Using Real-time Data to Earn Sales in the Field
The era of data analytics is here and the number of platforms promising to help harness data for business wins is growing by the day. Follow this guide for data-driven in-field sales success.
It’s a simple equation. Ensuring your sales team has the right product information at the right time will turn a prospect into a win.
Say goodbye to the excuses of forgotten tablets, no data connection, and disorganized sales app interfaces with mobile sales enablement tools. Customers will realize working with a salesperson is infinitely better than just “Googling it.”
Customers are looking for personalized recommendations and solutions. Salespeople and marketers can leverage up-to-date information on products, competition, and consumer data to connect with customers’ shifting needs and exceed their expectations with personalized insight.
A listening ear and personal touch of a salesperson who can use real-time product data to answer questions, showcase up-to-date product information, give video examples, share PDFs or statistics, and give detailed quotes will close more sales than ever before.
Keep your team modern, mobile, and connected to real-time collateral all in one place
For a salesperson in front of a customer, toggling between different apps and juggling between a tablet and phone can feel just as frustrating as sorting through a briefcase stuffed with papers.
Then what happens when a salesperson brings the collateral for the company’s top three products, but realizes the customer is most interested another product line? With access to an organized platform with details about every product, the salesperson can use any mobile device, bring up in-depth product details and pricing, show videos or PDFs of the product in use, and make the sale.
Real-time access to data is key. To guarantee sales in the field, salespeople need to show the most current product specs and be ready to answer complex questions about availability, pricing, and product longevity. Up-to-date marketing materials can be easily accessed by the sales team using sales enablement tools that integrate with CRMs.
The best choice for a portal will give your team:
- Offline access to all current marketing, pricing, and sales info
- Up-to-date product database
- Consistent access to data inside and outside the office
- Background sync for sales materials
Arming your sales team the updated information they need, right when they need it (when they are in the field, with prospects) is fundamental to empowering them to close more sales, quicker.
Real-time data means real-time success
Many companies are looking for a tool that sales reps can use while on the road and from their phones.
When Reliance Worldwide Corp adopted a sales enablement solution, they found that the mobile app streamlined interactions and provided the access to information between marketing and sales that the company needed for years.
“Not only did the results exceed expectations, but the sales team actually loves and uses the tool, [which] has increased efficiency, sales, and business.” – Chris Carrier, RWC
Having real-time data at their fingertips eliminates costly back-and-forth between sales and marketing departments and gives field salespeople the updated information they need to succeed.
Take on the competition in real-time
Imagine a salesperson in front of a new client showing off an all-star product. What happens if a customer brings up the product they use most frequently with the “don’t fix what isn’t broken” saying? With access to searchable, customized database of the competitors products, the salesperson will be able to easily bring up a side-by-side comparison screen designed for the customers’ eyes.
Images, videos, and deep product information for the company’s product next to all of the same up-to-date data for the competition is a major asset for any salesperson face-to-face with a customer. Salespeople will be able to showcase their own industry knowledge establishing better trust with the client and driving home the sale.
Competitive comparisons change often and having the updated information gives salespeople power to combat any objection in the field.
Make information easily available to everyone
To shorten the sales cycle there must be quick relay of information between marketing and sales and the client. Efficiency of communication is difficult when the sales team spends most of its time away from the office engaging with customers and the marketing team is in the office where all of the hard work sits behind a firewall.
The mobile app solutions should cater to the specific needs of each industry by making sure:
- The marketing team easily distributes materials to the sales team
- The sales team has easy access to marketing materials
- Product lines are organized and searchable
- Competitive intel is always updated
- Real-time deep data sets are designed to be customer facing
When your interface works on tablets, laptops, desktops, and cell phones, communicating with clients is made simple and effective. With deep customized, searchable, data on your products and as well as up to date info on every competitor, sales and marketing teams confidence will grow, companies will see results from better communication inside and outside the office and sales in the field will be through the roof.
SVP of Marketing at Bigtincan