.
Mobile sales enablement software integrations
Part of creating a seamless selling experience is offering ample integration options. Integrations do not only allow you to leverage your current software investments, but they also enhance the functionality of the tools salespeople are already familiar with and help to streamline their day-to-day workflow, cut down on training time, and boost productivity.
For Mobile sales enablement software, common integrations include cloud-based content repositories, CRM, marketing automation software, and LMS.
Want to learn more about mobile sales enablement? Download our free eBook here! https://www.bigtincan.com/download-mobile-sales-enablement-ebook/