Keeping up with today’s complex, ever-changing sales environment demands a lot from sellers on the front lines. Sellers are spending more and more time away from their desk, and as a result, organizations are turning to mobile sales tools to enable their salespeople to be more productive while remote.

Buyers expect salespeople to be subject matter experts who respond in near real-time with personalized solutions.

Instead of relying on disconnected sales portals and content repositories, mobile sales enablement tools include everything necessary for your salesforce to engage buyers in a unified digital experience from the device of their choice.

Mobile sales enablement tools defined

What is a mobile sales tool? In short, it’s an application that can be accessed anytime, anywhere, on or offline, and on any device to support sales processes. Mobile sales enablement platforms makes sales enablement more accessible, supporting sellers through buyer interactions — be it face-to-face or online.

In order to be effective, a mobile-first sales enablement platform must do much more than deliver sales content to users’ mobile devices. It also should simplify content creation and discovery, improve internal communications, automate manual tasks, and support your learning and training.

Beyond that, digital sales enablement tools should leverage modern device capabilities — think location services, cameras, microphones.

While mobile sales tools span a wide variety of platforms and use cases, a mobile enablement application should provide the following core capabilities:

customer engagement using mobile device
  • Intelligent content management. Mobile sales enablement centralizes sales content management and automatically distributes new material directly to any user device. For sellers, it is easy to find, render, and share everything from PDFs, videos, customer applications (e.g., ROI calculators), to AR content within a couple of taps. Advanced solutions further help with content discovery by sending push notifications when new content is published, and use machine learning to recommend relevant content to users. 
  • Intuitive UI and easy to use. Well designed mobile sales enablement applications incorporate aspects of consumer grade applications like Facebook and Instagram to provide users a familiar experience. A clean, intuitive UI enables even the least tech savvy users to easily navigate and use the app leading to high adoption rates. 
  • Seamless integration with the tools you use every day. By integrating with other commonly used sales tools, mobile sales apps can pull in data and content from desktop only solutions.
  • Offline access. Network connectivity isn’t always a sure thing when you’re out in the field. The best mobile sales tools allow sellers to present to clients, take orders, and access key insights whether there’s a signal or not.

Bigtincan wave

How mobile sales enablement tools support remote and on-the-go salespeople

While mobile sales tools cover a wide range of capabilities, the goal is to streamline the sales process with an intuitive collection of digital resources sellers can use to drive sales forward. 

Mobile sales enablement reduces friction during the sales process by giving sellers more flexibility in how they prepare, engage and follow up with customers. 

Here’s a quick look at some of the key benefits you’ll find in a mobile sales enablement app:

Seller working from iPad at airport
  • Always available, even on the go. AI-powered content management ensures that sellers always receive the right materials for any buyer interaction from sales plays to presentations, optimized based on device and format preferences. 
  • Real-time analytics. With mobile sales enablement software, users can prioritize promising leads, flag opportunities for follow-up, and identify at-risk deals using real-time dynamic reporting tools all from their mobile devices.
  • Training & sales coaching. Sales enablement goes beyond mobile-friendliness. Sellers need ongoing training and hands-on coaching to keep pace with customers’ rising expectations. Modern sales training tools like microlearning courses and video sales coaching assignments ensure sellers continue to build their knowledge, without pulling them from the field for in-person training.

Bigtincan wave

Mobile sales enablement means tighter alignment between sales goals & marketing initiatives

Sales and marketing alignment is a cornerstone of any sales enablement strategy. With content driving much of the customer journey, marketers and salespeople need to rally around the same goals and eliminate the functional barriers that have long held them back. 

Here are a few ways that mobile-based sales enablement brings teams closer together:

  • Collaborate on content. Marketing and sales need to work together to create relevant buyer-centric content. Mobile sales enablement tools allow sales teams to share customer feedback with content creators as it comes in via comments, likes, and chat. This allows marketing teams to discover new buyer needs and incorporate those findings into their content strategy.
  • Enable quick access to sales assets. Digital sales enablement tools allow marketers to design and deliver content to sellers’ devices automatically, ensuring that sales teams always receive the latest sales collateral, news, and updates.
  • Maintain brand consistency. Marketing teams can create templates with editable sections, allowing salespeople to tailor content to buyer needs while maintaining brand consistency and compliance with controls such as watermarks, version control, and GDPR and SOX compliance
  • Shared reporting tools enable a common understanding of the buyer. With shared insights, both marketing and sales teams can track content performance against win rates, meetings booked, and pipeline velocity. Users can see how content performs with different buyer segments, which presentations were most useful to sellers, and which assets received the most downloads.

Sales and marketing members collaborating
Bigtincan wave

Mobile enablement enhances customer engagements and the customer relationship

Today’s customers want fast responses, relevant content, and interactions with sellers who offer more expertise than somebody using Google. Still, according to the Rain Group, most interactions don’t make the cut — only 42% of buyers say their interactions with salespeople were valuable. 

If sellers can’t nail down their unique value proposition and give buyers a reason to buy, prospects will write them off without a second thought.

AI-driven mobile sales tools address the challenges sellers face throughout the sales cycle, offering recommended next steps, tailored sales presentations, and the sales plays that help them navigate objections with ease. 

shutterstock_262400084
  • Connected communications. Mobile sales enablement apps combine social media platforms, Gmail, Outlook, voice, chat, and whatever else you use to communicate with buyers with your existing CRM. This cross-platform connectivity allows sellers to deliver contextually relevant content and informed answers to questions as they come in.
  • Guided selling. Sellers receive guided support via smart recommendations, which pull historical data like preferred communication channels, previous interactions, content shared, and engagement, then use those insights to help salespeople make better decisions. 
  • Drive engagement with interactive presentations. Mobile sales apps help sellers bring solutions to life in a variety of formats — HTML5, PDFs, audio, video, and more — delivered in a custom, branded environment. 
  • Provide more timely follow up. With a mobile platform, sellers no longer need to wait until they get back to their desk to send follow up collateral to prospects or customers. The platform also tracks the collateral after it’s sent, so the seller can see if it is opened or shared within their organization so they can reach back on in a more timely manner.
  • Optimize your strategy. Interactive dashboards, benchmarking reports, and access to full account history and customer engagement metrics track what’s working — or not — at a granular level. Armed with real-time information, organizations can course-correct as issues emerge, rather than later on.

Bigtincan wave

Bigtincan’s mobile enablement platform

Salespeople need more time with customers — and disconnected tools, manual reporting, and time-consuming content search missions prevent them from effectively moving deals forward. 

As such, it’s vital that organizations find a sales enablement platform that brings all essential tools into a unified, mobile view. 

Designed in collaboration with Apple, Bigtincan offers a device agnostic mobile sales enablement platform that meets all of the above criteria and beyond. Our platform provides a seamless experience between desktop and mobile and supports some of the world’s largest enterprises. 

True mobile sales enablement is powered by integration.

Bigtincan supports seamless integration with over 100 out-of-the-box business platforms accessible via mobile devices, so teams can build a mobile sales enablement ecosystem that meets their unique set of needs.

That means data from your CRM, marketing automation platform, sales engagement tools, and more come together to support strategic selling on the go.

Popular integrations include Salesforce, the Adobe Suite, and Marketo, along with a wide range of content repositories including DropBox, Box, Google Drive, and Microsoft OneDrive. Additionally, Bigtincan supports mobile device management software like Citrix and Airwatch to ensure that all of your sales enablement resources arrive directly to your sales reps’ phones or tablets. 

Altogether, that connected ecosystem means that sales, service, and marketing now have the big-picture view they need to drive better buyer experiences.