We’re just over a week into “Mobilegeddon,” the new age of mobile-friendly search powered by Google’s newest algorithm. Starting on April 21st, Google began to reward websites that are optimized for mobile devices, while penalizing those that aren’t, in its search rankings. While this had companies scrambling to check if their websites were safe from the wrath of Google, it seems like most webpages were ahead of the mobile-friendly game and nothing too crazy has happened yet in terms of search rankings. But Mobilegeddon was a necessary step for Google, as more and more people are accessing the web (and Google search specifically) on mobile devices than ever before. And it shows no sign of slowing down.
But this idea of mobile-friendliness is old news to B2B sales reps. Sales organizations that aren’t optimized for mobile have been coming in last for a while now, and many are quickly adapting to keep up. Sales reps that can access, create and present sales collateral and presentations on the go are more productive and successful overall.
Mobilegeddon only furthers the belief that sales organizations must become mobile-first entities. Being able to not only access, but edit and update (and ultimately present) sales collateral from mobile devices gives sales reps a competitive advantage: instead of going into meetings and presentations with stale, out-of-date content, reps know that they have what they need to have a relevant and powerful interaction with the prospect or client. What types of content should your organization focus on optimizing for mobile? The short answer is, well, all of it. But focusing on the items below will help enable your outside reps excel and overcome the sales Mobilegeddon:
- Demo deck: it is likely that your organization uses a variation of the same presentation for all sales demos. Giving your reps access to edit and customize the demo deck from their mobile phone or tablet will make them more productive on the road.
- CRM: being able to access and edit customer information in the CRM is essential for your sales reps. Many CRMs offer a mobile app, and it’s important to make sure your reps have this downloaded on their devices so they can easily and conveniently update data in the CRM.
- Battle cards: in order to prepare for prospect meetings, sales reps should be able to quickly refer to competitive differentiation information. This will help bring company selling points to the top of their minds and into the customer conversation.
- Training content: while all content should inevitably be available on mobile, training materials are always a valuable asset to be able to access at any time from any device. Even your veteran reps should be constantly learning, so having training content accessible will help them improve in the down-time of travel or waiting.
While Mobilegeddon may not have had as devastating of an effect on sales organizations as we may have anticipated, it brought up a valuable reminder that mobile optimization is necessary for a company’s sales reps. Revisiting your company’s mobile sales strategy and ensuring that the items above are available to your reps at any time on any device will increase their effectiveness and overall success.
