It is a reality: mobile devices are no longer just a tool for communicating with our contacts. Now they are always with us, and with easy access to product information, e-commerce and more, mobile devices are the new shopping centres.

In the sector B2C (Business to Consumer), this revolution is already more than evident. And now, the facilities offered by mobile devices have come to B2B to stay. It is true that in B2B (Business to Business), sales processes are different, so we must bear in mind that the changes that are taking place and the strategies we must apply are also different.

5 strategies to optimise mobile sales

The sales team is a very important part of a company's activity, but for them to bring maximum value to the company, it is key that its employees spend more time out of the office than in it.

In this sense, and especially nowadays, it is key to ensure that the sales force has the right tools to carry out sales actions in the best possible way at any time and place.

That is why today we present 5 keys that will help you improve your sales strategy on mobile to secure more sales.

1. Clear and attractive content

Nowadays, visual and interactive content has become a major player in sales. In this sense, it is interesting for the sales team to work hand in hand with marketing, to create quality content that is effective for selling.

For example, for your mobile sales, ensure that your sales staff have quality images and clear, concise product descriptions.

And the range of content goes far beyond the digital catalogue: success stories, statistics, videos, presentations… Opt for a digital solution that gives salespeople easy access to all content and allows fluid communication with marketing.

In addition to being able to easily show the content, it is interesting for salespeople to be able to easily share it with the customer, so that it remains available to them after the sales visit.

2. Personalise the customer experience

A large part of sales success lies in the ability to build customer loyalty. In other words: it is better to make a customer than a sale.

To increase engagement, the key lies in personalising the experience.

A digital platform is a very useful tool when it comes to monitoring sales actions, so that salespeople know which content is best to show to each customer.

3. Unify sales channels

It is a common situation in many companies for customers to come into contact with the company through many different channels: in person, by phone, by email, in video calls…

Information management is now more important than ever, so a good strategy is to opt for a platform that unifies what happens across the different channels. That is, an omnichannel platform.

In your sales strategy, bear in mind that many B2B sales are hybrid. Opt for a tool that allows quality sales visits both in person and remotely and maintains effective unified tracking of customer activity.

4. Connect your catalogue to an ecommerce portal

At the same time, in the same way that an important part of the sales process takes place remotely, it is also increasingly common for B2B customers to purchase products on their own through e-commerce.

To boost these sales, you must make it easier for the customer to access an ecommerce portal. This ensures that your customers can buy products 24/7 from their own devices.

In this way, the salesperson can take on a consultative role, more adapted to today's reality. During sales visits, they have more time to focus on advising the customer and offering this personalised experience, beyond simply placing the order or carrying out the financial transaction.

Then it can be the customer who, on their own, reviews the products that best suit them and decides how and when to make the purchase.

5. Extract useful analytics

One of the main keys to mobile sales is data management.

If you have already decided to commit to the digitalisation of mobile sales, it is the ideal time to obtain useful information about your sales strategy.

A platform that facilitates mobile sales can help salespeople prepare the sales visit by facilitating the management of prior information. Furthermore, the collection of data during the sales visit is a great advantage for sales.

The extraction of success indicators allows you to study sales results and the fulfilment of objectives. With this information, you can know what you need to improve to increase sales.