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Breakfast Seminar

Using Apps to Create Engaging Interactive B2B Sales Tools

Audio and decks from this presentation may be found below.

Come learn how businesses of all sizes are starting to leverage the power of custom developed Sales Tool Apps on the iPad to increase awareness, engage and delight their customers, and differentiate their brand in the market place.

iPads have quickly become the go-to device for sales professionals and makes the perfect platform to house and deliver sales material.According to the CSO Insights 2012 Sales Performance Optimization Study, 97 percent of firms are actively using or starting to use tablet devices in their sales organization. During this session, you will hear from a panel of experts who have been deeply involved in creating strategy, designing, developing, and deploying a series of Apps for use by sales professionals.

The panel will provide insight from a mobile app development company, marketing agency, and client perspective in how to successfully develop a strategy, determine best targets for an App, and deploy to various sales channels.

Two Case Studies will be presented.

Culligan International Company

Servicing residential customers across the North America, Culligan has well over 600 dealers. When calling on customers in the home, these dealers were using a standard laminated flipchart set of slides to present the various products and services to the homeowner.

While this approach worked well for many years, Culligan wanted a more engaging interactive way to get their message across.

A custom designed iPad Sales Toolkit seemed to be the perfect solution. The iPad App provides Culligan’s dealer network with an interactive tool to present sales material along with ROI calculators, a Solution Center to narrow down products based on the customer’s needs, and a resource library containing all the most up to date brochures and product manuals.

SCA Tissue

Presented by Avenue Marketing and Communications

SCA, a $12B paper and dispensers company, is always looking to empower its sales force with more consultative selling techniques. Based on feedback to a hugely successful pilot program, Avenue armed SCA’s 200-strong North American sales team with iPads loaded with robust custom apps including a sales toolkit, marketing materials, and asset and contract management tools. A training program on usage and best practices ensured full understanding and immediate effectiveness for this initiative, which was the first in its industry.

Today, surveys and interviews as well as metrics on usage patterns inform a continuous program of enhancements and updates to SCA’s suite of apps. Printing costs have been reduced, and distribution is nearly immediate, as tools and communications are pushed directly to the iPad on a quarterly release cycle.

Chris Olson, Mobile App & Digital Strategist at BolderImage Sandy Sapp, Marketing Manager at Culligan International Company Bob Domenz, CEO at Avenue Marketing and Communications

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