.KEYWORD sales0201
.FLYINGHEAD SALES APPLICATIONS
.TITLE Applications for the mobile sales force
.OTHER
.SUMMARY By popular demand, we bring you another look at ideal applications for a mobile sales force. Mel Yarbrough has done his homework and presents what he believes are the best of breed applications in the categories of software most valued by sales professionals.
.AUTHOR Mel Yarbrough
Sales success is based on your team’s skills and drive. The team needs to be productive to be able to close the big deals you’re counting on. As the vice president of enterprise sales for a leading handheld software publisher, I consult with companies looking for the best professional advantages available via handheld technology. There are an infinite number of solutions, but only a handful that provide the best advantages. The key is to find the best applications and accessories that will fit best with your company’s experience and expectations.
.H1 Identifying the needs
There are plenty of ways to customize a Palm handheld with individual applications, but across the board there are three basic needs for the sales person in the field or on the phone: contact management, remote inventory query, and presentation.
What follows are the best of breed applications, according to the research done by my company, in the categories of software most valued by sales professionals.
.H1 Contact management
The priority for anyone in sales is to know whom you are talking to, will be talking to, or should be talking to. It’s crucial for sales. Having all your client information downloaded on your device makes you look prepared, gives you more opportunity to customize your message, and enhances your flexibility and responsiveness.
.H2 Intellisync
Right now, I think the best application for contact management is Intellisync by Puma Technology at http://www.intellisync.com. In one easy step, Intellisync automatically synchronizes your calendar, email, contacts, and tasks with the personal information management, contact management, and groupware applications. With its patented DSX (Data Synchronization Extensions) Technology engine, Intellisync lets you simultaneously synchronize handheld organizer data with multiple PC applications like Microsoft Outlook and Schedule+, Lotus Notes and Organizer, Novell GroupWise, ACT!, GoldMine (probably the most popular and flexible client information database program), and many more. Intellisync is extremely comprehensive and there’s a lot of value-added.
.H2 Sales Warrior
If Intellisync is too high-end for your needs, you should look into Sales Warrior at http://www.iambic.com/pilot/saleswarrior/. This great application lets you dramatically leverage your device to track your sales opportunities, leads, referral sources, actual sales, sale item costs, products and their part numbers, and commissions. It lets you stay on top of the most crucial information you need to get the job done. It’s pictured in Figure A.
.FIG A Sales Warrior has easy-to-use views where you can record your sales data.
Either of these applications will help maximize your sales opportunity pipeline so you can start generating bigger commissions.
.H1 Remote inventory query
When you’re in a meeting or on the road, having instant access to your home office and, more specifically, your inventory can make the difference between leaving a client with a signed contract or a dubious handshake.
.H2 Marietta PDE
To look up prices and availability of your product, you need Marietta PDE by Marietta Systems, Inc at http://www.rf-tp.com. It’s the quintessential inventory application, virtually the only one on the market right now. This is a total package containing many pre-built applications, which are ready to be customized to your specific requirements without programming. It performs high speed downloads from your desktop PC for all your inventory reference files.
The Marietta PDE software’s database engine can impressively handle files with thousands of records. It’s compatible with Symbol SPT 1500/1700, an inventory tool, which includes a scanner and paper tape printer that attaches directly to your device. The database includes fields for salesman order entry, office order entry, inventory, proof of delivery, and product returns.
.H1 Presentations
Having a dynamic, on-the-spot presentation with the aid of a handheld can help seal crucial deals.
.H2 Flip Chart
For this need, I recommend Flip Chart by Middle Cross Software at http://www.middlecross.com/flipchart.html. It lets you create interactive flip chart presentations without any programming or scripting. I’ve been able to put together presentations including text, charts, and graphics en route from one client to another, customizing my message. It’s flexible, giving you impromptu responsiveness that never looks impromptu. It’s pictured in Figure B.
.FIG B Flip Chart lets you create an interactive presentation.
Flip Chart uses text slides you can flip through one at a time, or you can use "hot spots" to change what the presentation shows next. You can create slides on your non-color Palm handheld that will display in color on a Palm IIIc (and vice versa). You can beam your Flip Chart presentations to clients who request it or to coworkers who admire your work. The actual files created by Flip Chart are very small, so they can be emailed anywhere. Don’t worry about your charts getting changed; you can lock and password-protect your charts. You can plan out a presentation with variables for customization and format the information you want to share to fit your company’s personality.
.H2 FireViewer
In your Flip Chart presentation, you can integrate images powered by FireViewer by FirePad at http://www.firepad.com/products/viewer/index.html. FireViewer is highly rated by Palm, Inc., including Platinum Certification. FireViewer supports video, larger-than-screen graphics, HTML, and hyperlinks for wireless users. It converts JPEG (Joint Photographic Experts Group) and GIF (Graphic Interchange Format) images into crisp graphics for display on your handheld. You can zoom in and out of huge photos, diagrams, or maps like the one shown in Figure C.
