We talked with Seth Patton, Senior Director of Marketing at Microsoft Dynamics CRM, for an article published last week in our Sales Management Digest. Patton speaks frequently to sales leaders at industry events like the Sales 2.0 Conference. Here’s what he said about the need for today’s sales teams to be quick and mobile.
“It’s not good enough to say, ‘Hey, I’ll wait until I get back to the office to get or share the latest information,'” says Patton. “CRM applications on mobile devices are becoming indispensable selling tools. Five minutes before going into an appointment, reps need real-time information about what’s happening with prospects. I need to know what conversations are going on about those prospects. And I need additional market data and news feeds. Did the prospect recently go through an acquisition? Is there an existing service issue with this customer that you might not know about? You can get that kind of real-time information on your mobile device.”
READ MORE: Four Characteristics of Dynamic Sales Teams