Mobile Sales Enablement from a user perspective

Mobile Sales Enablement from a user perspective

A constantly recurring mantra at Yooba is to always focus on our end users – the sales reps. We say (and mean it) that we should always back-up the sales rep; we develop features that streamline sales processes from several perspectives. But ultimately, we also need to make it easy. Easy is fun and engaging. Sirius Decisions highlights the relationship between usability and utilization when it comes to new sales technology. And it confirms our theory that we have been following for a long time – that if we don’t listen to the sales people, we make it harder to reach the potential success as technology is not used to its full potential. Concretely, we have designed within our own processes a regular dialog with the sales people to get a complete understanding of their real problems before we start sketching on the version, including many ‘reality checks’ during the pilot to anchor the design and functionality, and to finally ensure that the project as a whole is useful and meets all the requirements. If the project is not used, unfortunately, half is lost. For all involved...
Tablets, hybrid PC’s and what’s next? How does this affect interaction?

Tablets, hybrid PC’s and what’s next? How does this affect interaction?

We operate in a technical, fast changing world. We’re already facing the next challenge – to define the different types of interactive devices introduced to the market. Tablets, ‘touch PC’, ‘hybrid laptops’ are just the beginning. But, at the same time, literally, just words. Regardless of the hardware’s character or name, it is its touch and interactive capabilities which provide the means to enhance the experience – to support the communication between two people. The modern concept of interaction can be traced back to the web and the gaming world where interaction is based between man and ‘PC’. Today this is possible to apply to most things and where UX and related design is a bit of buzz-words. ‘Gamification’, anyone? Interaction may obviously also consist of people – two people communicating with each other. Traditionally, business applications have also contained a certain amount of interactivity, but in a more restrained manner. This is a different challenge that we’re facing; how ‘business applications’ – in our case a smart presentation on a tablet, can respond to and support communication between two people. As most of the stuff we do, this is not rocket science. But it certainly requires new ways of thinking. It also requires simplicity; we try to break old habits of linear, non-interactive presentations. But our customers are willing to change as the benefits are clear. We confirm over and over again that sales reps have problems with accessing relevant materials in sales meetings and to support a dialog with customers. The reason why the interaction and access to key content is much more important is because different...
Technology vs. Vision

Technology vs. Vision

Within system development, there are always trends that indicate HOW to structure the development to deliver quality software according to the requirements set and within the promised time frame. At the moment, it seems that most agree that Agile methods, and especially SCRUM, are in favor and also influenced by Lean Software Development. At Yooba, we strive to do all the things that you “should” do, and we believe we are good at what we do. At the same time, I strongly believe that the most important aspect for a successful development process is that all members of the team (whether Agile or not) share a vision of what the end goal is. This is described very well in this article. We believe that a good combination of personality types promote good software development (this is also true for any organization). Examples of some personality types that different people need to have are: Visionary – A visionary is needed who can predict the future and to some extent create the future. Strategist – When there is a clear vision, strategies are required to achieve the objectives. Tactic – Someone must be able to define and own the processes used to develop the software, could be SCRUM. UX – The user interface is what the customers experiences – it must be neat, simple and functional. Technical detail specialist – Often a programmer with a passion for programming. There are of course many more types than listed above, but these are enough to illustrate the point of this article. A continuing problem at Yooba (which I also experienced at previous companies...
KPIs for a mobile strategy: From transactions to solutions, to value creation

KPIs for a mobile strategy: From transactions to solutions, to value creation

In many cases within the B2B sales environment, it is difficult to grab and learn all the new information about product developments, new service agreements and more. If this information is not made available to help the sales people educate and develop themselves and their skills, then they tend to focus on selling only products and services they feel comfortable with. The opposite of this is the sales person who is empowered with new information and dares to take on the buyers’ challenges of finding solutions that are strategically important to them.   With the right solution and the right content always available on the tablet, companies ensure that the sales team will be in the best possible position to become a relevant ‘partner’ in the customer’s value creation process. It builds long-term relationships and increases ‘Customer Lifetime Value’. Measuring: What is your ‘churn rate’? Your churn rate is the amount of customers or subscribers who cut ties with your service or company during a given time period. This rate can be dramatically lowered by continuously creating value and delivering relevant solutions. Tracking your churn rate is tantamount to success. It’s almost always cheaper and easier to retain customers than it is to go through the process of acquiring new ones. Monitoring churn is the first step in understanding how good you are at retaining customers and identifying what actions might result in a higher retention rate....
KPIs for a mobile strategy: Conversion rate

KPIs for a mobile strategy: Conversion rate

Lead-to-customer conversion is defined by the number of leads that become paying customers. Having the ability to measure and see what content – campaigns, product categories, products, etc. – that convert, you can increase the sales effectiveness. Content and strategies can be revised and refined if necessary, and most importantly, these changes can be automatically distributed directly to the field sales team. This provides unprecedented opportunities to influence the sales outcome of the current quarter.   Measuring: Measure the conversation rate over a specific time period. How many deals are closed over that time period relative to the number of leads, compared to another period? This can also be applied to individual product categories or campaigns....
KPIs for a mobile strategy: Content creation

KPIs for a mobile strategy: Content creation

Content such as white papers, videos, case studies, presentations, product sheets and more are important assets for moving leads and customers through your marketing and sales processes. However, the production of these assets is often resource intensive and often lack clear and common goals to assist the sales and marketing departments. With a platform to reuse and repurpose existing marketing materials for distribution to tablets, you will have a powerful solution to incorporate the investments you have already made (in terms of content creation). The right platform also performs analytics from each tablet user on consumption rates, which in turn provides a basis for improvements of the content. By using already existing content you reduce overall customer acquisition costs.   Measuring: Do your sales people create their own sales presentations? How much time do they spend doing that? A central platform for creating and distributing sales materials to your sales teams provides them with more available sales time for customers and prospects.  In the end, this likely means higher revenues per sales...

Four practical steps to make your sales force more mobile and successful

Are you thinking of streamlining your sales team with tablets? We have defined four steps when planning your mobile sales strategy to maximize the return on your investment (lower costs and higher revenues).      4-Steps-To-Mobile-Sales-Enablement 1. Try to take a holistic approach to define your goals. In other words; think beyond the hardware. With the right tools, most of your existing sales materials can be repurposed, repackaged and efficiently distributed to tablets. How is your CRM system or other business intelligence used by the sales people; what can be integrated with a tablet to streamline the process? 2. How do you work with your content today? Can content such as videos, catalogs, PDFs, etc. be adapted to cover the sales people’s needs? Creating content is very resource intensive and most often, the sales materials are not used by the sales people. To truly succeed requires a dedicated strategy to continually improve your content to support the sales team, the buyers and each sales opportunity. 3. Find holes to fill; identify how you can support the sales team and help them to increase their productivity. Try to find some KPIs to measure and optimize sales effectiveness. In addition, many sales and product training programs can be streamlined and made more effective using tablets. 4. In this step, it is usually best to think from ‘bottom up’; a more simplistic approach to get started with a pilot project. It’s more about ‘Proof and Concept’ than a fully developed technical or strategic solution. Identify early success factors, find a methodology to work with your content and the sales team’s needs. A smaller...

A Meeting Performance Platform

Yooba Sales Meeting Performance provides strategic and functional sales technology designed to increase productivity and sales results. By providing interactive content, training, and analytics for sales reps and frontline managers, Yooba powers client-facing meetings with an unprecedented advantage.


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