Mobile B2B Sales: A Practical Guide for Sales Reps

Mobile automation is the new standard for B2B sales

Mobile automation is the new standard for B2B sales

facebooktwittergoogle_plusredditpinterestlinkedinmail

The mobile sales app for B2B represents the new standard for growing small and mid-sized businesses. It may be the greatest thing to happen for manufacturing and wholesale distribution sales reps since the invention of the printing press. Few technologies for business have the far-reaching impact on the quality of your work and your company’s bottom line of a mobile sales app.

If your company has outside sales reps, or sells at trade shows, on a showroom floor, from special events or on-site with a customer, for you, the era of the printed product catalog, the paper order form, and the fax machine is over. The integrated smart phone and tablet era is now. xkzero has summarized some important considerations for you here.

Salespeople

The impact of having everything you need in your pocket

Off you go to your prospect meeting. Off you go to the trade show. Off you go for another day on the showroom floor. Off you go, back to your hotel room. Off you go, equipped with a product catalog printed 9 months ago, a price list printed 6 weeks ago. Hoping the fax machine doesn’t get jammed when you send in your order. Hoping that a customer service rep is ready when you call to find out the status of the inventory you’d like to sell.

The new standard for B2B selling is the smart phone. It’s replaced the fax, the printed materials, and antiquated processes that hold back a business today.

How you will benefit from a mobile sales app as a salesperson:

  • You’ll be better prepared with fingertip access to up-to-the-moment customer and inventory data.
  • Customers and prospects will sense your increased confidence.
  • You’ll have the chance to close larger deals.
  • You’ll be able to complete high transaction volume sales more quickly.
  • You might not ever be late for a meeting again.

The price of not doing anything

Over 90 percent of the mobile sales automation projects xkzero has implemented over the past several years have been for companies that previously relied on the tools and processes of yesterday—printed product catalogs, paper order forms, and fax machines. For many of these businesses, sales reps had to call customer service for the status of anything customer or inventory related. Representing the entire spectrum of manufacturing and wholesale distribution industries, they have one thing in common. Once they switch from paper and manual processes to an automated mobile solution—they don’t change back.

More practical guides – Mobile B2B Sales: A Practical Guide for Executives

Ready to talk about charting a mobile sales strategy for your business? Contact us at info@xkzero.com or call 847-416-2009.  Visit the xkzero website to learn more about our winning solutions.

facebooktwittergoogle_plusredditpinterestlinkedinmail

The Power of Surveys for Mobile Business

facebooktwittergoogle_plusredditpinterestlinkedinmail

You don’t know your customer nearly as well as you think you do. This fact that is costing you money.

A previous version of this article appears in
Bellwether, a magazine produced by Blytheco, in the Fall 2015 edition called “Who is Your CMO?”
http://issuu.com/bellwethermagazine/docs/bellwether-fall-2015

The great news is that if you empower your sales people with a bit of mobile technology, you’ll not only be able to create customer greater loyalty, but you’ll be able to generate more marketshare, too.

The answer to building these relationships can be found with the use of surveys combined with the unique capabilities of smart phones such as push notifications, alerts, photo enablement, and GPS.

We all know that the key to effective B2B marketing is creating relevant and informative content for your target customer. Think, though, do you really know what is pertinent to your customer? Sure, back when their business was a lead, you may have courted them with a lot of attention. Now that they have moved through the pipeline and became a customer, though, how much time and effort do you and your sales team dedicate to really learning about the company and understanding the customer’s ongoing behavior?

Winning new customers—especially in the B2B world—requires a significant investment. And losing hard won customer relationships is doubly expensive. It not only requires replacing lost customer revenue, but the loss means dealing with the potential fallout of your reputation, especially when a competitor takes your customers.

So where does that leave you? Many companies have data rich enterprise resource planning (ERP) or customer relationship management (CRM) systems brimming with information. By leveraging a modern survey application, tied into your back-end systems, your sales team can become the conduit to your company’s unbelievably high level of understanding of your customers and their behaviors. This allows you to stand out from the competitors in all new ways.

To maximize the impact of survey apps for mobile devices, here are some things to consider:

Create a profile of your ideal customer.

Your company’s sales reps should know how to identify the ideal customer. Does the customer participate in your promotions? Do they meet your branding standards? Are they cross selling and up selling your products? How does their behavior and performance compare to customers of a similar profile? (For instance, customers that are big box stores should only be compared to like businesses, and not to small distributors.)

Make sure sales reps understand desired behavior changes.

