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Bringing the Human Touch Back to Sales.
The Power of Face-to-Face Interaction Through Video.
BRINGING THE HUMAN TOUCH BACK TO SALES
2
More Connectivity …
Yet More Disconnect?
IN THE DIGITAL AGE, SALESPEOPLE have
mor...
BRINGING THE HUMAN TOUCH BACK TO SALES
3
Relationships between salespeople and
customers have always been integral to
succ...
4
BRINGING THE HUMAN TOUCH BACK TO SALES
21st Century Sales
Success Requires
a Multi-Touch
Approach
THE COLD CALL, WHILE
I...
BRINGING THE HUMAN TOUCH BACK TO SALES
5
HOW DOES THAT
TRANSLATE TO THE
BOTTOM LINE FOR
THE BUSINESS?
Research shows that
...
BRINGING THE HUMAN TOUCH BACK TO SALES
6
Only One
Chance to
Make a Good
Impression?
Think Again
SALESPEOPLE USUALLY
HAVE O...
BRINGING THE HUMAN TOUCH BACK TO SALES
7
Videoconferencing, delivered through the right platform, can give salespeople
six...
BRINGING THE HUMAN TOUCH BACK TO SALES
8
Improving Sales – and Customer Retention – With Video
HIGH-QUALITY VIDEO­CONFEREN...
9
In the digital age, a
handshake between
a salesperson and a
customer is not always
possible. But with video,
the human t...
Get Into
Blue Jeans:
It’s a Great Fit
for Sales
Sales presentations that are high-impact and content-rich, but
as engaging...
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Bringing the Human Touch Back to Sales: The Power of Face-to-Face Interaction Through Video

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Salespeople today have more technology tools than ever before to streamline and accelerate the sales process. The tradeoff for more convenience and immediacy, however, is the reduced ability to make meaningful connections with customers. As this eBook explains, high-quality videoconferencing can help sales teams to be more nimble—without losing the human touch that is so essential to closing deals and building client relationships that last.

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Bringing the Human Touch Back to Sales: The Power of Face-to-Face Interaction Through Video

