Expert Interview Series: Matt Greener Of App Data Room About the Importance of Up-To-Date Information for Salespeople

A mobile sales app is good for so much more than just being a virtual shopping cart or receipt. It can also help your sales team be more prepared during the sales pitch, be more organized and be in constant contact.

Up-to-date information is important for salespeople for a wide variety of reasons, including the positive attitude that comes with confidence.

Matt Greener is the Director Of Marketing for App Data Room, a breakthrough platform that allows companies to customize mobile sales apps. We recently checked in with him about the importance of up-to-date information for salespeople. Here's what he had to say:

App Data Room believes that mobile technology can unite sales and marketing organizations toward common goals. What are some ways that mobile can accomplish this and why is it important?

Organizations can use technology to create a competitive advantage in the sales process, but only if sales and marketing teams get aligned with the same tech. When both aren't working together on technology and sales enablement, money is left on the table, and the organization is outclassed by competition with a more streamlined approach.

Real-time access to marketing information is a critical mobile sales investment that gives field sales reps the ability to access the right information at the right time within the sales process - keys to moving the process forward. I think it was Marketo that reported that when sales and marketing are aligned, a business is 67 percent better at closing leads, and there is a lot of research out there that reiterates the importance.

In The Buying Curve: How To Truly Master The Complete Sales Process by David Fitzgerland, the author says "Closing a sale is most definitely an attitude. Attitude makes the difference between writing a sale or not." How does a salesperson's attitude affect their closing?

Good salespeople are not going to immediately walk away just because a prospect says that they're not interested. Positivity and persistence pay off. Great salespeople understand that their job is to HELP prospects to achieve their goals, to be a trusted advisor and place the prospects needs before their own. This yields the benefits of reduced "buyers remorse," larger contracts and increased retention/renewal.

What influence can having up-to-date information have on a salesperson's attitude?

The confidence that what they say is accurate and true allows a salesperson to open up and be more attuned to the conversation, to present as the authority.

The salesman and motivational speaker Zig Ziglar once said "Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust." How can up-to-date information help a salesperson overcome some of these obstacles, such as trust?

Most people have sensitive BS meters that immediately alert them when a salesperson is stretching the truth or just simply doesn't know what they're talking about. That's worst case. It also looks bad when materials are outdated/obsolete. Correct and up-to-date information presented with a confident attitude helps to instill trust.

What are some cues from the customer/client's side of the equation that they are ready for a sale? Where can they find this information?

The buyer's journey typically starts when the customer realizes that they have a problem or opportunity. Once they've brainstormed, researched and understood different methods to solve the defined problem or opportunity, they are ready to make a decision to buy. Specific content is more relevant to customers at different times during the buyer's journey.

Ideally, the content and information that a customer or prospect encounters on a website and with a salesperson are versatile and complete enough to address these different stages.

What are some industries that specifically need up-to-date information, to be competitive?

I would argue that all industries need to stay up-to-date to be competitive. In some, such as the automotive industry that is always producing new products this is the baseline, the minimum to compete. In others that are traditionally slower to implement marketing strategies, the business that uses fresh, consistent, up-to-date content crushes the competition.

What are some particularly innovative ways that apps can be used to gather up-to-date information?

Consider that up-to-date information can also be defined as information about the current stage of a prospect in the buyers journey. Is the prospect ready to buy? Is the prospect still in research mode? An app that can help you answer these types of questions by surfacing usage and interaction data specific to the prospect is invaluable. When this data from the sales call is combined with other information such as the prospect's email and website activity with a company, it tells a complete story and can indicate when and what to communicate to said prospect.

To find out how up-to-date information can help your sales team, sign up for a free demo today!

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