.FIG C You can use FireViewer to view maps.
Here’s a good little list of other FireViewer benefits:
.BEGIN_LIST
.BULLET It’s the fastest, thinnest, and simplest document and media client for the Palm OS platform;
.END_LIST
.BEGIN_LIST
.BULLET You can view huge color images, text, and hyperlinks on Palm IIIc devices;
.END_LIST
.BEGIN_LIST
.BULLET You can view 16-level grayscale images, text, and hyperlinks on all Palm III series devices and up, Handsprings, TRGPros, and IBM WorkPads (all models);
.END_LIST
.BEGIN_LIST
.BULLET You can view 4-level grayscale images, text, and hyperlinks on all Palm handhelds;
.END_LIST
.BEGIN_LIST
.BULLET With 360-degree drag, you can easily move large graphics over 8000 x 8000 pixels or 10 feet by 10 feet in any direction, simply by dragging the stylus;
.END_LIST
.BEGIN_LIST
.BULLET You can preview large images on your handheld;
.END_LIST
.BEGIN_LIST
.BULLET You can zoom in and out of large images;
.END_LIST
.BEGIN_LIST
.BULLET You can navigate through server-based documents by using image maps and hyperlinks;
.END_LIST
.BEGIN_LIST
.BULLET You can attach text notes to images;
.END_LIST
.BEGIN_LIST
.BULLET There’s "Find" function support;
.END_LIST
.BEGIN_LIST
.BULLET There’s "Beam" function support.
.END_LIST
If you have a video presentation you want to be able to show, you need to look at FireViewer’s partner FireConverter at http://www.firepad.com/products/converter/index.html. It also converts .JPEG and .GIF images into crisp graphics for display on your handheld.
.H2 powerViewer
Another great presentation tool is powerViewer by ibrite Inc. at http://www.ibrite.com/download_software.htm. This software plug-in for PowerPoint places an icon on the PowerPoint toolbar inside the presentation you’re developing on your desktop or laptop computer. When the powerViewer icon is selected, the presentation is converted into powerViewer format for the small screen. Then all you have to do is perform a HotSync operation.
Both Flip Chart and powerViewer are great handheld presentation applications. You just have to figure out which one fits your needs. powerViewer is going to let you transfer a sleek PowerPoint presentation to your handheld, while Flip Chart will give you the opportunity to spontaneously create and edit your presentations on the go.
.H1 Essentials for daily needs
Aside from the three main categories of solutions for sales professionals, there are also a lot of other applications that can help enhance your career and lifestyle.
.H2 Time Traveler
Time Traveler, at http://www.classactionpl.com/TimeTraveler/index.htm, is a must-have product for the business traveler. This application provides a complete solution for world time, itinerary, and Date Book and time zone management, as shown in Figure D.
.FIG D Manage time zones with Time Traveler.
Time Traveler works on monochrome and color Palm handhelds to help you with the entire traveling process. Once you enter your itinerary into the program, you don’t have to do anything else. Time Traveler does it all automatically. Date Book appointments will be relocated to the new time zone, along with your system clock. Your organizer will know exactly where you are, getting you to the right place at the right time. This will help ensure you and your team are in sync and on time for crucial meetings with customers.
.H2 Weisman City Profiles
Aside from itinerary, while you’re on the road it’s nice to know a little bit about where you are and where you’re going. It’s even better when you have a travel companion like Weissmann City Profiles by neohand that will provide you with tons of vital information right out of your pocket or briefcase. It’s found at http://www.neohand.com/wtr/index.htm.
Each Weissmann City Profile (close to 100 editions currently available covering major cities all over the world) provide critical destination information, like dining, lodging, business services, resources, transportation issues, fine arts, nightlife, attractions, shopping, and more, as seen in Figure E.
.FIG E Weissmann City Profile provides critical destination information.
This program can reduce the intimidation of visiting a new location or enhance your stay at a frequent destination.
For a limited time, you can buy three Weissmann City Profiles and get a fourth for free. I recommend the Las Vegas, New York City, Dallas, and London editions. You’ll value all the information these profiles provide, like the list of upcoming events and conventions. It gives good ideas on when you can visit clients easily or when there might be a logjam. Plus, you can impress your clients with dinner at one of the recommended restaurants and your knowledge of the surrounding area.
.H2 ExpensePlus
Having the ability to quickly jot down your expenses on your handheld is a real time saver, eliminating all of your little random notes. ExpensePlus by Walletware, Inc. (at http://www.walletware.com/palm/expenseplusinfo.html) has a great layout, making it even easier to log where money is being spent. It has a great display, breaking down expenses into categories like Taxi, Restaurant, and Hotel. It’s pictured in Figure F.
