3 ways the new generation of video conferencing benefits sales

1. Customer Meetings: Sell More Effectively with Video-Based Selling

Situation • 96% of business professionals agree that video conferencing enhances business

relationships.3

• 71% of sales reps believe they lost a deal due to lack of face-to-face interaction3

• In-person demonstrations and face-to-face meetings are costly and time-consuming

SolutionBuilding trust and effectively demonstrating your product are crucial to closing deals. The longer these steps take, the longer the sales cycle and the less likely you’ll close the deal. Video conferencing enables you to have face-to-face discussions with potential clients — without traveling — and increases their attention spans by an average of 52% over telephone conversations.

With the right video conferencing solution, you can also offer visual demonstrations, either on-camera or through screen sharing. Increased attention and comprehension means fewer meetings and an accelerated sales cycle.

Why Is It Time to Embrace Video Conferencing? Your sales process will be more efficient and effective.

© 2014 BlueJeans, Inc. All rights reserved.

1. Customer Meetings: Sell More Effectively with Video-Based Selling How to Find the Right Video Conferencing Solution Video sales meetings and product demonstrations have specific technology requirements. Here are the ways our solution meets them.

Key Need for Video Customer Meetings How Blue Jeans Can HelpHigh-quality face-to-face meetings, anytime and anywhere

• Business-grade service quality and support • Higher resolution and reliability than free solutions

Engaging meeting experience • Puts video experience first to foster a discussion rather than a presentation • User settings enable each participant to change layouts and zoom in on shared screens • Allows sales team to read reactions and respond to hesitations

Higher sales rep productivity • Conduct two to four times as many meetings per week compared to field-based selling • No down time in transit

One tool for video conferencing, web conferencing, and audio conferencing

• Share audio, video and content simultaneously

Easy to join • One-click access from calendar • No software downloads required

Ability to bring in experts • Easy for shared resources, like Sales Engineers, to join from any location on any device

Integration with Salesforce CRM • Schedule and host video conferences with contacts inside Salesforce and Chatter

Cost savings • Unlimited service contract; very high return on investment


2. Training: Provide Low Cost and Effective Sales Training to Distributed Teams

Situation • Over 50% of sales managers are too busy to train and develop their sales teams4

• Untrained reps take longer to onboard and are less likely to hit quota • 75% of businesses already use, or are considering using, online solutions for training6

SolutionVideo conferencing provides a new and innovative way to develop your team and increase sales. By implementing video conferencing solutions, sales leaders can easily conduct a single training session for a global sales team, and even record it for those who couldn’t attend. Stats show that video con-ferencing is the most effective way to train — 91% of business professionals say video conferencing improves clarity and understanding of discussions relative to audio-only discussions3.

Being able to reach a global audience face-to-face and share content helps boost your bottom line and speed up the sales process. In fact, organizations that deploy sales training programs experience a reduction in the sales cycle by 8.4% on a year-to-year basis7.

Why Is It Time to Embrace Video Conferencing? You can develop a well-trained and highly effective sales team.


2. Training: Provide Low Cost and Effective Sales Training to Distributed Teams How to Find the Right Video Conferencing Solution Sales trainers have specific technology needs. Here are the ways our solution meets them.

Key Training Need How Blue Jeans Can HelpFace-to-face training • You can maintain attention of attendees and encourage participation

Share content • Allows you to share your screen during your training session to review slides, or even videos

Join from anywhere • Enables remote employees to join over video • Participants join video training from any conference room system, laptop, or mobile device

Easy for partners to join • Securely connects people across companies and networks

Support for large audiences • Lets you train up to 100 participants

Record training • Offers the ability to record, share and re-play training session

Easy and cost-effective • No need to coordinate a time when everyone is in town • You can schedule through calendar invite • Your company saves money and employees save time


3. Collaboration: Improve Team Communication and Sales Management

Situation • 91% of business professionals work at least once a week with people they have never seen before3

