The world of a modern salesperson has changed. Traditionally, a salesperson used to be the gateway to information about a company’s products. This is no longer the case.

With the use of Internet research, buyers have unlimited access to real-time information about a company, its products, competitors, customers, industry experts and influencers. Buyers are now doing their own “pre-sales” and are well informed of your solutions and services long before they ever raise their hand to engage a salesperson. In fact, because they’ve searched for online reviews, watched product demonstrations, read customer testimonials, and asked people in their social networks for their opinion, studies report buyers are often 60-75% of the way through their buying process before ever saying “hello” to a salesperson.

The reality is, salespeople today aren’t “selling.” Rather, they are INFLUENCING buyer’s decisions with information and insights they provide. In this environment, the major role a salesperson plays is cultivating and promoting customer and expert advocacy within the sales process. You may be able to look a customer in the eye and tell them you can deliver, but having a customer peer or external opinion vouch for you can make a much more compelling sell. And it’s right that cultivating customer advocacy should live within the sales organization: according to research from the Corporate Executive Board, 53% of a customer’s advocacy to your company is a result of their sales experience.

Btn-MobileTherefore when a buyer has engaged one of your salespeople, it is critical for your sales force to have access to voice-of-the-customer collateral wherever they are for doing both pre-call prep and influencing buyer opinions at crucial moments during meetings. A mobile sales enablement tool allows your sales department to be “plugged in” at any time, from any location to serve up those customer proof points – whether that be a customer video testimonial shared on your iPad, a customer quote sheet, or a case study you can immediately email to the buyer on the spot. Being able to leverage the third party validation from their peer (your customer) without skipping a beat in the conversation  not only makes your organization more effective in the selling process, but it also makes your salespeople more influential in swaying your buyer’s opinion to choose you.

RO Innovation mobile solutions for sales enablement can get your sales team get the information they need to influence buyers with customer insight. This gives them the competitive edge they need to engage customers at the perfect time using invaluable voice-of-the-customer collateral. For more information on proactive sales enablement, contact the experts at RO Innovation.

Nichole Auston
Nichole Auston is the Director of Marketing at RO Innovation. With a background in digital marketing and nearly a decade of experience managing marketing programs for a variety of SaaS companies, she’s passionate about sharing insights, best practices and stories about sales enablement and customer reference management, and the people and technology that power it.