The nature of sales for me often involves remote
presentations. Clients don’t prefer sending me all over the US to qualify or
sell a prospect. Prospects, even when they are local, really don’t prefer
having to spend hours with a rep, even though they definitely find my in-person
style suave and persuasive… 😉 (I’m winking in case you cannot see the
I’ve found more and more executives are willing to listen to
the first and second sales presentations via online sales presentations with
GoToMeeting.com. Just a few years ago, this was not the case. If you didn’t
meet in person, they were not interested to spend any time. The combination of
September 11th, the current economic crisis, fuel costs, and a host
of other things have made remote presentations more useful and user-friendly.
Let me illustrate briefly with one of my clients,
i-Snapshot, a sales management tool that saves reps and sales execs time and
effort by allowing a rep to give call status via cell phone and coded text
messages instead of in the traditional painful call report via a dbase or
I am able to walk a VP of Sales through not only my
Powerpoint ™ presentation, but a full demo of the software via my browser (SaaS,
not traditional software). I can hand control over to the prospect and let him
or her navigate, if that’s needed. We have real-time chat within the
GoToMeeting dashboard as well as typical options to use a highlighter or
The big takeaway about this virtual meeting style of selling
isn’t just about saving time, travel, and printing costs – it is about giving
some control over to the prospect. Some might argue that the prospect always
has this control, but what often happens in person is a greater tendency to let
a sales professional get all the way through a presentation with questions at
the end. Which means you, as the sales rep, has lost part of the chance for
What happens in these virtual presentations is similar to
email and instant messaging and forums – people are less inhibited and this
gives them a greater sense of freedom and control. That the prospect now has a
bit more wiggle room to stop you, to interact, to ask questions, and to seek to
level the playing field by inviting more people into the presentation because
it is cost-effective and unlikely to force someone to stay in the room.
If you leverage this style of selling properly, you can fill
your pipeline with more prospects and determine more precisely what interests
them so that your lead nurture efforts can be more successful.
A free pdf sales performance overview is available here. Plus, I have a few case studies available by email.
For more info on GoToMeeting.com is at the same domain. A shortcut that many
don’t know about is simply: www.meeting.com
and you get to the same site.