• Sales is one of the most widely distributed functions, especially in large companies with a global footprint • On audio-only calls, 78% say it’s hard to tell if people are paying attention and 75% say they are ofen

unable to determine who is speaking

SolutionVideo conferencing technology can effectively keep regional sales teams aligned with global sales strategies, and help managers to build trusting rela-tionships with their reps—regardless of location. Better relationships foster a culture of teamwork and effective collaboration. In fact, 95% of business professionals agree that video conferencing improves team collaboration across locations.3

Video conferencing also helps widely distributed teams to develop a cohesive company culture. Sales reps within Blue Jeans Network, for example, enjoy the benefits of face-to-face meetings and the camaraderie of tightly knit teams. This happens even though many of them have never met before.

Why Is It Time to Embrace Video Conferencing? You can hold productive meetings that also

foster a positive company culture.


3. Collaboration: Improve Team Communication and Sales Management How to Find the Right Video Conferencing Solution Sales teams have specific technology needs for collaboration. Here are the ways our solution meets them.

Key Collaboration Need How Blue Jeans Can HelpBest possible interaction across distance • HD video, up to 1080p, ensures realistic interaction

Group meetings • Meet between conference room video systems • Connect conference room systems to laptops and mobile devices • Up to 100 participants, with up to 9 video feeds visible simultaneously during meeting

Spontaneous, 1-on-1 meetings • Connect instantly to meetings from your web browser or mobile device

Share content for discussion • Share presentations, documents, spreadsheets and video files in real time

Record meetings • Offers the ability to record, share and re-play for those who couldn’t attend

Work with regional team members in other offices • Allows teams to meet regularly, regardless of location or time zone


Recap of the 3 Ways Sales Organizations Benefit from the New Generation of Video Conferencing

1. Sell More and Shorten Sales CyclesVideo conferencing helps you speed up the sales pipeline by giving your sales team immediate access to potential clients. No longer will sales stagnate while your team travels to and from client meetings. Your team can meet with clients, demonstrate products and answer questions efficiently and without added travel costs.

2. Effectively Train Sales TeamsA well-trained sales team can generate better leads, close more deals and more accurately forecast future sales. With video conferencing, your best sales managers can train and motivate your sales force in real-time. The face-to-face training capabilities of video conferencing solutions mean trainees can answer questions and trainers can check for comprehension.

3. Improve Team Collaboration and Sales ManagementSales teams are often spread across wide distances. Video conferencing brings you together so that you can effectively collaborate and strategize. Hold sales review meetings, engage in 1-on-1 conversations and work as a group to generate quality leads.


Blue Jeans Network – The Leader in Cloud-based Video Conferencing Services

Blue Jeans Network enables organizations to take advantage of advanced video communications for more effective collaboration at work, at home, and on the road. Our cloud-based conferencing service makes this possible by enabling customers to connect with each other seamlessly any time, anywhere, and from practically any device.

Blue Jeans extends high quality video communications beyond the traditional boundaries of specialized conference rooms and into the mainstream, allowing individuals and employees throughout an enterprise to interact more effectively with each other, and with their customers, partners, suppliers, family, and friends.

Blue Jeans Network is a private company headquartered in Mountain View, California.

For more information go to: bluejeans.com or follow the company @BlueJeansNet.


1 - Telepresence Options: “The Rise of Video Conferencing”2 - The Marketing Donut - Why 8% of sales people get 80% of the sales 3 - Blue Jeans Network Survey4 - Mark Christie, Sales Force Training & Consulting: “Fun Facts – Interesting Stats About Sales”5 - Sales Sense: “How to Prove that Sales Training is Worth the Investment”6 - 2009 Skytap, Inc. Poll 7 - Aberdeen Group Benchmark Report8 - The Sales Pro: “Sales Forecasts – Fact or Fiction”

3 ways the new generation of video conferencing benefits sales

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