Once you’ve created a profile of the ideal customer, your sales reps should focus on specific target behaviors to try to modify to move each customer toward those goals. For example—Does the customer include your brand or offerings on their website and/or store window display?

Use a smart phone.

The smart phone is the ultimate business tool because it can do everything (including make phone calls) and at a low cost. Surveys as web apps can be effective too, but they lack the comprehensive capability of a mobile device. With a properly flexible survey app you can push customer-based surveys to your smart phones and unleash the power of characteristics like GPS, camera, alerts and so on.

A picture tells a thousand words.

A challenge in wholesale distribution is that even with a distributed or remote salesforce, executives have a limited ability to physically see or inspect customers, especially on a regular basis. A good survey app will allow for photo enablement—giving you eyes and ears on the street to ensure the environment your products are being sold into—and from—meet your quality standards. If the customer keeps your products stocked on the highest shelves, out of reach of the retail customer or the warehouse personnel responsible for picking orders, you could get overlooked.

You can remedy this neglect, though. Have your sales rep tour the store or warehouse, and attach a photo to a survey question about the physical accessibility of your goods.

Make surveys part of your culture.

To know your customer is to love your customer. We believe this wholeheartedly. Get buy-in from your sales reps about the kinds of questions you should ask. Then, make surveys a required part of the sales process. To be clear, this isn’t to say that all questions need to be asked of every customer on each encounter, but the right survey app will allow you to learn their requirements. If you make surveys part of your DNA. you can have the most informed sales team in your industry.

Provide your customer with the survey app, too.

It’s one thing to have your sales reps answer questions based on their own observations, but a great survey app with mobile and push notifications can provide a great means to gently coax information from your customers—and engender uncommon loyalty.

Surveys should be integrated with your ERP or CRM system.

Great surveys can be designed to capture any information you want—including non-financial or non-transactional data. With survey that’s integrated with back office systems, you’ll be able to generate meaningful reports that will show you the correlation between desired behaviors and sales results.

xkzero believes that the most successful sales people are confident, informed and equipped with the best technology.

Consider the power of surveys as you create your next marketing plan. What you learn might surprise you, and the increased profits and marketshare will have you making surveys new part of your business DNA.

Webinar: Mastering Direct Store Delivery for Food & Bev with Sage ERP X3

Deliver sales and profits

Deliver sales and profits

Mastering Direct Store Delivery for Food & Bev with Sage ERP X3

Join us for a free Webinar
Friday, March 20, 2015 at 11:00 am CDT.


Register now!
https://attendee.gotowebinar.com/register/7851484255973751298

The Direct Store Delivery (DSD) segment of the food and beverage market is full of great companies who are limited by unnecessarily inefficient processes. Potentially unseen bottlenecks like truck loading, driver scheduling, customer routing, and the inability to perform transactions on location–like deliveries, returns, returns, credits, exchanges and payments–can limit the growth of these otherwise innovative companies.

Learn how to win new food and beverage manufacturing and distribution deals with Sage ERP X3 and xkzero Mobile Commerce–a combination that turns these operational limitations into great competitive advantages.

Find out how to supercharge your food and beverage marketing campaign by integrating a market-defining solution to automate route sales, deliveries, inventory controls, mobile payment acceptance and more into your processes.

In this Webinar, you will learn about these key points:

  • How grocers value direct store delivery
  • How comprehensive in-store automation works
  • Benefits of DSD
  • Best-fit industries for DSD
  • Back-office ERP benefits

The event will also include a high-level overview of the ways xkzero Mobile Commerce would be used by both an administrator and a driver/sales rep, and include use-case examples of the unique intelligence gathering features of geo-coding, photo-enablement, and more.

Space is limited so we encourage you to register now.  ​https://attendee.gotowebinar.com/register/7851484255973751298

After registering, you will receive a confirmation email containing information about joining the webinar.

facebooktwittergoogle_plusredditpinterestlinkedinmail

About xkzero

xkzero is a Chicago-based software company dedicated to revolutionizing the way people work.   We believe that people perform best when they are confident, informed, and have a high level of trust in the tools they use. xkzero builds solutions designed for the best possible user experience, engineered in a flexible way to accommodate the needs of each individual and we adapt to the precise business rules that can vary industry by industry, company by company.

xkzero can help you discover a whole new dimension of selling, operations and business intelligence. We focus on the way your people interact with customers and suppliers, and interact with each other. We can help you change the way your business processes and reports business activity as it happens.

