Checkmate the Competition With Guided Selling Tools

“In Life, as in chess, forethought wins.” —Charles Buxton

Checkmate your competition with Guided Selling Tools

Buxton’s insight holds true for sales and the value of being prepared when you contact the prospect. Forethought wins. It sounds straightforward—until you consider the vast amounts of content available, the uniqueness of each prospect, the stage of the sales cycle, staying on message, and on, and on. It’s hard to think several moves ahead in the conversation but still stay on track in the moment.

To continue the chess theme, imagine for a moment that each piece on the chessboard represents a piece of unique content with a specific purpose. A lowly pawn, for example, can be just as useful as a queen if it is the right thing at the right moment. The bishop or the knight might represent a more compelling piece of content that would work for one prospect, but not for another.

The complexity of each selling situation, with its different players and positioning, makes it interesting and fun, but it also creates challenges—and the biggest challenge, as in chess, is to know which moves to make in a particular situation. Fortunately, in sales today, we are not alone staring at a chessboard, pondering the next move. Guided selling tools can intelligently recommend bursts of knowledge, sales aids, and prospect specific marketing materials at the right time.

Four Tips for Using Guided Selling Tools

Learn to master guided selling and create winning situations more often.

  1. Know your players’ weaknesses and identify where to improve. For example, do your sellers struggle to communicate value, understand personas, remember competitive advantages, or learn basic product knowledge? Do you find your team backed into a corner and exposed to a checkmate from a competitor? Selling tools help identify the situations where they get bogged down and can predict the right content to guide strategy.
  2. Track which pieces of content are consistently the most effective in particular situations. Just as in chess, where there are typically good counter-moves to specific gambits, data gleaned from your salespeople’s data usage can give you insights into what can help move prospects to the next stage.
  3. Be mobile ready. Make sure your content is available and formatted for tablets, phones, and laptops. From messaging and differentiation to discovery questions, empower your sellers to prep for every customer conversation with just a few clicks. Salespeople are on the move, and sales is a fast-paced game.
  4. Use a relevance engine that can prompt sellers with the right content at the right time in selling conversations. Sales enablement tools are so much more than just key word searches and canned talking points. They combine information from the CRM about the prospect to help guide salespeople to the next step in the conversation.

Having guided selling tools is like having a brilliant chess team on your side giving great advice for the next move. Sit back and take advantage for the win. Checkmate!

/by

MobilePaks CEO Chanin Ballance to Speak at the ATD 2016 International Conference & Exposition

ATD 2016 International Conference and Expo

November 19, 2015 – Portland, Ore. – Chanin Ballance, CEO of MobilePaks, has been invited to speak at the ATD 2016 International Conference and Exposition to be held May 22-25, 2016 in Denver, Colorado. She will be addressing the emerging topic of “Virtual Coaching Technology to Predict Perfect Training Moments for Your Sales People.”

The ATD 2016 International Conference and Exposition brings the training and development industry to life. Each aspect of the industry is covered for every level of practitioner, from CEO to specialist, from dean to student. More than 10,000 colleagues from around the globe will gather to share best practices and insights with world-renowned thought leaders, industry luminaries and professionals.

About ATD

The Association for Talent Development (ATD), formerly ASTD, is the world’s largest association dedicated to those who develop talent in organizations. These professionals help others achieve their full potential by improving their knowledge, skills, and abilities. ATD’s members come from more than 120 countries and work in public and private organizations in every industry sector. ATD supports the work of professionals locally in more than 125 chapters, international strategic partners, and global member networks.

About Chanin Ballance

Chanin Ballance is CEO of MobilePaks and brings years of technology, business management and marketing experience to this top sales enablement software solution provider. Chanin is a frequent speaker on the topics of learning, brain science, mobile engagement, and sales enablement solutions.

About MobilePaks

MobilePaks helps companies improve selling effectiveness and productivity with tools for developing and delivering sales content and support. Using an exclusive Retention Science-based approach, MobilePaks is the only system that helps organizations create content based on the way sellers learn, retain and apply information. Based in Portland, OR, MobilePaks can be found at www.veeloinc.wpstagecoach.com or @mobilepaks.

/by

Smart Selling Tools Demo Day will Feature MobilePaks on December 3, 2015

MobilePaks Guided Selling Demo - Smart Selling Tools Demo Day

Portland, Ore. – November 10, 2015 – Chanin Ballance, CEO of MobilePaks, will be participating in Smart Selling Tools’ Demo Day, December 3rd at 11am PST, speaking specifically about Guided Selling.

