Commission Management Software Commission & Revenue Management

Are face to face meetings dead? At the very minimum traveling to prospect sites is very expensive and time consuming. Web cast tools can replace the face to face meeting. Even complex sales, with several steps and several contacts in a large enterprise, move along using web meetings. Flexible sales strategies server both the seller and the buyer well. The seller can save time and money in the early phases by using the webcast tools. Then use face to face visits to built the relationships and to track the sales cycle closer.

Webcasts have risk. Errors in judgement can be made. The attendees interest can be mis-interpreted. The salesperson can not judge the room. Can not see body language and responses to parts of the remote presentation. Alert salespeople can see prospects in the room, nodding or frowning or crossing arms. This type of negative signal can be addressed while in the room. And is very hard across phone lines to sense and to interpret.

A meeting last week, which was on the prospect site, is a good example. This was a demo of a complex application. I could see participants whispering to each other. I would gently ask if any questions were bubbled up by what was demonstrated and was able to probe and to uncover information.

Salesmen need to balance time and cost against the worth of each opportunity. One way to do this is to measure cooperation. How open is the prospect to answering qualification questions. If two way exchange is lacking. The opportunity is lacking. Then a web cast may be the best strategy.

When scheduling a webcast I always use the opening of the meeting to re-certify the prospect requirements. I ask the prospect to go back over the pain points and to re-affirm the direction of the presentation. This is a good practice. Saves time and makes sure the presentation is on point.