airplane mobile device-croppedIt’s no secret that the use of mobile devices – from smartphones to tablets – has skyrocketed in recent years. People are becoming more dependent on their mobile devices for everything, from keeping in touch with loved ones to staying on top of business activities. Even airlines have updated their signage to reflect the significance mobile plays in our lives!

Overall, global mobile data traffic increased by a staggering 70% in 2012 according to Cisco – and that’s just the beginning. This same study showed smartphone usage alone grew 81% in 2012, and the amount of American adults who own a cell phone has reached 87%, according to Pew Research Center. This explosive societal migration to digital devices opens up myriad opportunities in many industries to reach a broader audience than ever.

Mobile’s Impact on Business

The mobile infiltration is having a definitively positive impact on salespeople. Mobile is helping sales be more effective and efficient as it provides immediate access to marketing and sales assets such as customer reference collateral and sales sheets to influence prospect conversations as they happen and push opportunities further down the pipeline faster.

Major corporations are getting on board with mobile: according to, 65% of Fortune 100 companies are either deploying or testing the use of iPads in their business, and 80% of Fortune 500 companies are doing the same.

Top firms are utilizing mobile in creative and efficient ways:

  • Enabling synchronization of calendars, contacts, events and/or tasks
  • Remotely viewing and modifying key CRM sales information such as accounts, contacts, leads, opportunities, and forecasts
  • Accessing and presenting sales & marketing collateral during in-person sales calls and events
  • Tracking prospect behavior and knowing when and how to follow up via mobile device alerts

Mobile’s Effectiveness & Sales Enablement

Just how effective is mobile integration for sales enablement? According to an Aberdeen study, best-in-class companies say that providing access to sales collateral and other key data sources – at any time and from any location – was critical to supporting their field sales activities. Prospecting, proposing, closing and delivering business value to customers without a concern for physical location limitations gave salespeople more of an edge than ever. The results: 76% of mobile-enabled firms reported attaining their team sales quota, while just 53% of companies without a sales mobility strategy reported attaining theirs. A Fortune Global 500 company, Philips Healthcare has successfully used mobile for their own business development by leveraging customer video testimonials from their sales enablement iPad app to influence prospect conversations. [Read more of the story here.] As an industry leader, they recognize that testimonials matter – in fact, according to BrightTalk, 94% of companies say customer stories are the most compelling and effective content with prospects, and the American Marketing Association found that prospects influenced by peer recommendations are 2.5x more responsive.

Of course, not every company will adopt  mobile sales enablement strategies; but there are plenty of reasons to do so in order to stay ahead. Whether you’re expanding into new geographic regions or responding to economic pressures and limitations, keep in mind that mobile is the direction business is headed. Don’t underestimate your competition – even if you don’t want to adapt to new technologies, you do want to stay a step ahead of your competitors.

Make mobile a part of your sales enablement game plan sooner rather than later. RO|Mobile is designed for busy salespeople, providing constant, on-the-go access to vital information that will help your sales team close that deal. RO Innovation’s mobile app allows customizable content than can be accessed via iPad or other tablet device for easy sharing with prospects. Ready to find out how you can increase your sales team’s efficiency? Call RO Innovation today.

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.