Bonne nouvelle, les grandes entreprises ont non seulement compris que proposer des applications à leurs clients et prospects, ne peut qu’accélérer les cycles de vente, mais elles ont aussi décidé de se lancer en 2015 dans les développements nécessaires.

Mobile tools are shortening the sales cycle for big companies

Deploying mobile apps is one of the top ways companies will increase their use of sales-related technology, says a new report from Adobe Systems.

The top three ways large businesses plan to increase their use of sales support technologies in the next 12 months are training sales staff, creating mobile apps and identifying leads. Mobile apps are expected to be the top investment for enterprise-level businesses (with 500 or more employees) in the United States, the United Kingdom and Germany. The web is the top investment priority among larger companies in France.

These findings are from a September report from Adobe Systems Inc., a provider of online graphics and marketing technology, titled “Closing the deal: The State of Sales Enablement.” Adobe surveyed 1,050 sales and marketing executives in large businesses in the U.S., U.K., France and Germany.

An average of 89% of respondents from all four countries said their companies are on the right track regarding a strategy to train sales representatives to provide better sales-generating service to customers, but less than 30% of those companies are implementing new sales technologies, the survey found.

That number is expected to grow in the next 12 months, particularly in terms of mobile technology designed to help sales rep better serve customers. That’s because mobile tools are “fundamentally changing the nature of enterprise sales, according to the majority of respondents in the U.S. (84%), U.K. (86%), Germany (76%) and France (66%); mobile tools are believed to shorten the sales cycle, say nearly 80% of sales and marketing managers surveyed, the report says.

U.S.-based respondents say the top technologies that can increase sales productivity are data and analytics (89%), app-based applications (84%) and customer relationship management integration (86%).

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Vincent DROUOT

Vincent DROUOT

Vincent Drouot est formateur diplômé et expert en Digital Publishing pour différents centres de formation professionnelle et écoles d'infographies. Il est partenaire certifié pour les solutions Aquafadas AVE Digital Publishing et Quark App Studio. Il accompagne également les éditeurs de livres, la presse et l'industrie pour leur permettre d'aborder la transition numérique avec plus de perspective et de stratégie. Récemment formé au serveur Quark Publishing Platform, il ouvre de nouveaux horizons pour la publication multi-canal pour permettre la centralisation des données (textes, images, vidéos, audio…) et leur publication en temps réel. Il a aussi développé dernièrement des solutions pour la connexion entre les logiciels de mise en page comme Indesign et QuarkXPress avec les CMS comme WordPress, pour l'édition de magazine dont le contenu est issus des Blogs.

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