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Online Sales Meetings
A Better Way to Meet Prospects,
Pitch Products & Strengthen Relationships
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iMeet for Sales | Your personal sales meeting room is waiting.
Getting to Yes (to Drive Growth) But in many ways the fundamental
challenges remain the same. Getting the
first meeting or phone call remains a huge
GETTING TO YES CAN STILL
obstacle. Part of the problem is time. Even
BE A CHALLENGE
prospects with real interest in products
Sales. It’s where the rubber has always that can truly help their business have
met the road for business. Sales teams extremely tight schedules. Access is also
are truly on the front lines – creating new an issue. Some potential clients are nearly
opportunities, breaking down barriers, impossible to contact in the first place.
sparking growth. Their efforts can mean
And then there’s the need to balance new
the difference between successful product
and existing customer imperatives. In other
launches or market expansions, and
words, how do companies find and attract
disappointing results. The same is true
new customers as efficiently and cost-
in terms of establishing new customer
effectively as possible, while ensuring that
relationships and strengthening existing
the existing base remains satisfied to the
ones. The implication for companies across
point of advocacy? Here again, the sales
industries is clear – successful businesses
force has a huge – and hugely important –
start with successful sales organizations.
job to do.
Managing sales forces is also critical
Another element of sales that has remained
– and more challenging than ever.
the same – the need for a personal touch.
Leadership teams must ensure their sales
Whether you’re selling simple consumer
representatives are fully informed on the
products or complex solutions to other
latest product specifications and market
businesses, the most rewarding client
intelligence. And they need to keep their
relationships start with strong personal
teams motivated, engaged and focused
connections. Face-to-face communications
on the prize – even if “no” is the most
are the foundation for strong ongoing client
common answer to requests for meetings
relationships. There’s a reason so many
and first sales calls.
sales reps know the best restaurants and
MASTERING THE TECHNOLOGY are excellent golfers.
EQUATION IN SALES
Of course, fast-paced markets and tight
In the 21st century, technology has economic times have minimized the
revolutionized sales practices. From practice of “wining and dining” clients.
digital product specifications and email Who’s got time for even a long lunch?
communications to web-based product And expense accounts have shrunk to the
pitches and fan pages on social media sites, vanishing point at many companies.
today’s salespeople have more tools than
ever.
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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 How Sales Organizations
conferencing. This can be a highly effective Can Use Online Video
approach to engaging targets or even Meeting Rooms
for enlivening regular sales meetings –
provided the video conferencing systems
» Offer new prospects an easy and
work effectively. But too often the systems
convenient way to learn about your
are complex, costly and require big up-
offerings – lowering barriers to entry and
front investments and lots of help from the
getting over first hurdle.
IT department. The natural next step for
many companies is to move to online video » Keep in touch with existing clients and
meetings. A simpler, more cost-effective customers easily and non-intrusively –
approach – like personal online video meeting smoothing ongoing communications.
rooms – allows for sales teams to come
» Connect remote sales teams and reps for
together, collaborate and share information
regular staff meetings – updating on new
from the field. The most effective solutions
offerings, recognizing success and sharing
also enable efficient, “no-hassle” connections
market intelligence.
with prospects and clients.
» Conduct training sessions – onboarding
WHAT YOUR MEETINGS AND TOOLS SAY
new sales reps more quickly and
ABOUT YOUR COMPANY AND PRODUCTS
supporting new product launches.
There’s no doubt that business is undergoing a
» Boost team collaboration – share tips,
video revolution, and it’s not just about putting
tricks and best practices.
commercials up on YouTube or posting video
brochures on a website. “Videoconferencing » Personalize all internal meetings – ensuring
Rises Again” was the name of a 2008 leading participants stay engaged and focused.
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. ”
A recent report on enterprise video
In the relatively recent past, video highlighted the specific role video can
conferencing was something that happened play for sales teams. “From a sales
mainly in the C-suite. Though up-front perspective, video can provide multiple
investments were huge, there were also large forms of value, starting with sales
savings on travel expenses. Today, however, training and preparation and progressing
the use of video meetings has taken off for all to the point of supporting complex and
types of workers. remote sales opportunities. ”
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iMeet for Sales | Your personal sales meeting room is waiting.
For sales representatives with large THE VALUE OF PERSONAL CONNECTIONS
territories or accounts in distant locations,
When companies empower their sales force
the simple online video conversation
with their own personal meeting room,
saves time and money. It demonstrates
they:
that your company is forward-looking
when it comes to technology, but rightly » Shorten the overall sales cycle by
focused on communication, information lowering barriers to the all-important
sharing and the overall relationships. first meeting with prospects
Better yet, it allows reps to be seen as
proactive, responsive and always available » Gain clearer visibility into prospects’
(even when they are on the road). All of overall likelihood to buy and specific
these factors can help keep even the most reactions to key messages, demos and
demanding clients satisfied, even those offers
who want to hear from their sales reps
» Help reps connect to prospects
frequently. And it gives your sales teams
via social media and establish a
a competitive edge. Who doesn’t want a
conversation, laying the groundwork
powerful communications tool that the
for long-lasting personal relationships
competition doesn’t have?
» Show off your organization’s tech
It’s also important to remember that as
leadership, responsiveness and
workforce demographics change, online
communication skill
video becomes more of a standard.
