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Why Sales Mobility Isn’t Just About Going Mobile

Donal Daly April 09, 2015 in Sales Effectiveness, Sales Mobility, Sales Performance Automation, Sales Enablement, Sales Planning

Back in 2012, I wrote about the proliferation of mobile devices and how this would impact on the way we work and sell. I was reminded about this when I was quoted in a recent article, The Top 10 Sales Tips for Small Businesses in 2015, by Alexa Schirtzinger on the Salesforce blog.

Three years on from my original article, recent studies show that 9 out of 10 full time employees in the US now use their personal mobile devices for work. They’re using them on the road, at sales calls, on sick leave, and to outflank the rush hour traffic. In fact, in an Acxiom Digital Impact Study, 36% of respondents claimed to check their email as soon as they wake up, and another 21% checked it before breakfast.

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Salesforce Sales Leadership Forum: 3 Key Takeaways

Donal Daly December 04, 2014 in Leadership, Sales Mobility, Sales Process

Salesforce is the world’s largest cloud company, and many businesses around the world run their businesses on one, or a combination, of their solutions. So it would seem logical that Salesforce could provide a focal point for companies to exchange business ideas and best practices. I participated in an event recently that was designed by Salesforce to be just such a forum for Sales Leaders.

The stated objective of the event (part of a broader program) was to provide an opportunity for Salesforce customers to hear from trusted sales thought-leaders on the changing trends in sales, share best practices and innovations with their peers in the sales leadership community, and of course network.

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5 Key Dreamforce Sessions and 3 Tips

Donal Daly September 29, 2014 in Account Management, Coaching, Sales Mobility, Technology, Sales Process

There is a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions. It is not possible to cover everything, so you need to be judicious in your selections.

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Social Trust - the Core of the Social Universe

Donal Daly May 16, 2012 in Sales Mobility, social media, Technology

[This is the fourth in a series on 6 Factors that are transforming B2B Sales in 2012. This factor deals with Social - and I have broken that down into four separate posts. This is the second of the posts on Social.]

Social Trust

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If mobile is the needle - social is the thread

Donal Daly May 14, 2012 in Innovation, Sales Mobility, social media

[This is the third in a series on 6 Factors that are transforming B2B Sales in 2012. This factor deals with Social - and I have broken that down into four separate posts that will be published over the coming week.]

If Mobile is the needle, then Social is the thread.

Mobile makes information accessible anytime, anywhere, and can make information location sensitive. But Social weaves all of the information together, and we each get to create our own tapestry – being curators of information from multiple and varied sources, engaging and allowing us to shape, create, and co-create information in our own voice, and, amplify the voices of others – all in a global community.

Remember, it is not that long ago that we were all chained to the desk locked down by the desktop computer. In 2000, wireless networking did not exist, and social network sites had yet to emerge. For most people, information on the Internet was consumed, but not created.

Now as a new tapestry emerges, we get the opportunity to color our own patterns. The confluence of mobile and social has changed the dynamics of time, location and information. As we each move our own needle, we get the opportunity to weave personal and participatory shades with an immediate and synchronous rhythm.

And the rhythm is being amplified, causing waves that are being felt everywhere. Becoming increasingly social through their mobile devices, 24% of US adults look to the advice of their online virtual peers as they shop in the offline world, checking out product reviews on the Internet before they make a physical purchase. More than one in five post photos and videos from their phones and about a third engage in social network sites as they roam.

Social networks are the ties that bind us, and irrespective of race, income, or gender, two-thirds of us now use social networks, primarily to reach or communicate with friends, current and re-discovered, and stay in touch with family.

These behavioral developments started in the consumer world, but quickly transitioned to the business world. Remember, not all consumers are B2B buyers, but all B2B buyers are consumers. All business people – including both sellers and buyers – are consumers, and the lessons they learn in ‘consumer-land’ shape their thinking and expectations in ‘business-land’.

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Carpe Tabulam - Seize the Tablet: The mobile sales force

Donal Daly April 23, 2012 in Coaching, Background, Innovation, Leadership, Sales Mobility, Learning, Training, Technology, Velocity

[This is the second in a series on 6 Factors that are transforming B2B Sales in 2012.]

The inexorable rise of mobile device ownership is one of the most significant changes in the business landscape that any of us has witnessed in our lifetimes. In most developed economies in the world, practically everyone has a cell phone, an increasing number of which are smartphones, and the rapid growth of tablet ownership, pioneered by Apple’s iPad, is the fastest market penetration of any device we have ever seen.

The Mobile Landscape

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Exactly How Mobile Is Your Sales Force?

Paul Dilger April 18, 2012 in tablet, Sales Mobility, ipad, Technology, mobile

Time is precious, and the sales person’s time is incredibly precious, both to them and to the sales organization looking to maximize the performance of their key quota-bearers. Since so much of a sales person’s time is spent moving between A and B and back again, does it make sense to equip them with the tools to connect to their stakeholders to the greatest extent possible?

As with many important strategic decisions, though, it becomes a question of degree. To what degree should we enable our sales people to be on the grid when they’re mobile? Where on the spectrum of mobile phone (low mobility) through to complete mobile replication of their office situation (high mobility) makes most sense for our business and our budgeted investment?

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