how do you run successful sales meetings?

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Online Sales Meetings A Better Way to Meet Prospects, Pitch Products & Strengthen Relationships

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Getting to Yes (to Drive Growth)

GETTING TO YES CAN STILL

BE A CHALLENGE

Sales. It’s where the rubber has always

met the road for business. Sales teams

are truly on the front lines – creating new

opportunities, breaking down barriers,

sparking growth. Their efforts can mean

the difference between successful product

launches or market expansions, and

disappointing results. The same is true

in terms of establishing new customer

relationships and strengthening existing

ones. The implication for companies across

industries is clear – successful businesses

start with successful sales organizations.

Managing sales forces is also critical

– and more challenging than ever.

Leadership teams must ensure their sales

representatives are fully informed on the

latest product specifications and market

intelligence. And they need to keep their

teams motivated, engaged and focused

on the prize – even if “no” is the most

common answer to requests for meetings

and first sales calls.

MASTERING THE TECHNOLOGY

EQUATION IN SALES

In the 21st century, technology has

revolutionized sales practices. From

digital product specifications and email

communications to web-based product

pitches and fan pages on social media sites,

today’s salespeople have more tools than

ever.

But in many ways the fundamental

challenges remain the same. Getting the

first meeting or phone call remains a huge

obstacle. Part of the problem is time. Even

prospects with real interest in products

that can truly help their business have

extremely tight schedules. Access is also

an issue. Some potential clients are nearly

impossible to contact in the first place.

And then there’s the need to balance new

and existing customer imperatives. In other

words, how do companies find and attract

new customers as efficiently and cost-

effectively as possible, while ensuring that

the existing base remains satisfied to the

point of advocacy? Here again, the sales

force has a huge – and hugely important –

job to do.

Another element of sales that has remained

the same – the need for a personal touch.

Whether you’re selling simple consumer

products or complex solutions to other

businesses, the most rewarding client

relationships start with strong personal

connections. Face-to-face communications

are the foundation for strong ongoing client

relationships. There’s a reason so many

sales reps know the best restaurants and

are excellent golfers.

Of course, fast-paced markets and tight

economic times have minimized the

practice of “wining and dining” clients.

Who’s got time for even a long lunch?

And expense accounts have shrunk to the

vanishing point at many companies.

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Still, sales teams must keep in touch with

clients and prospects. That’s why many

sales organizations have turned to video

conferencing. This can be a highly effective

approach to engaging targets or even

for enlivening regular sales meetings –

provided the video conferencing systems

work effectively. But too often the systems

are complex, costly and require big up-

front investments and lots of help from the

IT department. The natural next step for

many companies is to move to online video

meetings. A simpler, more cost-effective

approach – like personal online video meeting

rooms – allows for sales teams to come

together, collaborate and share information

from the field. The most effective solutions

also enable efficient, “no-hassle” connections

with prospects and clients.

WHAT YOUR MEETINGS AND TOOLS SAY

ABOUT YOUR COMPANY AND PRODUCTS

There’s no doubt that business is undergoing a

video revolution, and it’s not just about putting

commercials up on YouTube or posting video

brochures on a website. “Videoconferencing

Rises Again” was the name of a 2008 leading

analyst report that highlighted the full

variety of systems, from desktop tools to full

telepresence solutions, and it continues to

highlight video as a “trend to watch.”

In the relatively recent past, video

conferencing was something that happened

mainly in the C-suite. Though up-front

investments were huge, there were also large

savings on travel expenses. Today, however,

the use of video meetings has taken off for all

types of workers.

A recent report on enterprise video

highlighted the specific role video can

play for sales teams. “From a sales

perspective, video can provide multiple

forms of value, starting with sales

training and preparation and progressing

to the point of supporting complex and

remote sales opportunities.”

How Sales Organizations Can Use Online Video Meeting Rooms

» Offer new prospects an easy and

convenient way to learn about your

offerings – lowering barriers to entry and

getting over first hurdle.

» Keep in touch with existing clients and

customers easily and non-intrusively –

smoothing ongoing communications.

