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| | The Marketing, Channels/Partnership & Sales Execs Network is not currently active and cannot accept new posts | | The changing face of sales? | Views: 1125 | | Jun 07, 2005 12:24 am | | The changing face of sales? | # | 
David Norcross | | Hello All
With internet marketing becoming what it has in the marketplace and with the addition of video conferencing via the internet, how has technology effected your sales techniques?
Do you still rely on face to face sales and building a relationship or do you find yourself spending more and more time in the office and less time in front of customers? Most importantly how has video conferencing and net meetings helped you in regard to geographics?
Thank you
David Norcross
Owner
One Source Graphics LLC
www.osprint.net
Your Image is EverythingPrivate Reply to David Norcross | | Jun 08, 2005 2:43 pm | | re: The changing face of sales? | # | 
Sheri Sepanak | | I've been in sales for about thirteen years and most recently made a move to Intercall, a conferencing company, so maybe I can give you a different perspective based on what I've seen while selling for a conferencing company.
While nothing beats face to face, personal interaction with a customer, I've learned while working for Intercall, that it's not always necessary. Especially when dealing with C-Level clients, I find that their time is so limited and getting that ten to fifteen minutes on their calendar is so hard and they seem to appreciate my being able to present to them instantaneously via the web and phone.
Conferencing speeds up communication, allowing executives to share information in a uniform platform, rather than sidebar discussions where key people may not be involved. I think executives, being that they're very much bottom-line focused, enjoy seeing the cost savings of conferencing because the travel reduction is HUGE and the savings of that is easy to moniter and view almost immediately after implementing conferencing programs.
Personally, as an account manager who handles large national accounts, conferencing really helps make me more efficiant. This is the first company I've worked for where I can interact visually with a customer who's ten thousand miles as quickly as I'd like to. That's a HUGE plus. It speeds up my sales cycle, allows me to connect with people I might otherwise have not connected with, and it keeps my calendar MUCH more full. I'm eliminated time stuck in traffic, stuck at the airport..etc. and I'm utilizing that time to connect with my prospects.
I think the video aspect is supercool although it's just starting to catch on with clients. Let me know if you have any questions that I may be able to offer any input on!Private Reply to Sheri Sepanak | | Jun 08, 2005 2:45 pm | | re: The changing face of sales? | # | 
Douglas Karr | | David,
That's a great question. I believe it has largely to do with the products and services you offer and whether they require longterm or shortterm event relationships. My clientele is made up largely of regional businesses. It seems to require the additional 'hand-holding' that hasn't quite evolved into internet conferencing capabilities as of yet.
I hope to expand beyond, but that's not on the horizon right now.
DougPrivate Reply to Douglas Karr | | Jun 09, 2005 4:33 am | | re: re: The changing face of sales? | # | 
Mahesh Deshmukh | | David,
I am sure these tools certainly help & make the sales process efficient. However the extent of the effectiveness depends on whether your customers also has an eassy access to all these tools. The key lies there.
As video conferencing becomes more & more popular & widely accepted, it will certainly reduce the travel. However I still feel, it can never eliminate the person to person meeting, just because of emotional reasons than rational.
Regards
Mahesh Private Reply to Mahesh Deshmukh | | Jun 09, 2005 10:25 am | | re: re: re: The changing face of sales? | # |
David Norcross | | Thank you all and I agree with you completely. I am just like you are where I want to say that Video Conferencing will never replace face to face selling. Doug my clients are just like yours where they require hand holding. However, that is also quickly leaving with high speed file transfers, remote proofin and now video conferencing.
Here is what has driven my question and that is online sales. So many companies are diving into an online market, customers are looking online first. Lets face it the desire for businesses to deal with a face to face person is decreasing. Why? Well I think it is all a matter of convenience. With the net obviously they can work and look at new products and services in the comfort of their own home. When they get to work they are busy, so often they do not have time to see a sales person. We have all experienced those roadblocks. However, I do think the internet fails because people want to know that they can trust who they are buying from thus the need for the relationship. To me video conferencing is going to change the way we do our business and soon. I believe that this is our bridge between those who have thought about buying on the web and still need the convenience of managing their own schedule.
