We all are experienced and professional enough to follow-up on our leads and client requests. However, with everyday travel, it is sometimes easier said than done. Although the Blackberry and Treo line of PDA's have greatly increased the sales executive's ability to access email and calendars on the move, they have done very little to assist with lead management and management management. Sure, some organizations have proactive inside sales reps who will take the time to cut/paste details of high quality leads into an email and shoot it to you, but without quick access to your CRM solution, you are somewhat limited in your ability to do anything more than place a quick call without a full background of info. More importantly, sales managers often get excuses from field reps who claim that they couldn't get their pipeline submissions emailed because they were "traveling".
Yesterday, I had the pleasure of viewing a demo of iEnterprises Mobile Edge for Blackberry product. This post isn't about pushing some software for a partner, my goal is to relay my experience with this revolutionary product that I confidently feel will increase the sales of any sales person in enterprise software. Unlike other mobile solutions that have mini browsers, this solution includes a small database of records based on the assigned user field. The solution can be easily extended to include new modules such as contracts or cases, so you can quickly reference a clients SLA agreement, support level, or open cases during the actual sales call.
I think that every sales executive remembers the first time they received a question in the middle of sales call that they couldn't answer on the spot. At some point in time all executives learn that they can't possibly know every answer, and they learn the skill of action item follow-up. Then, there was the first time you used your Blackberry during a meeting or during a break to ask an engineer a question and get a return answer while still at the meeting. At that point, you realized that wireless technology can reduce sales cycles.
In a similar way, Blackberry wireless apps like iEnterprises Mobile Edge can revolutionize your access to lead, opportunity, and support data. You will be better prepared before, during, and after sales meetings. More importantly, your team will begin to use your CRM solution during the sales process rather than using it as an afterthought on Friday afternoon updates.
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