Recently, we discussed the importance of creating a productive sales environment. In this blog, we’ll dive into some ways we can drive our day-to-day selling efficiencies.
Finding the time to bring in a steady flow of new deals sometimes seems impossible. We are bogged down with activities like preparing for meetings and following up with prospects—both of which are critical to our success. However, we know that the most successful sales reps are the ones who are always meeting with clients and prospects, providing value and solving problems.
Increasing sales productivity is one of the main ways we can maximize sales. Yet, there is never enough time in the day to manage all of the moving parts that come with selling. So we have to use our time more effectively, while reducing the time it takes to carry out tasks that take us away from our core role.
Being able to sell from anywhere—whether we’re in the office or on the road—is the first step. However, many sales reps lack the adequate functionality to carry out selling activities from smartphones and tablets, which can greatly hinder productivity.
Mobile selling solutions now play a vital role in enterprise sales productivity. At Mediafly, we see more companies willing to invest in this type of technology.
Here are three areas where Mediafly’s SalesKit helps increase our sales productivity:
Preparing for Sales Meetings
When we’re traveling, or even virtually transitioning, from meeting to meeting, we’re trying to focus on closing our next deal. Oftentimes, that means piecing together a presentation on the way to the airport and pulling in last minute details just as the clients logs into our call or walks into the room.
When content is stored in a multiple places, too much time is spent trying to find the most impactful material. More importantly, buyers are more savvy than ever before. Sales reps need to be ready to adapt to the flow of the meeting. We need to be able to answer questions and have the most relevant sales content as a backdrop. And we need the ability to configure our content on the fly.
SalesKit makes content accessible from any device: laptop, tablet, etc. We can build a tailored presentation with the touch of a button and present it within a fully branded mobile application. With both online and offline access to content, we can even accomplish tasks like putting the finishing touches on our presentation on the cab ride over to our meeting.
Conducting Sales Meetings
When we’re conducting a meeting, our number one goal is to keep our prospect engaged, add value at each step and move the sales process forward. However, it’s not always easy to keep a presentation on track when prospects throw out curveballs that we aren’t prepared to address.
Throughout the conversation, we uncover new information, so we need to be able to change direction and appropriately address a prospect’s needs. This can be a lot for a sales rep to handle, especially when you’re selling across multiple solutions, services, and industries.
With the right solution, navigating content is no longer an inconvenient, disjointed effort. SalesKit allows us to seamlessly switch between PowerPoint, videos, PDFs and more. We can capture notes and annotations for things we want to address post-meeting right from our presentation or take advantage presentation tools to further engage our audience.
Following Up on Sales Meetings
After the meeting, it’s time to follow-up and capture data from the meeting into our CRM. The majority of this time is spent searching for the right content to summarize key takeaways and address how we can solve newly uncovered pain points.
With SalesKit, we can accomplish both of these things seamlessly. We can share our presentation along with additional content right from the same device we presented on. Additionally, SalesKit’s CRM integration means we can go right to logging activity and imputing meeting notes immediately after we follow up with prospects.
Looking for ways to increase your sales efficiency?
Check out our ROI calculator to see how many hours solution like SalesKit can save you; resulting in more time spent engaging with clients and closing deals.
John Burns is the Director of Sales and Marketing at Mediafly, Inc and the author of Mediafly’s Sales Insight blog. Please have a look at some of the products and solutions John has had a hand in selling: SalesKit and ProReview.
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