[{"@context":"https:\/\/schema.org\/","@type":"BlogPosting","@id":"https:\/\/www.the-future-of-commerce.com\/2017\/06\/28\/sales-tips-mobile-marketing-enterprise-clients\/#BlogPosting","mainEntityOfPage":"https:\/\/www.the-future-of-commerce.com\/2017\/06\/28\/sales-tips-mobile-marketing-enterprise-clients\/","headline":"People over platforms: What every seller must know about mobile marketing and enterprise clients","name":"People over platforms: What every seller must know about mobile marketing and enterprise clients","description":"Mobile-marketing platform sellers should know when pitching technology solutions to enterprise: it\u2019s not really about your software-it\u2019s about your people.","datePublished":"2017-06-28","dateModified":"2021-09-22","author":{"@type":"Person","@id":"https:\/\/www.the-future-of-commerce.com\/contributor\/ray-green\/#Person","name":"Ray Green","url":"https:\/\/www.the-future-of-commerce.com\/contributor\/ray-green\/","identifier":230,"image":{"@type":"ImageObject","@id":"https:\/\/secure.gravatar.com\/avatar\/886098b64d74035a141a68800d5ac8524507f43a326a8957b45f2cfbda43951f?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/886098b64d74035a141a68800d5ac8524507f43a326a8957b45f2cfbda43951f?s=96&d=mm&r=g","height":96,"width":96}},"publisher":{"@type":"Organization","name":"The Future of Commerce","logo":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2023\/01\/logo-foc-schema-app-1.png","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2023\/01\/logo-foc-schema-app-1.png","width":172,"height":60}},"image":{"@type":"ImageObject","@id":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2017\/06\/thumbnail-a34f562ab75f9a9f56176f78ddb91226.jpeg","url":"https:\/\/www.the-future-of-commerce.com\/wp-content\/uploads\/2017\/06\/thumbnail-a34f562ab75f9a9f56176f78ddb91226.jpeg","height":375,"width":1200},"url":"https:\/\/www.the-future-of-commerce.com\/2017\/06\/28\/sales-tips-mobile-marketing-enterprise-clients\/","about":["Commerce Platforms + Software",{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/marketing\/","name":"Marketing","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Marketing","http:\/\/www.wikidata.org\/entity\/Q39809"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/marketing\/marketing-general\/","name":"Marketing","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Marketing","http:\/\/www.wikidata.org\/entity\/Q39809"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/commerce\/mobile\/","name":"Mobile Commerce","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Mobile_commerce","http:\/\/www.wikidata.org\/entity\/Q1154408"]},{"@type":"Thing","@id":"https:\/\/www.the-future-of-commerce.com\/sales\/sales-general\/","name":"Sales","sameAs":["https:\/\/en.wikipedia.org\/wiki\/Sales","http:\/\/www.wikidata.org\/entity\/Q194189"]}],"wordCount":641,"keywords":["Marketing","Mobile","Retail","Sales","Sales Tips"],"articleBody":"Here\u2019s what every mobile-marketing platform seller should know on their first day pitching technology solutions to enterprise: it\u2019s not really about your organization\u2019s software; it\u2019s about your organization\u2019s people.It all comes down to the experts who empower marketing and brands \u2014\u00a0and sellers \u2014\u00a0to drive campaign success. Of course, sellers and clients still appreciate a solid example of marketing-dashboard tech with all the bells and whistles, but at the end of the day enterprise cares most about positive campaign outcomes; they\u2019re not necessarily in the game to learn every intricacy of a toolkit that creates those results.Mobile marketing and empowering sellersUnderstanding this distinction means location-powered and mobile-marketing leaders in the enterprise space don\u2019t have to limit themselves to labels like software-as-a-service business; they\u2019re in the client-empowerment space, after all.With this in mind, the following tactics fuel a hands-on approach to connecting with enterprise, empowering sellers to earn clients\u2019 confidence, and contracts, from the very start.Activate top sellers with one-to-one deal coaching. Most marketing-technology partners would be amazed by what a 20-minute strategy call can do for even their top sellers\u2019 confidence. If we recognize the value of our platform offering, then we should make it easier for sellers to present that value to new clients. Helping our sellers connect the dots faster happens when we give them the tools (presentations, mocks, sales scripts) they need and then let them get to work.Arm sellers with spec art. Every advertiser wants to know exactly what location-powered mobile creative is going to look and work like on consumers\u2019 screens. This is especially true for enterprise. When we enable our sellers to actively show clients the power of our technology, it makes it easier for them to seal the deal. From expandable rich-media banners to targeted, contextual mobile creative, spec art that illustrates next-generation advertising in action sells the story we want to tell about platforms.Create custom sales presentations.\u00a0Seller trainings and presentations often focus on explaining the power of mobile\u2019s targeting, creative, and campaign reporting. There are an infinite number of possibilities, however, and most enterprise advertisers aren\u2019t looking for infinite-they\u2019re looking for relevant and specific. When we give sellers presentations packed with details about what a platform can do for the specific client, these are the details that allow sellers to close more often. Taking the time, ahead of time, to learn and include this level of specificity is how the organization\u2019s people make the real difference at pitch-time.Put on the uniform and help. Top-performing sellers aren\u2019t afraid to build bridges as they are crossing an abyss, but sometimes they need a little boost along the way. If the details of how a platform works are complex, then\u00a0it makes all the sense in the world for developers and marketing leaders to get into the mix. When key players join the seller, in-person, helping them break out specific advantages for the client in play, they create new opportunities to win contracts. Also, as sellers learn from these sessions their sales approach evolves and strengthens overall.As mobile marketers, we keep our platforms at the center of our work. Being an active partner in the answer-equation for enterprise goes far beyond sales activation and sales enablement, however.\u00a0The key to being the kind of active partner that our clients ultimately demand is to augment the value of the platform by taking in-house expertise into the trenches, conveying conviction in our products by joining our sellers \u2014\u00a0and our clients \u2014\u00a0in a process by which success builds on success, one contract at a time.  Relationship status: Complicated.AI in e-commerce is critical, but obstacles around data privacy, talent, and integration are slowing adoption. Our powerhouse panel has the stats + strategies you’re looking for. Register HERE."},{"@context":"https:\/\/schema.org\/","@type":"BreadcrumbList","itemListElement":[{"@type":"ListItem","position":1,"name":"2017","item":"https:\/\/www.the-future-of-commerce.com\/2017\/#breadcrumbitem"},{"@type":"ListItem","position":2,"name":"06","item":"https:\/\/www.the-future-of-commerce.com\/2017\/\/06\/#breadcrumbitem"},{"@type":"ListItem","position":3,"name":"28","item":"https:\/\/www.the-future-of-commerce.com\/2017\/\/06\/\/28\/#breadcrumbitem"},{"@type":"ListItem","position":4,"name":"People over platforms: What every seller must know about mobile marketing and enterprise clients","item":"https:\/\/www.the-future-of-commerce.com\/2017\/06\/28\/sales-tips-mobile-marketing-enterprise-clients\/#breadcrumbitem"}]}]