Unleash the power of the cloud: Maximising salesforce mobility

25 November 2014 | Benjamin Von Seeger

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Benjamin Von Seeger

Blog Author | BVS Consulting; CEO and President


Wholesale telecoms providers with small to medium-sized business (SMB) customers have a big opportunity to grow their sales exponentially utilising today’s mobile cloud solutions. Specifically, these smaller businesses, characterised by field teams who rely on door-to-door selling tactics, are now seeking cutting-edge ways to utilise their mobile devices to establish meaningful connections with customers and better influence purchasing decisions.

Wholesale telecoms providers with small to medium-sized business (SMB) customers have a big opportunity to grow their sales exponentially utilising today’s mobile cloud solutions. Specifically, these smaller businesses, characterised by field teams who rely on door-to-door selling tactics, are now seeking cutting-edge ways to utilise their mobile devices to establish meaningful connections with customers and better influence purchasing decisions.

With customised, cloud-driven, white-label solutions, wholesale providers can benefit from the following to help improve sales:

•     Greater visibility into the sales process for sales teams and the head office: Now, many SMBs do not have full transparency into the interactions between their sales reps and customers. A cloud-based mobile solution can provide them with greater visibility into interactions by transmitting quality engagement metrics directly from the field back to the head office. Armed with these analytics, management can then evaluate interactions to obtain a clearer picture of the customers’ interest levels and if necessary, optimise the ways in which their sales teams engage with customers during the sales and purchasing processes. This visibility also enables management to measure the effectiveness of the sales reps themselves.

•     Access to optimised content in real time: Many companies equip their sales force with tools like DVDs and printed materials to facilitate the prospecting phase. Aside from being bulky and difficult to transport, these materials – in most instances – provide customers with outdated and inaccurate information. Using the cloud, businesses can provide their field teams with the most current and relevant information in real time. For example, when a promotion becomes immediately available, or if prices change, this information can be updated in real time.

•     Appealing end-user experience: Sales teams want to leverage the latest technology innovations when selling and not have to rely on outdated technologies. The cloud facilitates an appealing end-user experience by enabling field teams to use mobile platforms like smartphones and tablets, providing them with a more efficient mechanism and approach to conduct professional presentations.

•     Better customer response tracking: In the past, sales teams relied on intuition, verbal and nonverbal cues to try to accurately gauge customer interest levels following pitches. Today, the cloud has evolved and helps to streamline this process as information is shared and tracked in a timely manner. Moreover, the cloud platform makes it easier to process orders quickly as transactions are recorded and transmitted in real time. Customers’ confidence and trust is enhanced when salespeople can process an order at the touch of a button.

•     Customised presentations: Cloud-driven platform solutions enable companies to create customised presentations and immediately make them available to the sales teams upon request. With the cloud platform, presentations can be customised using specific data generated by each customer – instead of using generic, canned presentations.

•     Easier consultant enrolment: Consultants need to connect with all members of the sales team in order to be effective. Using the cloud platform, they can connect with all necessary parties, from field teams to dispatchers, and all the way up to management. The cloud-driven mobile solution platform undoubtedly helps ensure faster communication and quicker feedback from them, so that their services can be utilised in the most effective manner possible.

Wholesale telecoms providers who recognise the benefits of cloud platforms and apply them to their business models unequivocally stand a much better chance of differentiating themselves in today’s competitive global market, while providing online state-of-the-art solutions. Likewise, successful developers of mobile cloud-driven white label cloud platform solutions will be those that leverage the expertise and guidance of business partners specialising in the wholesale space to bring their solutions to market and get them in front of major wholesale players.

Does your business have access to customer-facing cloud platform solutions it needs to stay competitive? As a developer of these solutions, do you leverage the expertise of forward-thinking partners to introduce your cutting-edge technology designed to increase sales and generate a constant revenue stream?