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How to pay for a custom app project (3rd in a series of 3)

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Prove the productivity

A B2B sales team’s custom selling tool saved them 30-45 minutes per day per rep, making the ROI on their project just 18 days. Need proof that a mobile project will save time and drive sales? Plenty of data exists, but every situation is unique and so your app strategy will be too. Build mobile tools with tracking and analytics and soon you’ll know exactly how your technology investment is faring and what adjustments are needed to get even more out of it.

In a sales setting, one of the greatest opportunities for mobile technology is to increase the speed at which our salespeople can sell. Get started by shifting funds from antiquated methods and apply technology that accelerates the sales cycle while collecting proof that shows the investment is succeeding.

Have the data, haven’t a clue

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Too much data. Too many datapoints. We often collect it because we can, not because we should. Quantity does not mean quality when trying to figure out why and when a customer will buy. Capturing and handling data will keep an army of marketers busy, but how much of it is actionable?

We’re spending more and more time in front of our screens, connecting the (data) dots, following the trail of (data) breadcrumbs. So when we realize that we have the data, but haven’t got a clue, it’s time to take a trip or pick up the phone… to ask and listen.

Never empty-handed

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If you’ve spent any part of your career in B2B sales and marketing, you know that the most unsettling thing you can hear back from the field is…silence.

Tell us we’re spot on. Tell us we’re off base. Even if the news is bad, it’s progress…at least we have the obstacles in focus.

  • “We lost the bid? Take this short survey about what we can do better next time.”
  • “The decision is on hold because the ROI is not clear? Let’s apply this selection tool and calculate the exact benefit.”

Alternatively…

  • “You’re awarding us the project? Let me shoot a video of you explaining why.”
  • “You’re a repeat customer? Let’s quantify your actual savings to date.”

Mobile technology simplifies collection of feedback from the field and turns anecdotes into action. Provide tools to your sales team and they will never come back empty-handed again.