What B2B Customers Expect in a Mobile World

By Loren Alhadeff

mobile deviceRemember when a sale was entirely manual and paper based? When you had to print documents and fax contracts, and weeks separated stages of the deal?

Today, businesses operate in a cloud-based world, and digital transaction management (xDTM) is synonymous with efficiency. This is especially fortunate for sales teams, whose quick response times can mean the difference between making or missing quota.

In fact, the marriage of xDTM and mobile solutions has set off a domino effect of efficiency. The major benefit: time and resources saved. For example, with DocuSign’s sales use case deployments, customers see, on average, an eight-day reduction in document turnaround time and a $15.68 savings per document. Eighty-six percent of documents are completed within one day, many within an hour.

With xDTM and mobile solutions, sales professionals are able to cater to customer needs better than ever, as well as have more time to focus on securing successful deals. Customers crave the added ease of mobile integrations, and they increasingly expect easy mobile transactions as table stakes when doing business. In particular, here are two things customers want from you in a mobile interaction:

Shorter and more efficient communication. Most email (approximately 70 percent) is read on mobile devices. Moreover, email communication must hit key points and include hyperlinks to cloud storage or external sites.

Secure communication. Customers want to complete business workflows from their mobile devices in a safe, secure, and legal manner. They’ll be looking for xDTM functionalities, such as those found in DocuSign, built with iron-clad and bank-class security. They also demand legally compliant templates and processes.

For sales professionals, xDTM and digital business offer the key tools to ensure a seamless sale while reducing paper clutter, wasted time, and wasted money. Furthermore, mobile integrations can vastly improve both the customer and selling experience. After all, if customers are free of the hassles of analogue processes, so are sales professionals.

Sales professionals and customers alike hope for a win-win situation, and that is what xDTM offers business today and moving forward.

Hear DocuSign’s CEO and chairman Keith Krach present “How Going 100% Digital Delivers Competitive Advantage” at the Sales 2.0 Conference in San Francisco on May 5–6, 2014. To attend, register here.

Loren Alhadeff DocuSign  Loren Alhadeff is vice president of corporate sales at DocuSign.

[Photo: Flickr]

About Lisa

Editorial Director at SellingPower.com.
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