South African sales prospecting contact information company, Matrix Marketing, has partnered with sales productivity methodology and mobile sales company, Tracer, to deliver a mobile solution that enables sales teams to better manage prospects and close deals without having to be in the office.

Tracer CRM Mobile is a browser-based platform that provides remote management of sales; service; and technical people via a web-enabled cellphone.

As provider of the largest comprehensive database of small; medium; and large companies in the country, Matrix Marketing sells contact lists, or specific sections of contact data, to companies for customer relationship management (CRM) and sales prospecting purposes.

Through high-level data mining, Matrix Marketing categorises its databases into specific fields, such as size of company; line of business; geographical area; names of specific people responsible for specific tasks within each company; and others.

The alliance with Tracer has allowed Matrix Marketing to another dimension to its data armoury: the ability for companies to follow up on prospective leads and improve the likelihood of sales conversion.

Using Web-enabled phones, sales people can log on to the system; see their allocated leads in the database; make appointments or changes to appointments; and see a geocoded map of how to get to the prospective client.

In turn, management can view the progress of the salesperson in securing the lead – an activity list of the salesperson, details of the clients and the progress of the deal. With effective control and follow-up of sales leads, Tracer CRM also facilitates effective pipeline management.

“Integrating Tracer CRM with accurate contact information provides businesses with the means to equip their sales people with refined, quality leads,” says Cobus van Graan, MD of Tracer.

“The return on investment (ROI) on the data is considerably greater, as not only are the leads more relevant, but managing the prospecting process is far more efficient.”

Steve Trehair, MD of Matrix Marketing, says sales teams that prospect well, sell well.

“The most important tool in a sales person’s arsenal is the cellphone. By marrying precise, quality data with mobile technology, we have taken sales to the next level. The long-term prospects for this mobile sales solution are limitless,” says Trehair.