A Home Field Advantage: Improve Overall Business Practices
A sales enablement app will help you keep your key players informed and well ‘equipped’ with a home-field advantage, even on-the-go, allowing your organization to provide a level of customer experience that brings home a victory. With digital content and mobile access, we’re bridging traditionally stagnant and difficult to access information with an easy-to-use, quick-to-consume, reliable mobile app that allows your marketing and sales groups to go beyond lead generation and focus on sales enablement to create a richer experience for consumer and business objectives.
With the right information readily accessible at the user’s fingertips, employees can reference up-to-date, on-brand corporate information, collateral, and marketing materials anytime, anywhere. Other touchpoints include:
- Accelerated training and onboarding programs that equip your team players with the right tools to make informed contributions to your organization’s overall success.
- Readily available and processed information that allows proper alignment of selling content for each stage of your selling cycle (prospecting, qualify, pitch, close, field communications etc).
- Empowering executives, global teams, partners, sales reps, marketing gurus etc., to become more effective sales people and mobilizing your digital initiatives for a ‘connected’ workforce.
- Instant feedback to help you assess and understand what’s working and what’s not working, so that you may take progressive actions to continue to drive your sales enablement program.
Case Study: Cisco IoE Software Platform and Services
In support of Cisco’s sales enablement program, we partnered with internal Cisco teams to create a microsite devoted to the education, nurturing, and selling of Cisco’s Internet of Everything Platform and Services offerings. The three critical stages of the microsite focused on the sales enablement programs initiatives to: 1) Educate users on ‘why’ the platform is beneficial to the customer and how to tap into new buyers, budgets and markets, 2) Create relevance and increase buyer adoption through customer facing presentations, and 3) Provide all marketing, collateral, and data sheets necessary to close deals.
With an intuitive UI and a repository of useful content, training tools, selling resources, training programs and so on, the Cisco Sales website is a scalable and untapped platform for continuing and fostering the IoE sales enablement program, it’s users, and Cisco’ customers.
Creating ‘Utility’ Players: Increase Efficacy for Salespeople
Versatile employees who can readily communicate the organization's core values add substantial benefits. Being knowledgeable about all facets of your sales enablement program creates a cross-functional, ‘utility’ player. Whether you’re onboarding new hires, providing ongoing resources for existing team members, or implementing iterative changes across the board, engaging content increases relatability, relativity, and retention.
Access to content on-the-go multiplies these facets ten-fold. By supporting representatives with informative, engaging, up-to-date content and training tools, they will have more successful engagement with your customers and increase sales productivity, positively impacting successful sales conversions. Representatives can convert leads and close opportunities faster when they are on top of their game, allowing them to deliver on-message information to the right prospects at the right time.
In order for a sales enablement program to thrive, sales groups must be able to align more strategically to the buyer journey and communicate with each touchpoint. By mobilizing your sales enablement initiatives, sales representatives can make the most of the tools that can qualify and quantify the buyer’s behavior. Access to powerful tools like video, white papers, data sheets, presentations, and product demonstrations, all in one-centralized hub is a helpful and critical asset for live and in-person conversations.
Case Study: Google CSI App
Google worked with Design Reactor to create a sales mobile app for their Americas Customer Solutions and Innovations program. The Google CSI app, gives internal users a simple and immersive experience to learn and engage with sales enablement materials such as news feeds, videos, and downloads.
The three primary touchpoints of the Google CSI app are to: Learn, Get Informed, and Sell. Complete with training, a mobile leadership program, videos, industry news, selling guidelines and goals, users actively participate and utilize the app on a daily basis as part of Google’s ongoing efforts to provide a good customer experience for their plethora of stakeholders.
Score! Elevate the Customer Experience
Research indicates that 53% of a customer’s opinion of your organization stems from before the close of sale, creating a vast playing space for enhancing the customer experience from the beginning of the relationship and onward before the final handshake is even made. Any effort your sales enablement program can do to make the path to purchase as clear as possible for your consumer will help your topline. A positive customer experience can lead to faster adoption rates, more likely renewal, and increased recommendations, essentially converting your customers from ‘buyer’ to ‘fan’.
With a streamlined sales enablement mobile app, you are prepping, encouraging and enabling your representatives to guide the customer through their buyer journey with informational and relative touchpoints along the way. The customer will be receiving consistent, cohesive, and real-time information from any player on your team which in the end creates fully-equipped ‘fann’ to become your brand champion and for you to build a great customer experience cycle through your sales enablement program. Up your organization's selling odds and win more often!