  1. 1. Bringing the Human Touch Back to Sales. The Power of Face-to-Face Interaction Through Video.
  2. 2. BRINGING THE HUMAN TOUCH BACK TO SALES 2 More Connectivity … Yet More Disconnect? IN THE DIGITAL AGE, SALESPEOPLE have more tools than ever before to connect with clients and prospects and make the sales process more seamless. The tradeoff for convenience and immediacy, however, is the reduced ability to make meaningful and lasting connections with customers. An email, a PowerPoint presentation, a link to a website or video — all of these things can be effective for sharing product and brand information. But they do little to communicate a salesperson’s expertise, experience or personality, which can all have a significant impact on whether that rep can win a customer’s business. Even a phone call has its limitations. It supports conversation, but provides no window into a person’s body language – the customer’s or the rep’s.
  3. 3. BRINGING THE HUMAN TOUCH BACK TO SALES 3 Relationships between salespeople and customers have always been integral to successful sales and to earning customer loyalty. People naturally prefer to do busi- ness with people they know and like – and trust. However, in today’s global and digital economy, it is highly likely that the salesperson and the customer will never be able to meet in person. SO, HOW CAN SALES TEAMS BRING THE HUMAN TOUCH BACK TO THE SALES PROCESS? One strategy is to blend modern technology with an “old school” best practice for sales success: Reps can use high-quality videoconferencing for face-to-face meetings with clients and prospects. GLOBAL SURVEY In a global survey of 2,300 Harvard Business Review subscribers conducted by Harvard Business Review Analytic Services: ■■ 79% of respondents said that in-person meetings are the most effective way to meet new clients to sell business. ■■ 89% agreed that face-to-face meetings are essential for “sealing the deal.” ■■ 95% said that face-to-face meetings are a key factor in successfully building and maintaining long-term relationships. Source: Managing Across Distance in Today’s Economic Climate: The Value of Face-to-Face Communication, Harvard Business Review Analytic Services
  4. 4. 4 BRINGING THE HUMAN TOUCH BACK TO SALES 21st Century Sales Success Requires a Multi-Touch Approach THE COLD CALL, WHILE IMPERSONAL – and often viewed by customers as an unwelcome interruption to their day – remains a critical tool in the salesperson’s arsenal. But savvy reps are upping their game by using a multi-touch approach that includes email, phone and videoconferencing. This scenario illustrates how high- quality videoconferencing not only can complement tried-and-true techniques that salespeople rely on every day to break in with potential customers, but also can help reps to potentially shorten the sales cycle.
  5. 5. BRINGING THE HUMAN TOUCH BACK TO SALES 5 HOW DOES THAT TRANSLATE TO THE BOTTOM LINE FOR THE BUSINESS? Research shows that a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue.
  6. 6. BRINGING THE HUMAN TOUCH BACK TO SALES 6 Only One Chance to Make a Good Impression? Think Again SALESPEOPLE USUALLY HAVE ONLY SECONDS to grab a customer’s attention – and in today’s highly competitive marketplace, there is no room for error. However, even highly experi- enced sales reps who do ample research about a prospect and deliver a polished presenta- tion can strike out. And when pitches are delivered by phone, it’s all too easy for a customer to tune out (or hang up) if mes- sages aren’t resonating.
  7. 7. BRINGING THE HUMAN TOUCH BACK TO SALES 7 Videoconferencing, delivered through the right platform, can give salespeople six distinct advantages over other sales methods – including in-person meetings. They can: 1. Shift their sales approach mid-pitch in response to a customer’s body language. 2. Launch a live product demo to help underscore key messaging, communicate complex concepts or features more easily, and educate the customer in an engaging way. 3. Have a “low pressure” and more personal conversation with the customer, which provides opportunity for storytelling – a strategy sales reps can use to take “factual, disparate information and give it context, color and meaning.”* 4. Enable a face-to-face meeting at a moment’s notice, so they can respond as soon as opportunity knocks and stay one step ahead of the competition. 5. Reduce the risk of cancellation of in-person meetings that are set for days or weeks after a successful break-in with a customer. 6. Check in regularly face to face with valued clients to ensure they are satisfied and to identify opportunities for presenting other services and products to address evolving needs. Another benefit for sales organizations and the businesses they help to support: Videoconferencing reduces the need for travel, which saves time and costs. It also keeps sales teams focused and productive because there is less downtime due to travel. *“Sales and Storytelling with Charles Wortmann,” by Charu Sharma, The Huffington Post, Aug. 7, 2014: http://www.huffingtonpost.com/charu-sharma/sales-and-storytelling_b_5653205.html.
  8. 8. BRINGING THE HUMAN TOUCH BACK TO SALES 8 Improving Sales – and Customer Retention – With Video HIGH-QUALITY VIDEO­CONFERENCING can deliver an experience that is just as engaging as an in-person sales meeting – provided the right technology is in place to enable effortless face-to-face interactions. Sales managers can help their teams become more effective at closing deals and shortening the sales cycle by using a platform for video, audio, and rich content sharing that lets them: ■■ Meet anywhere, at a moment’s notice: Look for a solution that is device- and network-agnostic. Meeting is easy if you have technology that can connect popular business communication tools into the same meeting, including Lync, Jabber, room systems, browsers, and mobile devices. ■■ Execute live demos seamlessly: Often, it’s showing, not telling, that makes all the difference in winning a client’s business. Sales teams therefore need a reliable videoconferencing solution that will let them easily deliver a sales presentation on their screen or upload a video that shows customers how a product works. ■■ Worry less about security: Choose a videoconferencing solution that provides enterprise-grade security so your sales team can be confident that meetings and sensitive sales and customer data will be protected. IN FOCUS: YESWARE Face-to-face interaction is good for sales teams, too. Find out how this email productivity services provider is using high-quality videoconferencing to bridge the distance between its sales reps working in different offices – and to enable more productive sales meetings.
  9. 9. 9 In the digital age, a handshake between a salesperson and a customer is not always possible. But with video, the human touch in the sales process –   the foundation for sales success and enduring client relationships –  can be assured. BRINGING THE HUMAN TOUCH BACK TO SALES
  10. 10. Get Into Blue Jeans: It’s a Great Fit for Sales Sales presentations that are high-impact and content-rich, but as engaging as a face-to-face meeting – what’s not to like about Blue Jeans? Visit www.bluejeans.com/for/video-for-Sales to learn more about Blue Jeans, the leader in video as a service, and why some of the best and brightest sales organizations rely on us.

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