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TRANSCRIPT
The Online Sales CallHow to get results
Todd McCormick
• Vice President of SMB Sales
• PGi
Vice President, SMB Sales
1.
Real‐time economy
2.
ROI is critical
3.
Travel is more disruptive
The New Reality
Business is going global.
Travel is expensive
and inconvenient.
Businesses are going green.Businesses are going green.
Companies moved to the cloud.
And people are more mobile than ever.
Cost of telesales
$25‐70 per call
—Source: Startup Nation
Cost of B2B sales call
$215‐400 per call—Source: Sales Laundry + Marketing‐Playbook.com
Competitive Edge
Call Result
Call Result
CostCost
Cost per lead = expensive
Goal: Match outside effectiveness…
…With the cost of a virtual sales call
Limitations ‐
Inside sales technology
• Document sharing
• Impersonal conference calls
• Faceless email
93% of communication
missing
Missing: Nonverbal cues—vital to sales
• Level of interest• Eye movement
• Focus• Indifference
Video conveys more information per
minute than any other media
platform. —Marketo
People find product information and research most compelling on video.
—Universal McCann
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 vs. 6
The video edge
• More immediate – Takes the guesswork out of the communication process
• More persuasive – Seeing is believing
• More authentic – It is easier to say no on the phone (and hang up) than it is face‐to‐face
40%
increase in lead
conversion
iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training / Onboarding
Buyers trust online relationships more than ever.—Source: eMarketer
Energy = Enthusiasm
Dale Carnegie – 3 E’s
1.
I Earned
the right to talk about this
2.
I am Enthusiastic
3.
I am Eager
to share it
iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching• Hiring + recruiting
• A financial planning
company• Will cut in‐person
meetings by 50% in the
next five years
Step up sales professionalism
• Video feedback boosts performance
• Impressive technology = positive impression
• More collaboration + co‐creation
$$
iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding
Video is how people learn best.
65%Visual
30%Auditory
95%—Source: PrimeInfographics.com
iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching
Attract
Grow
Retain
iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching• Hiring + recruiting
Hire better
talent faster
300% productivity increase
How iMeet
uses iMeet
Set up your office right
• Company logo + awards
• Conversation starters• Eliminate distractions
• Webcam at eye level
• 2nd
monitor = death
• QUIET
Power of a first impression
• Fix hair + dress for success• Smile has power
• Ask good questions• Read visual cues
Buying Guide1.
Security
2.
Easy‐to‐use 3.
No downloads, call‐
ins or passwords4.
Access for all
5.
Audio + web in one6.
Avoid unexpected
extra charges7.
Cloud‐based app
Summary
• Leverage the “art”
of selling in a digital world
• Establish + create trusting relationships online
• Use the right online tools for sales success• Follow new guidelines + rules of thumb for
sales calls that close deals
70K iMeet
users today and growing!Get your own room for 30 days free at iMeet.com
Thank you!
• Blog: http://Blog.PGi.com• Twitter: @TMcCormick2011
• Email: [email protected]
• My room:
http://www.iMeet.com/ToddMcCormick