Every Thursday, hundreds of people log in to Smart Selling Tools’ webinar to see a vendor demonstrate their product. The Demo Day series is an easy, hassle-free way to quickly learn about sales and marketing tools that help sales leaders generate leads and grow revenue. You can register for the session here.

MobilePaks arms your sellers with content and training bursts predictively matched to prospect and buying cycle, giving them the just-in-time support they need to take their selling conversations to the next level. Develop and deliver short, engaging support material that’s easy to access, learn and use—on any device and in the CRM. Plus MobilePaks captures information on usage, feedback and competency so you can maximize content and training investment. Real-time, two-way feedback and behavior tracking give you insights on leading indicators of sales effectiveness, and which pieces of content help move prospects along the funnel and help close deals.

/by

On Mobile Sales Enablement: We’ve Got the Whole World In Our Handhelds

Mobile Sales Enablement with MobilePaks

MobilePaks CEO Chanin Ballance makes it into Sales and Marketing Management Magazine again, this time writing about the importance of mobile sales enablement in “We’ve Got the Whole World in Our Handhelds.”

A mobile device is a salesperson’s best friend, but before your salesperson gets overwhelmed and distracted by a million non-relevant items accessible on their mobile devices, there are ways to streamline and focus the world of information so that the most pertinent and relevant sales assets are prominent.

Sales enablement applications not only boost the power of your CRM, but are quickly becoming a requirement for managing and inspiring a successful sales force as they rely more heavily on mobile devices.

A significant advantage of using sales enablement applications is the ability to keep sales content, training and prospect information centrally located and managed for your entire team’s use. From the management perspective, the marketing campaigns and product content retain the original integrity and consistency for all salespeople through a variety of mobile devices.

To find out more about how mobile sales enablement can deliver exactly what your salespeople need, exactly when they need it, read the whole article here.

/by
,

How to Create a Post-Lead Content Marketing Strategy

How to Create a Post-Lead Content Marketing Strategy

Marketing Profs recently featured “How to Create a Post-Lead Content Marketing Strategy” by MobilePaks CEO Chanin Ballance.

Marketers should embrace the lead handoff as the beginning of a new phase that requires its own content strategy focused on supporting Sales as it attempts to convert leads into customers.

By implementing a post-lead strategy, you can positively influence sales conversations and business outcomes. Supporting the sales team after the handoff creates a shift: The sales organization, overall, becomes more effective and ultimately sells more products or services.

Read the whole article on Marketing Profs for more insights on how marketing departments can better support their sales teams post-lead handoff.

Interested in an even deeper dive? You can download our free guide on the topic, “How to Improve Lead Conversion with Better Sales Effectiveness.”

/by

MobilePaks Unveils Advancement in Tracking Links Between Marketing Content and Closed Sales

Portland, Ore. – October 28, 2015 – MobilePaks, an award-winning marketing and sales enablement technology leader, is advancing the sharing functionality of its flagship application so managers can better determine the link between sales content usage and actual revenue generated.

The unique features allow salespeople to share multiple sales and marking assets with a prospect, and track which pieces of content engage the prospect best. For example, to further engagement, a sales person can now send multiple files in one batch, such as case studies, data sheets and videos. Privacy can be controlled with viewing expiration dates, and sellers can see when prospects engage with the content, giving them an indication of interest and urgency. Tracking is automated in the CRM log (e.g., Salesforce or Microsoft Dynamics).

MobilePaks allows sellers to share multiple assests at once with prospects

Throughout the entire buying process, MobilePaks’ reports track content shared by sales reps, the particular sales stage, the sales stage at which they shared the content, and if the deal was ultimately won. Marketing teams gain valuable insights about content usage—including the most compelling assets shared by salespeople with prospects. Sellers can also provide ratings and feedback, which, in combination with the prospect engagement analytics, allow content managers to easily determine what is most persuasive, and what helps to close more sales faster.

All of this information feeds into MobilePaks’ machine learning algorithm, which captures the usage data to drive future content and training recommendations for sellers, helping to make them more efficient and, ultimately, more successful.

“By knowing what content is most compelling for driving deals, organizations can better evaluate relevant sales and marketing assets that sellers like and need more of,” says Chanin Ballance, CEO, MobilePaks. “The tracking abilities provide greater clarity on what works and what matters.”

Track content engagement and correlate with sales performance with MobilePaks

MobilePaks screen shot showing detailed tracking abilities on content usage and sales.

/by