.FIG F ExpensePlus makes recording your expenses easy.
After tracking your expenses on your Palm OS handheld, you can then send them to your custom expense report via Microsoft Excel on your Windows computer.
Other features include:
.BEGIN_LIST
.BULLET Auto-link to your company’s own custom expense report form;
.BULLET Mileage and odometer tracking;
.BULLET Currency conversion rates for all countries;
.BULLET Credit card tracking;
.BULLET Client tracking;
.BULLET Color or gray-scale, finger-friendly large icon user interface.
.END_LIST
.H1 Database creation and maintenance
The ability to create, download, or edit a database is a basic function everyone needs on their handheld device, especially for sales. Sales teams use databases for all kinds of information storage and retrieval, from pricing and product information to client notes. For this category, we recommend thinkingBytes’ thinkDB series of applications at http://www.thinkingbytes.com. They offer a triad of software that ensures complete retrieval and back up of all your information.
The first in the package is thinkDB, a relational database manager that allows you to create, edit, and customize databases. It’s pictured in Figure G.
.FIG G Manage your sales database with thinkDB.
thinkDB is powerful, flexible, and very easy to use. It’s an enterprise application that has several unique features, such as custom views with resizable columns and a form designer that lets you design your own record entry forms.
The second in the package is thinkDB Desktop, a high-quality Windows program that allows you to customize your thinkDB databases directly on your desktop computer.
The final element is dbSync, synchronization software that allows you to bi-directionally synchronize thinkDB with Microsoft Access. You can share files over your company network and have everyone synchronized with thinkDB. Connect for company directories, product catalogues, company policies, corporate sales goals, and much more.
Set up once and you’ll always be connected. dbSync was designed to eliminate costly synchronization management. Simply configure your data synchronization map using the dbSync assistant, and you’re done.
You can find more information on database programs elsewhere in this issue of PalmPower’s Enterprise Edition.
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.H1 Conclusion
I hope these recommendations will help you get the edge you need. There are thousands and thousands of software titles out there, but I really believe what I’ve recommended here includes the best on the market. Find out for yourself. Most all of these applications have trial versions, so you can try before you buy.
.BEGIN_SIDEBAR
.H1 Product availability and resources
For the special Sales Success Strategies issue of PalmPower’s Enterprise Edition, visit http://www.palmpowerenterprise.com/tocs/issue200011.html.
For more information on Intellisync, visit http://www.intellisync.com.
For more information on Sales Warrior, visit http://www.iambic.com/pilot/saleswarrior/.
For more information on Marietta PDE, visit http://www.rf-tp.com.
For more information on Flip Chart, visit http://www.middlecross.com/flipchart.html.
For more information on FireViewer, visit http://www.firepad.com/products/viewer/index.html.
For more information on FireConverter, visit http://www.firepad.com/products/converter/index.html.
For more information on powerViewer, visit http://www.ibrite.com/download_software.htm.
For more information on TimeTraveler, visit http://www.classactionpl.com/TimeTraveler/index.htm
For more information on ExpensePlus, visit http://www.walletware.com/palm/expenseplusinfo.html.
For more information on Weissman City Profiles, visit http://www.neohand.com/wtr/index.htm.
For more information on thinkDB, visit http://www.thinkingbytes.com.
For more information on Microsoft Outlook, visit http://www.microsoft.com/office/.
For more information on Microsoft Schedule+, visit http://www.microsoft.com/office/scheduleplus/.
For more information on Lotus Notes, visit http://www.lotus.com/home.nsf/welcome/notes.
For more information on Lotus Organizer, visit http://www.lotus.com/home.nsf/welcome/organizer.
For more information on Novell GroupWise, visit http://www.novell.com/products/groupwise/.
For more information on ACT!, visit http://www.act.com.
For more information on GoldMine, visit http://www.frontrange.com.
For more information on Handango’s pre-loaded Palm devices, visit http://www.handango.com/bsc_industry_product.jsp?siteId=1&homePath=HANDANGO&productType=1&productId=13813&displayId=5369&industryId=6&&industryTitle=Sales.
For more information about Palm computers, visit http://www.palm.com.
.H1 Bulk reprints
Bulk reprints of this article (in quantities of 100 or more) are available for a fee from Reprint Services, a ZATZ business partner. Contact them at reprints@zatz.com or by calling 1-800-217-7874.
.END_SIDEBAR
.BIO Mel Yarbrough has extensive experience in Internet, software, and wireless sales. Prior to joining Handango, Yarbrough served as executive vice president of sales and marketing for Loislaw.com, worked in the telecommunications division of the enterprise software provider Platinum Technology, and he held several sales and marketing management positions at Weblink Wireless. Mel can be reached via email at Mel@Handango.com.
.DISCUSS http://powerboards.zatz.com/cgi-bin/webx?50@@.ee6ef63
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