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TM
iMeet for Sales | Your personal sales meeting room is waiting.
Your room is waiting.
Online Sales Meetings A Better Way to Meet Prospects, Pitch Products & Strengthen Relationships
TM
iMeet for Sales | Your personal sales meeting room is waiting.
2
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.
2
TM
iMeet for Sales | Your personal sales meeting room is waiting.
3
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.
TM
iMeet for Sales | Your personal sales meeting room is waiting.
4
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
4
TM
iMeet for Sales | Your personal sales meeting room is waiting.
5
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.
TM
iMeet for Sales | Your personal sales meeting room is waiting.
6
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
6
TM
iMeet for Sales | Your personal sales meeting room is waiting.
7
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
TM
iMeet for Sales | Your personal sales meeting room is waiting.
8
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