how to get results - amazon s3 › ... › pgi_webinar_finaldeck.pdf · travel is more disruptive...
TRANSCRIPT
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The Online Sales CallHow to get results
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Todd McCormick
• Vice President of SMB Sales
• PGi
Vice President, SMB Sales
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1.
Real‐time economy
2.
ROI is critical
3.
Travel is more disruptive
The New Reality
Business is going global.
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Travel is expensive
and inconvenient.
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Businesses are going green.Businesses are going green.
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Companies moved to the cloud.
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And people are more mobile than ever.
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Cost of telesales
$25‐70 per call
—Source: Startup Nation
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Cost of B2B sales call
$215‐400 per call—Source: Sales Laundry + Marketing‐Playbook.com
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Competitive Edge
Call Result
Call Result
CostCost
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Cost per lead = expensive
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Goal: Match outside effectiveness…
…With the cost of a virtual sales call
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Limitations ‐
Inside sales technology
• Document sharing
• Impersonal conference calls
• Faceless email
93% of communication
missing
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Missing: Nonverbal cues—vital to sales
• Level of interest• Eye movement
• Focus• Indifference
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Video conveys more information per
minute than any other media
platform. —Marketo
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People find product information and research most compelling on video.
—Universal McCann
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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
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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
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40%
increase in lead
conversion
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iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training / Onboarding
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Buyers trust online relationships more than ever.—Source: eMarketer
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Energy = Enthusiasm
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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
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iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching• Hiring + recruiting
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• A financial planning
company• Will cut in‐person
meetings by 50% in the
next five years
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Step up sales professionalism
• Video feedback boosts performance
• Impressive technology = positive impression
• More collaboration + co‐creation
$$
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iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding
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Video is how people learn best.
65%Visual
30%Auditory
95%—Source: PrimeInfographics.com
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iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching
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Attract
Grow
Retain
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iMeet
Sales Channel
• Sales calls• Virtual collaboration• Training + onboarding• Coaching• Hiring + recruiting
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Hire better
talent faster
300% productivity increase
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How iMeet
uses iMeet
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Set up your office right
• Company logo + awards
• Conversation starters• Eliminate distractions
• Webcam at eye level
• 2nd
monitor = death
• QUIET
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Power of a first impression
• Fix hair + dress for success• Smile has power
• Ask good questions• Read visual cues
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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
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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
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70K iMeet
users today and growing!Get your own room for 30 days free at iMeet.com
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Thank you!
• Blog: http://Blog.PGi.com• Twitter: @TMcCormick2011
• Email: [email protected]
• My room:
http://www.iMeet.com/ToddMcCormick