Employees from Generation X and Y
expect to communicate digitally and are In managing their entire organizations,
just as relaxed in front of a webcam as in a sales management teams can:
conference room. They are also comfortable
» Reduce costs based on lower travel
with a less formal approach, and like to
expenses
have a little fun in their meetings. Online
video meetings can help senior sales » Share new product information and
executives engage and build stronger demos seamlessly
teams with their Gen X and Gen Y trainees
and new hires. » Promote collaboration among remote
team members and on large accounts
For sales leaders, the equation often boils
down to finding cost-effective and easily » Establish ongoing conversations and
accessible tools that anyone can use from mentoring in the sales force
any location, as opposed to expensive
» Onboard and train new salespeople
videoconferencing suites at central offices
more quickly and efficiently
that must be scheduled well in advance.
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iMeet for Sales | Your personal sales meeting room is waiting.
Once sales organizations recognize the po-
tential power of online video and personal What to Look for in Online
meeting rooms in engaging clients and pros- Meeting Technology?
pects, demonstrating products and connect-
ing to colleagues, the next step is to evaluate EASE OF USE: Ideally, a videoconferencing
the many options. There are a number and service should be as easy as making a
range of criteria to consider in seeking the phone call or signing into a Website.
right system and tools for the company’s
AFFORDABILITY & RELIABILITY: Many
unique needs, objectives and organizational
corporate video networks are costly,
structure. As a recent report on enterprise
complex and prone to technical difficulties.
video suggested, companies should not
Internet-based services largely avoid such
“simply focus on technical standards” but
issues.
rather “on the characteristics that are most
relevant to the business.” SIMPLICITY: Online meeting platforms
typically distract users with too many
For sales teams, those characteristics are
features, clunky interfaces and required
usually about simplicity, ease of use and the
downloads. Look for technology that is
ability to seamlessly share information (see
ready for everyone, focuses on the people
sidebar on page 3). It’s important to remem-
communicating, and allows sharing of
ber that these systems must also be seam-
simple content, like video demos, product
less and simple for external users – including
specs, price lists and social media links.
important clients or new prospects – to use.
PRIVACY: Salespeople should have a private
From the perspective of IT leaders, who will
room or space to conduct interviews or
influence these decisions (if not make them
other meetings.
directly), additional video solutions must
be largely self-contained, with built-in sup- ALWAYS-ON AVAILABILITY: Because
port and a generally small footprint. In other schedules are tight, look for tools that
words, they cannot be disruptive to imple- eliminate arduous set-up and scheduling
ment, difficult to support or expensive to processes and enable spontaneous
maintain. On the other hand, they must also conversations and quick “drop-ins. ”
be highly reliable and easily accessible. In-
creasingly, these criteria are pointing toward SUPPORT FOR MULTIPLE USERS: This is an
web-based systems. 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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iMeet for Sales | Your personal sales meeting room is waiting.
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
» No difficult downloads or clunky
» Build strong relationships from the first interfaces –all you need is a webcam
interaction and a browser
» Demonstrate technology leadership » Lose the clutter – iMeet is clean, simple
and a personal touch and intuitive
» Promote a cohesive culture across the » Your iMeet room is always ready, for
aales organization formal presentations to new prospects
or “drop-by” discussions with longtime
clients
iMeet is as simple as a phone call, but much
more enriching, powerful and fun. That’s » Individual rooms ensure privacy, but
why we believe the world’s greatest sales are perfect for groups and full sales
meetings and product pitches happen team meetings
in iMeet.
iMeet combines crystal clear, HD-like
multipoint video (up to 15 web cameras
simultaneously turned on) in a virtual,
“iMeet is refreshingly simple
personal meeting room that’s perfect for and intuitive. Personalized
group sales meetings, product demos and rooms and social media make
strategy sessions. Designed for clarity
meetings friendly. ”
and instant access to anyone, it combines
the best parts of conference calling, video Roopam Jain
conferencing, and social networking – all Senior Analyst Frost & Sullivan
cleaned-up, simplified and ready for your
sales team.
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iMeet for Sales | Your personal sales meeting room is waiting.
MAKE YOUR MEETINGS MORE PERSONAL. SHOW YOUR STUFF TO
PROSPECTS AND CLIENTS
Get to know prospects and customers:
» Launch demos and product videos –
» Gauge reactions, interest levels and
just click show
buying intent
» Share detailed product specs – features,
» Ask questions and have real
prices and benefits
conversations
» Link to friends, fans and user
» Share your enthusiasm and tailor your
communities
pitch to specific client needs
» Drive collaboration among remote team
» Put a face with a name – and let them
members
do the same
» Recognize successes and build team
» Build trust and credibility by looking
spirit
them in the eye
» 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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iMeet for Sales | Your personal sales meeting room is waiting.
IT REALLY IS ABOUT RELATIONSHIPS About iMeet
With iMeet, sales professionals can talk
with prospects more naturally, connect iMeet is a simple, elegant, wide-open space
more personally, and demonstrate products where you can get together any time. It’s
more effectively. Yes, this is how good your own personal meeting room where
deals get done. But it’s also how the best you can see everyone and learn more about
and strongest business relationships are them. Simply put, iMeet is the best parts
formed and maintained over time. And of conference calling, video conferencing,
when it comes to engaging the entire and social networking, all cleaned-up,
sales organization, nothing beats the cost- simplified and ready for business. Our
effectiveness and efficiency of iMeet for goal? Do away with soul-sucking meetings
boosting teamwork and esprit de corps, and make get-togethers as enjoyable as
sharing information and enhancing training. possible. After all, great things can happen
And all without losing the personal touch when we’re all in the same room. iMeet is
that’s a hallmark of high-performance sales the brainchild of PGi, a company who hosts
teams. Now that’s a selling point! 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.com
iMeet comes to you from
©2011 American Teleconferencing Services, Ltd. |PGi 8