» Connect remote sales teams and reps for

regular staff meetings – updating on new

offerings, recognizing success and sharing

market intelligence.

» Conduct training sessions – onboarding

new sales reps more quickly and

supporting new product launches.

» Boost team collaboration – share tips,

tricks and best practices.

» Personalize all internal meetings – ensuring

participants stay engaged and focused.

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For sales representatives with large

territories or accounts in distant locations,

the simple online video conversation

saves time and money. It demonstrates

that your company is forward-looking

when it comes to technology, but rightly

focused on communication, information

sharing and the overall relationships.

Better yet, it allows reps to be seen as

proactive, responsive and always available

(even when they are on the road). All of

these factors can help keep even the most

demanding clients satisfied, even those

who want to hear from their sales reps

frequently. And it gives your sales teams

a competitive edge. Who doesn’t want a

powerful communications tool that the

competition doesn’t have?

It’s also important to remember that as

workforce demographics change, online

video becomes more of a standard.

Employees from Generation X and Y

expect to communicate digitally and are

just as relaxed in front of a webcam as in a

conference room. They are also comfortable

with a less formal approach, and like to

have a little fun in their meetings. Online

video meetings can help senior sales

executives engage and build stronger

teams with their Gen X and Gen Y trainees

and new hires.

For sales leaders, the equation often boils

down to finding cost-effective and easily

accessible tools that anyone can use from

any location, as opposed to expensive

videoconferencing suites at central offices

that must be scheduled well in advance.

THE VALUE OF PERSONAL CONNECTIONS

When companies empower their sales force

with their own personal meeting room,

they:

» Shorten the overall sales cycle by

lowering barriers to the all-important

first meeting with prospects

» Gain clearer visibility into prospects’

overall likelihood to buy and specific

reactions to key messages, demos and

offers

» Help reps connect to prospects

via social media and establish a

conversation, laying the groundwork

for long-lasting personal relationships

» Show off your organization’s tech

leadership, responsiveness and

communication skill

In managing their entire organizations,

sales management teams can:

» Reduce costs based on lower travel

expenses

» Share new product information and

demos seamlessly

» Promote collaboration among remote

team members and on large accounts

» Establish ongoing conversations and

mentoring in the sales force

» Onboard and train new salespeople

more quickly and efficiently

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Once sales organizations recognize the po-

tential power of online video and personal

meeting rooms in engaging clients and pros-

pects, demonstrating products and connect-

ing to colleagues, the next step is to evaluate

the many options. There are a number and

range of criteria to consider in seeking the

right system and tools for the company’s

unique needs, objectives and organizational

structure. As a recent report on enterprise

video suggested, companies should not

“simply focus on technical standards” but

rather “on the characteristics that are most

relevant to the business.”

For sales teams, those characteristics are

usually about simplicity, ease of use and the

ability to seamlessly share information (see

sidebar on page 3). It’s important to remem-

ber that these systems must also be seam-

less and simple for external users – including

important clients or new prospects – to use.

From the perspective of IT leaders, who will

influence these decisions (if not make them

directly), additional video solutions must

be largely self-contained, with built-in sup-

port and a generally small footprint. In other

words, they cannot be disruptive to imple-

ment, difficult to support or expensive to

maintain. On the other hand, they must also

be highly reliable and easily accessible. In-

creasingly, these criteria are pointing toward

web-based systems.

What to Look for in Online Meeting Technology?

EASE OF USE: Ideally, a videoconferencing

service should be as easy as making a

phone call or signing into a Website.

AFFORDABILITY & RELIABILITY: Many

corporate video networks are costly,

complex and prone to technical difficulties.

Internet-based services largely avoid such

issues.

SIMPLICITY: Online meeting platforms

typically distract users with too many

features, clunky interfaces and required

downloads. Look for technology that is

ready for everyone, focuses on the people

communicating, and allows sharing of

simple content, like video demos, product

specs, price lists and social media links.

