The document discusses how face-to-face interactions remain important for building trust in sales, despite an increasingly digital world. Traditional sales methods like email, cold calls, and meetings are becoming less effective as buyers now complete most of their research online. The use of video conferencing allows salespeople to reconnect with the benefits of in-person interactions by putting a human face to their pitch and enabling them to read social cues. Companies that adopt video sales strategies report significantly higher returns on investment than those relying solely on digital or telephone conversations.

1. Face-to-Face in a Social + Mobile
World
Todd McCormick
PGi
Sales Strategies in a Social & Mobile World @Sales20Conf

2. Would you rather do business
With this person…
Sales Strategies in a Social & Mobile World @Sales20Conf

3. Or this person?
Sales Strategies in a Social & Mobile World @Sales20Conf

4. The fact is:
The game of selling
has changed
Sales Strategies in a Social & Mobile World @Sales20Conf

5. Email is dying.
Sales Strategies in a Social & Mobile World @Sales20Conf

6. Cold calls are dead.
Sales Strategies in a Social & Mobile World @Sales20Conf

7. Belly-to-belly selling is dead.
Buyers complete 80% of the buying cycle before
interacting with sales.
85% of buyer-seller conversations will occur
online by 2020.
Face-to-face meetings are a key factor in
successfully building and maintaining
professional relationships.
—Source: HBR, Gartner
Sales Strategies in a Social & Mobile World @Sales20Conf

8. Superstars sell eyeball-to-eyeball
When customers see your eyeballs,
they trust you
Sales Strategies in a Social & Mobile World @Sales20Conf

9. What happened?
Selling has become faceless
Sales Strategies in a Social & Mobile World @Sales20Conf

10. Traditional technology is ineffective.
• Buyers receive 200+ emails per day
• 97% are unwanted
• Ignored voicemails + meeting requests
—Source: Microsoft
Sales Strategies in a Social & Mobile World @Sales20Conf

11. Everything is a commodity.
• More ways to speak
at customers
• Harder to speak with
them
—Source: BtoB Magazine
70% of marketing + sales execs rank ‘inability to
differentiate’ as primary inhibitor to growth
Sales Strategies in a Social & Mobile World @Sales20Conf

12. The critical link = Your face
• People want to buy from
people
• Yesterday’s door-to-door sale
now happens online
89%: Face-to-face
meetings are essential
for sealing the deal
—Source: Harvard Biz
Sales Strategies in a Social & Mobile World @Sales20Conf

13. Enter video.
• More information per minute
• How 95% of public best processes
information
—Source: Marketo
Sales Strategies in a Social & Mobile World @Sales20Conf

14. Video is exploding.
• YouTube: Fastest-growing media platform
ever. Over 2 billion views each day.
• Facebook: 3 billion videos/photos daily.
Sales Strategies in a Social & Mobile World @Sales20Conf

15. It’s like Woody Allen said…
• 80% of success is
showing up.
• Not listening up!
Sales Strategies in a Social & Mobile World @Sales20Conf

16. Focus on the basics
• Up to 93% of
communication is
non-verbal
• See true reactions
+ overcome
objections
• See into actual
working
environment in a Social & Mobile World
Sales Strategies @Sales20Conf

17. Rapidly establish common ground
• Speed through
intros
• Share hobbies and
visual
demonstrations
Sales Strategies in a Social & Mobile World @Sales20Conf

18. Socially connect in real-time
Sales Strategies in a Social & Mobile World @Sales20Conf

19. Sales office in the cloud
Progressive companies invest in online video
communication tools to engage customers in real-time.
The result: business isn’t just done faster; it’s
done better—for all parties involved.”
—Gerhard Gschwandtner
Sales Strategies in a Social & Mobile World @Sales20Conf

20. Your eyes are the window to the sell.
Companies that use video for sales
report an average ROI of 120%.
—Source: Aberdeen
Sales Strategies in a Social & Mobile World @Sales20Conf

21. Put your best face forward online
• Use a warm + professional photo
• Place camera where you actually look
• Ignore your dual monitor
• Send a consistent message with your
office
…more tips at Blog.Pgi.com
Sales Strategies in a Social & Mobile World @Sales20Conf

22. Summary
When customers see the white of your
eyes, they remember you and trust you
Sales Strategies in a Social & Mobile World @Sales20Conf

23. Thank you.
• Todd.McCormick@PGi.com
• @TMcCormick2011
• www.iMeet.com/ToddMcCormick
Sales Strategies in a Social & Mobile World @Sales20Conf

24. iMeet for Sales
Sales Strategies in a Social & Mobile World @Sales20Conf