The State of Mobile Enablement – a Tale of Two Conflicting Viewpoints

tablet disconnectWe recently surveyed more than 700 B2B marketers and salespeople from around the globe regarding their use of tablets to aid in sales-related activities. The survey revealed a surprising disconnect. Currently, only 23 percent of companies have deployed tablets. Of the respondents whose companies have not deployed tablets (77 percent), 83 percent said their companies have no plans to implement them, despite the fact that 75 percent of respondents believe such devices help, or would help improve sales activities.

The majority of people in marketing and sales believe tablets either do or can improve sales enablement, but nearly the same majority of companies have no near-term plans to deploy them. Practically speaking, it seems tablets are the ideal tool for the outside sales rep who is constantly on-the-go and has a just-in-time mindset for how they access and consume sales enablement coaching and content. Being able to access the important messaging and materials they need when and where they need it, and then effectively delivering those marketing messages during a sales conversation – which can happen anytime and anywhere – makes a perfect case for these mobile devices.

For more information and analysis of the survey findings, watch this video.

Tim Riesterer

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.

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