For more information about xkzero please contact us at info@xkzero.com or call 847-416-2009.

xkzero Mobile Commerce–Automated Sales and Direct Store Delivery

Chicago, IL (PRWEB) June 11, 2014

xkzero, a Chicago-based software developer, today released the general availability of its new mobile sales and delivery application, xkzero Mobile Commerce. Mobile Commerce is designed for companies with direct store delivery (DSD) type requirements, and automates vehicle loading and scheduling, route and driver/sales rep assignments, pre-sales, delivery, product exchanges, returns, truck transfers and payments.

Equip your drivers for success

Equip your drivers for success

Paul Ziliak, co-founder of xkzero made the announcement from the floor of the FMI Connect/Interbev 2014 tradeshow in Chicago, attended by approximately 15,000 food and beverage-related industry professionals, many of whom rely on the DSD that xkzero Mobile Commerce serves. DSD is especially relevant to manufacturers and distributors of bread and baked goods, fresh produce, carbonated beverages, energy drinks, milk, dairy and ice cream, salty snacks, beer, wine and spirits, and prepared foods.

“Other industries will need this technology, too. We expect to serve any company with a dispersed sales force—and especially those that deliver their own products. xkzero Mobile Commerce has the tools for best-in-class sales, delivery and customer service, and is instrumental to building brand loyalty. As a product that is already live with a large distribution and delivery company, we are already seeing the results–xkzero Mobile Commerce is a sales and profit generating machine,” said Ziliak.

xkzero Mobile Commerce is a native iOS (Apple iPhone and iPad) application which allows for offline processing. Technology highlights include signature capture, geo-coded transactions and the ability to print documents such as invoices and proof of delivery forms. Custom survey functionality is another standout feature built into xkzero Mobile Commerce. It enables companies to create their own forms to automate vehicle inspections, gather retail and competitive intelligence, and survey customers. Also, any survey question can include a photo with tags. Reports can then be run on survey data–including photo tags–to target any customer, competitor, or operational information desired.

xkzero Mobile Commerce was engineered to integrate with Sage ERP X3 and will support other Sage ERPs such as Sage 100 ERP and Sage 500 ERP. Ziliak said, “Everything about the design was built with the manufacturer and distributor in mind, including the ability to plug it in to any ERP or accounting system. Although xkzero is a certified Sage developer, our company can create solutions for other ERP markets, too.”

About xkzero
xkzero provides Mobile ERP leadership and supply chain optimization for small and mid-sized distribution and manufacturing companies. Specializing in Sage ERP X3, Sage 100 ERP and Sage 500 ERP, xkzero’s published apps include iSales 100, xkzero Transportation Management powered by Echo Global Logistics, GetX Universal Search for Sage 100 ERP and now xkzero Mobile Commerce. http://www.xkzero.com/MobileCommerce

facebooktwittergoogle_plusredditpinterestlinkedinmail

Sage ERP X3 Version 7—Any Browser, Any Device

facebooktwittergoogle_plusredditpinterestlinkedinmail

We know that you know that xkzero loves mobile technology and the transformative nature it can have for small and mid-sized businesses. You can imagine our excitement when we saw the latest from Sage at the Sage ERP X3 Mobile Conference in Lisbon, Portugal this past May (11-15).

Sage ERP X3 version 7 allows users to access their ERP from any browser, using any device. The keys to this flexibility are the (new) native HTML5 and responsive design. Many functions, dashboards and KPIs will be available out of the box, and Sage promises that customers can render virtually any kind of functionality for their iPhone, iPad, or Android or Windows Mobile device in under an hour. We can’t wait to get our hands on it.

Go where your business takes you

Go where your business takes you.

In Lisbon, at the conclusion of the inaugural demonstration of version 7, the end user customer audience bursted in a spontaneous and sustained standing ovation. We don’t see that kind of enthusiasm at a business conference every day!

Are you looking to grow your manufacturing or distribution business by improving your customer reach and improving the quality of your service?  (Of course you are! Otherwise, you wouldn’t still be reading!)

Contact us at info@xkzero.com or visit us at www.xkzero.com.  

 

 

 

How can I help my business with a mobile ERP sales app?

facebooktwittergoogle_plusredditpinterestlinkedinmail

Let us count the ways.

xkzero Mobility for Sage ERP X3 – available late 2013.

What Can A Sage Mobile App Do For My Business?

If you would like to learn more about xkzero Mobility, Sage Mobile Sales, or would like to share your mobile ideas with us, please contact us at info@xkzero.com.