Barney says, “After 11 days prospects don't remember who you are.

It takes companies an average of 11 days to capture leads they obtain in person. When that data gets lost, it’s more difficult to know what those top performers were doing to find success-and harder for other salespeople to learn how to improve their methods. When that top performer leaves the company or moves into a different role, you have no record of what they've been doing. “They're visiting prospects in person, spending time looking people in the eye, versus taking notes. “Top performers give prospects their cell number, telling them, ‘Call or text whenever you need me.’ But that call to a mobile phone doesn't tie back into Salesforce, Hubspot, or whatever you use,” says Barney. There were two primary problems he wanted to solve:įirst, the high percentage of sales that never actually makes it into CRMs, which he says is about 25 percent. “I kept running into the problem time and time again, regardless of whether the company I worked for was five people or five hundred people,” says Barney.įor years, Barney kicked around the idea of developing a mobile-friendly sales tech platform that would be compatible with various Customer Relationship Management systems (CRMs). This software required Barney and his sales colleagues a long time to master. They’re all fantastic, but they don't work well if you don't have your laptop right in front of you.”īarney spent 14 years in sales and sales team leadership roles, from bootstrapped startups to mature, post-IPO companies, using several different sales tech softwares, each with complicated features and functionality. “There have been great advancements made over the past twenty, thirty years.

“Sales technology just sucks for your phone,” says Barney. It's not easy to log stuff on mobile phones, so these ubiquitous tools often get overlooked in the sales process. It takes 11 days to get field-event leads back into a sales reps' hands, using traditional sales software tools, according to Mobly, which says they will be able to do it in 11 seconds.Īlso, a big portion of sales activity is never logged-25%, according to Zach Barney, co-founder and CEO of Mobly, who says that number is disproportionately reflected toward top performers that work out of pocket and spend time face to face with prospects. But none of them are applying their tech effectively to mobile phones. Big names currently dominate the sales technology space.

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