PRIVACY: Salespeople should have a private

room or space to conduct interviews or

other meetings.

ALWAYS-ON AVAILABILITY: Because

schedules are tight, look for tools that

eliminate arduous set-up and scheduling

processes and enable spontaneous

conversations and quick “drop-ins.”

SUPPORT FOR MULTIPLE USERS: This is an

excellent way to streamline and enhance

regular sales meetings, training sessions

and new product demos.

MOBILITY: User-friendly mobile interfaces

and seamless integration with smartphones,

tablets and other handheld devices.

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Welcome to iMeet®

GREAT RELATIONSHIPS START WITH

GREAT MEETINGS

The Proven Way for Sales Organizations to:

» Engage and qualify prospects more

quickly

» Share key messages more effectively &

demo products more persuasively

» Build strong relationships from the first

interaction

» Demonstrate technology leadership

and a personal touch

» Promote a cohesive culture across the

aales organization

iMeet is as simple as a phone call, but much

more enriching, powerful and fun. That’s

why we believe the world’s greatest sales

meetings and product pitches happen

in iMeet.

iMeet combines crystal clear, HD-like

multipoint video (up to 15 web cameras

simultaneously turned on) in a virtual,

personal meeting room that’s perfect for

group sales meetings, product demos and

strategy sessions. Designed for clarity

and instant access to anyone, it combines

the best parts of conference calling, video

conferencing, and social networking – all

cleaned-up, simplified and ready for your

sales team.

» No difficult downloads or clunky

interfaces –all you need is a webcam

and a browser

» Lose the clutter – iMeet is clean, simple

and intuitive

» Your iMeet room is always ready, for

formal presentations to new prospects

or “drop-by” discussions with longtime

clients

» Individual rooms ensure privacy, but

are perfect for groups and full sales

team meetings

“iMeet is refreshingly simple and intuitive. Personalized rooms and social media make meetings friendly.”

Roopam JainSenior Analyst Frost & Sullivan

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MAKE YOUR MEETINGS MORE PERSONAL.

Get to know prospects and customers:

» Gauge reactions, interest levels and

buying intent

» Ask questions and have real

conversations

» Share your enthusiasm and tailor your

pitch to specific client needs

» Put a face with a name – and let them

do the same

» Build trust and credibility by looking

them in the eye

SHOW YOUR STUFF TO

PROSPECTS AND CLIENTS

» Launch demos and product videos –

just click show

» Share detailed product specs – features,

prices and benefits

» Link to friends, fans and user

communities

» Drive collaboration among remote team

members

» Recognize successes and build team

spirit

» Share best practices, market

intelligence and tips

» See who’s talking – and get to know

your colleagues

» Easy links to sales projections,

strategic documents and new product

information

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IT REALLY IS ABOUT RELATIONSHIPS

With iMeet, sales professionals can talk

with prospects more naturally, connect

more personally, and demonstrate products

more effectively. Yes, this is how good

deals get done. But it’s also how the best

and strongest business relationships are

formed and maintained over time. And

when it comes to engaging the entire

sales organization, nothing beats the cost-

effectiveness and efficiency of iMeet for

boosting teamwork and esprit de corps,

sharing information and enhancing training.

And all without losing the personal touch

that’s a hallmark of high-performance sales

teams. Now that’s a selling point!

About iMeet

iMeet is a simple, elegant, wide-open space

where you can get together any time. It’s

your own personal meeting room where

you can see everyone and learn more about

them. Simply put, iMeet is the best parts

of conference calling, video conferencing,

and social networking, all cleaned-up,

simplified and ready for business. Our

goal? Do away with soul-sucking meetings

and make get-togethers as enjoyable as

possible. After all, great things can happen

when we’re all in the same room. iMeet is

the brainchild of PGi, a company who hosts

over 4 million meetings every month for

businesses around the world, including

75% of the Fortune 100 (needless to say, our

technology is rock solid). Thanks for reading

and hope to see you around.

iMeet comes to you from

iMeet.com

©2011 American Teleconferencing Services, Ltd. |PGi

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