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Category: Sales Optimization

Secrets to building a good sales pitch
December 20, 2023

The secrets to building a good sales pitch?

By Aurélien De Joffrey

In ,

What is a good sales pitch? An effective sales pitch responds to the buyer's needs and creates a desire to buy the product/service being marketed. In order to [...]

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How to modernize the customer appointment experience with Sales Enablement
October 30, 2023

How to modernize the customer experience with Sales Enablement?

By Aurélien De Joffrey

In ,

The customer experience plays a key role in sales effectiveness, and is all the more decisive as the time spent by the buyer with the sales rep is now increasingly [...].

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How can we stimulate and accelerate the quality of field feedback from sales reps
October 20, 2023

How can we stimulate and improve the quality of field feedback from sales reps ?

By Aurélien De Joffrey

In ,

What is field feedback? Field feedback refers to the process by which sales teams share information and observations from the field with sales management and top management.

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September 14, 2023

Is your sales strategy effective? How it works

By Aurélien De Joffrey

In ,

How to define your sales strategy? A sales strategy consists in defining and implementing sales and marketing actions to achieve the objectives defined by a company's management.

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Sales support tools : For whom and why?
May 4, 2023

Sales support tools : For whom and why?

By Aurélien De Joffrey

In ,

In today's fast-paced and highly competitive sales landscape, having a powerful sales enablement tool is no longer a luxury, but a necessity for [...]

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December 22, 2022

The Sales Enablement Manager to improve the overall performance of your sales team

By Aurélien De Joffrey

In ,

Sales Enablement is a growing discipline. While the function is fully embodied in the U.S. and U.K., it is beginning to catch up and gain momentum [...]

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Aligning Sales & Marketing
October 4, 2022

Why align sales & marketing in 2023?

By Aurélien De Joffrey

In ,

Réussir son alignement vente & marketing est une étape clé pour ceux qui souhaitent améliorer leurs performances commerciales. Si les bonnes intentions sont là, la réalité du terrain est bien souvent […]

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Drive vs Sales Enablement
September 19, 2022

Sales Enablement VS Drive: improve your sales performance

By Aurélien De Joffrey

In , ,

The digital transformation has profoundly changed companies. It has been accompanied by the creation of digital tools that have revolutionized communication, collaboration, sharing and content management. [...]

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integrate sales enablement into your CRM
August 9, 2022

Couple your CRM with a Sales Enablement solution

By Aurélien De Joffrey

In , ,

The value of a CRM depends mainly on the quality of the data that feeds it. Discover in this article what are its limits and how a Sales Enablement solution [...]

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application sales apps home page
February 29, 2020

Sales Enablement: Which solutions to choose and why? Zolux Case Study

By Frédéric Poulet

In , , ,

What is Sales Enablement? Sales Enablement is a strategic, cross-functional approach designed to increase an organization's sales and productivity results by providing content that is relevant and relevant to the business.

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April 25, 2018

The questions a product manager should always ask his or her sales reps

By François Dumont

In

Between the urgent and unfounded requests, and those that are fundamental, yet set aside, the work of marketing is under constant pressure. The product manager [...]

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led wall
March 20, 2018

How to use big data to sell

By François Dumont

In

The rise of Big Data has had a huge impact on marketing activities, especially in the online retail environment. However, underestimating its impact [...]

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The rise of Big Data has had a considerable impact on marketing activities, particularly in online sales. However, it would be a mistake to underestimate its impact on the B2B sales approach. Indeed, building a discourse and adapting one's behavioral approach according to the data available to sales reps is an important differentiating asset. This is one of the advantages of Mobile Sales Enablement.





Thanks to Big Data, the extraction and analysis of customer data allows for the evolution and optimization of sales paths and sales pitches in order to better target customer expectations and needs.





Think big data is too technical or complex to impact your sales force?





Do you think that big data is too distant from your field and operational issues?





Let us show you otherwise!










Use the data to propose concrete solutions





Before the advent of Mobile Sales Enablement, when a salesperson went to the customer, he or she used brochures, catalogs and could project a PowerPoint presentation. By the very nature of these tools, it was impossible to know what worked and what didn't.





How do you measure customer journeys and their thought processes? How do you know which tools, pages or links work better than others? And most importantly, why?





The analysis of data in the use of the tablet with Mobile Sales Enablement has opened a new path: that of performance. Big data makes it possible to measure in real time the effectiveness and impact of what is presented to customers.





Does one product page consistently perform better than others? A presentation is used more? A video is systematically presented? All of these indicators contribute to knowing what is mastered by the sales teams . This is a good practice for making the necessary corrections, but also for developing the tool and redirecting training plans accordingly.





This approach also reveals which products are popular and which are less so. This is a way of questioning the presentation format on the tablet, if necessary, as it may also mean that the product is poorly promoted in the application. This good practice is part of a process of continuous improvement and optimization of sales reps tools.





With a detailed analysis of the user's journey with customers, it is as if the entire marketing and sales departments were invited to sales meetings to carry out a live quality test. This feedback is essential for proposing concrete and adapted solutions for the use of the tablet in the sales process.





How many sales tools do you know of that you can measure the effectiveness and ROI of in real time?





Observe and optimize the work of your sales reps





Thanks to advanced analytics, it's easy to check how a mobile sales application is being used, which tools are being used most or least, and what results sales reps are being obtained.





But that's not all.





From the back office, data control also allows you to push sales optimization to the maximum, by working on strategic levers. Presentation documents, tree structures, the construction of logical links in the document base and sales pitches can thus be measured precisely and, above all, enriched and updated immediately. In the field, each salesperson receives a notification of an update, whether in terms of content or form, and can thus take advantage of the opportunity to put these carefully optimized innovations into practice.





In the same way that a data manager monitors and optimizes the efficiency of a website, the marketing department can do the same with a sales application, to make micro-adjustments in order to have an evolving and always more efficient application. A way to provide the best working tool and measure its impact in real time on new sales.





Big data is a very important lever in the optimization of business practices. It represents both a time saving in data processing to improve reliability and information sharing, but also a way to make reporting more relevant and qualitative. These are essential qualities for key data, when you know that they have a direct impact on strategic, commercial and marketing decisions.





By sharing, analyzing and using data in a meaningful way, a good Mobile Sales Enablement application allows you to track the use of content at all stages of the sales tunnel. This is an important added value in addition to the value of collaborative work when sharing and creating presentation documents.





A virtuous circle that concentrates all the advantages of new digital uses, fed with big data to adapt its sales approach, to better serve its customers and develop its commercial portfolio.





If you liked this article, I invite you to download our white paper: "All about Mobile Sales Enablement" and to contact us.


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