the online sales call: how to get results

MARCH 2012 | SALES MANAGEMENT 2.0 CONFERENCE| sales20conf.com | @Sales20Conf

Face-to-Face in a Sales 2.0 World

Todd McCormickVP, SMB Sales


The New Reality

Business is going global.


Travel is expensive and inconvenient.


Businesses are going green.


Companies are moving to the cloud.


And people are more mobile than ever.


Competitive Edge

Call Resul

t

Call Resul

t

CostCost


Cost of B2B Sales Call

$215-400 per call—Sources: Sales Laundry + MarketingPlaybook.com


Cost of Telesales

$25-70 per call

—Source: Startup Nation


Limitations: Inside sales technology

• Document sharing

• Impersonal conference calls

• Faceless email

93% of communication

missing


Missing: Nonverbal Cues

• Level of interest• Eye movement• Focus• Indifference


Goal: Match outside effectiness…

…With the cost of a virtual sales call


Create trusting relationships

1. Get social

2. Write a blog

3. Show your face—7x views

4. Turn on the webcam— 93%

better communication

5. Embrace video—

1 min versus 6


The video edge

• More persuasive –

Seeing is believing

• More immediate – Takes

guesswork out of communication

• More authentic – Easier to say no on the

phone (and hang up) than it is face-to-face


Step up sales professionalism

Video feedback

boosts

performance

Impressive technology = positive impression

More collaboration + co-creation


Energy = Enthusiasm


Dale Carnegie — 3 E’s

1. I Earned the right to talk about this

2. I am Enthusiastic3. I am Eager to

share it


iMeet Sales Channel

• Sales calls

• Virtual collaboration

• Training + onboarding

• Coaching

• Hiring + recruiting


People find

product

information and

research most

compelling on

video.

—Universal

McCann


40% improvement in lead conversion


iMeet Sales Channel

• Sales calls



• Coaching



Buyers trust online relationships more than ever

—Source: eMarketer


• Will cut in-person meetings by 50% in the next five years

Financial planning company


iMeet Sales Channel

• Sales calls



• Coaching



Video conveys more

information per

minute than any

other media platform.

—Source: Marketo


• Cost of a ticket from Philadelphia to China: $4,200 • Cost of video for one month: $75


iMeet Sales Channel

• Sales calls



• Coaching



Video is how people learn best

30%Auditory

95%

—Source: PrimeInfographics.com

65%Visual


Attract, Grow, Retain

• 87% of info absorbed during

sales training session will be

lost within one month

(Huthwaite)

• iMeet solution: Weekly 1:1s


iMeet Sales Channel

• Coaching



Hire better talent faster

300% productivity increase


How iMeet uses iMeet

• Dress for success

• Smile has power

• Ask good questions

• Read visual cues


Arrange your office

• Company logo + awards

• Conversation starters

• Eliminate distractions

• Webcam at eye level

• 2nd monitor = death

• QUIET


Buying Guide

1. Security

2. Easy-to-use

3. No downloads, call-ins or passwords

4. Access for all

5. Audio + web in one

6. Avoid unexpected extra charges

7. Cloud-based app


Summary

• Leverage “art” of selling in digital world

• Establish trusting relationships online

• Use the right online tools for success

• Follow new rules of thumb for sales

calls that close deals

70K iMeet users today + growing!Get a free room for 30 days at iMeet.com


You need to stay

ahead of the curve.

Thank you•[email protected]

•iMeet.com/ToddMcCormick

•@TMcCormick2011

Make sure you stay

ahead of the curve.

the online sales call: how to get results

Technology