Smart Phones Equal Smart Selling

Jennifer Dennard, E-Media Marketing Specialist
June 5, 2010


Sales professionals realized long ago that a key component to establishing a relationship with a prospect, and then closing the deal is knowledge - a thorough understanding of who the prospect is and what their needs are, and most importantly, a thorough understanding of the product and how it will enhance that prospect's business.

The ability to access this knowledge anytime, anywhere via smart phone has become one of the most important sales tools in today's on-the-go world. As sales representatives travel to trade shows, conferences and even customer meetings just down the street, they know it is vital to remain connected.

A recent article for SellingPower.com, " Prospecting on the Go: New iPhone App Helps Road Warriors Sell More," illustrates the business potential mobile marketing platforms and their applications afford sales people, who so often conduct business out of their cars and in the cloud rather than at their desks.

"While laptops are better than cell phones for working on proposals and spreadsheets," writes Geoffrey James, "few sales professionals write while on the road. That's why ... vendors have worked hard to make their applications available on cell phones and smart phones. Now there are specific applications available that leverage cell phone platforms to help sales professionals sell."


Access to real-time market information via smart phone applications like the Billian's HealthDATA Portal, and Hoover's Near Here, mentioned in the article above, can boost the productivity of an on-the-road sales team. 

"Mobile access is a huge asset for sales reps when they are on the road or at trade shows," says Lisa Reichard, RN, Director of Business Development at Billian's HealthDATA. "Travel can be hectic. It's so much easier to access data from your iPhone or other hand-held device when you are on the go rather than pulling out your laptop. You can review the details of a particular healthcare facility and key contacts prior to meetings.

"It helps to have emails at your fingertips while traveling to stay ahead of the curve and to make last minute appointment updates," she adds.

Such empowerment in communication allows sales professionals to focus on sales goals and to sell more efficiently. Mobile access to online lead generation tools help sales professionals do what they do best - sell.