How Do You Push the Needle Forward on Transformational Mobility?

Life in the Fast Lane by Rodney Campbell | CC BY 2.0

Already a way of life for consumers—mobility is affecting the way businesses operate, enabling core business functions such as sales. From making customer interaction more dynamic and relevant to streamlining business processes, mobile selling solutions enable sales teams to reach new levels of revenue generation.

More and more organizations understand that thriving in today’s competitive landscape means getting behind the business case for mobile adoption. Perfecting the business case for a solid mobile strategy can be the difference between a successful sales transformation and one that falls flat. However, many organizations struggle when it comes to articulating the value of mobility internally.

How to Sell Mobility Internally

The way mobile selling solutions are “sold” internally has a significant impact on the organization, especially related to a sales team’s adoption and proper use of mobile selling tools to increase revenue generation. Therefore, it’s essential for both end users and key stakeholders to understand how mobility positively impacts their ability to contribute to the overall business.

Here are a couple of ways you can sell the benefits of mobility across your organization:

1. Identify a Mobile Transformer

In leading companies, there is often someone who becomes the driver for mobility. This person is known as the mobile transformer. Mobile transformers understand and embrace transformational approaches to sales enablement. They play a crucial role in driving mobile adoption because they are the ones who understand the value and successfully describe the approach to internal teams. A mobile transformer ignites the internal process and drives the success of the project, ultimately driving substantial value for the organization.

2. Focus on the Customer Experience

Customers want the sales journey to feel personal, so organizations are increasingly making customers’ needs their top priority. Mobile selling solutions enable more effective customer engagement achieved by developing a deeper understanding of their needs, and creating a memorable experience that properly addresses these needs.

Explaining the value to marketing is key to driving a mobile strategy. With a mobile solution, the marketing team has the ability to develop more tailored content, relevant to a variety of customers. Arming sales with what they need to make the most effective use of their client’s time adds real value to customer interactions.

The Power of Mobile Sales Enablement

When you invest in technology that enables smarter workflows, higher levels of productivity and more tailored customer experiences, you position your organization for success. Mobile sales enablement tools like Mediafly’s SalesKit improve access to information, eliminate much of the busywork associated with meeting preparation, provide the ability to create customized presentations directly from a mobile device, and much more.

How have you sold the value of mobility throughout your organization?

 

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.