I did not think that this would be that good of a thread. Glad everyone has participated. I really think that we need to be ready to adapt to the times. Hey I had 300 albums and when cd's came out I said I would never sell my albums...guess what......
David Norcross
One Source Graphics
www.osprint.net
Your Image is EverythingPrivate Reply to David Norcross | | Jun 09, 2005 1:58 pm | | re: re: re: re: The changing face of sales? | # |
Sheri Sepanak | | I agree 100%! I think we're at a point where we can utilize some of the new tools at our disposal and mix it with our proven knowledge that people buy from people they like, point being, get in front of them at SOME point!
Many of my customers prefer gathering their initial information via web/video/audio conferencing and I'd like to think that they can tell I'm a happy, lively soul through my voice alone and by the fact that I follow up as I say I will, which builds trust. I'd like to think that when I say I'll get them more information and it shows up on their laptop two minutes later that they see I'm serious about what I do. I also think I can integrate the personal touch with new technology...for instance, Mr. Smith takes ten minutes to do a web conference with me and I send him a hand written thank you note immediately after. I think there can be a happy balance.
As technology progresses and the human touch gets further and further left in the dust, those of us who will be successful will be the ones that remember "how things use to be." We have to be open to new technology so we don't get left behind but we also have to remember that unless we're selling to robots, we can never completely eliminate the human touch. Who knows, maybe someday we WILL be selling to robots! Private Reply to Sheri Sepanak | | Jun 14, 2005 3:58 pm | | re: re: re: re: re: The changing face of sales? | # | 
Ira Stoller | | Mail did not replace face-to-face selling; it enhanced it.
The telegraph did not replace face-to-face selling; it enhanced it.
The telephone did not replace face-to-face selling; it enhanced it.
The web did not replace face-to-face selling; it enhanced it.
Video conferencing will not replace face-to-face selling; it will enhance it.
Each of these technologies has led to a more informed buying community and our selling methodologies have had to adjust. We're now at a point where we as sales people are dealing with information savvy buyers who rely on us, not so much to inform as to nail down the fine points of the sale. Can we do some of this by phone? By video? By email? Of course, and we'd be fools not to take advantage of these tools. However, I don't think that face-to-face selling will go away in our lifetimes.Private Reply to Ira Stoller | | Jun 15, 2005 12:59 am | | re: The changing face of sales? | # |
David Norcross | | For years Holley had the best carburetor and they never thought then anyone would EVER overtake them. The along came fuel injection...... Private Reply to David Norcross | | Jun 16, 2005 5:28 am | | re: re: The changing face of sales? | # | 
jeetendra jagwani | | A lot depends on the kind of segment you address, the product and the procedure involved in reaching the final decision. If its an expensive, high involvement product like say a car, then yes the www is a tool to hasten the process, not replace it. Again there is a difference. If a customer already knows about the product he is looking for and price is the only consideration, then he going to be motivated to use www as the final buying tool also.(like I mentioned earlier, segments are imp). Computer parts etc sell well through the www because of familiarity with the products. The interactive nature of the web is a trait that has to be utilised as a tactical weapon. Depending upon your product profile, you can use it as a lead generation tool, sales support, or sole selling tool. Private Reply to jeetendra jagwani | | Jun 29, 2005 2:00 pm | | re: The changing face of sales? | # | 
Stefi Sanev | | I found that Internet sales, marketing and meetings is a cost effective way to get your info to alot of people - HOWEVER -there is still the challenge of followup and response from people you contact - this marketing technique is still developing and I think many people are still becoming savvy about how to use the Internet to their advantage - Stefi Sanev www.raphapublishing.com Private Reply to Stefi Sanev | | Jul 01, 2005 7:33 am | | re: The changing face of sales? | # | 
Where The MIND is Without FEAR | | HI David,
this a great topic,
Something that might change the future of salesmen, sales through the internet has come as a point of inflection for the sales department, how well we use the net for our advantage is a million dollar Q...
whether you use it as a marketing tool or a point of sale depends on
a. product
b. target
c. pricing
d. credibility of the site
e. b2b or b2c
a combo of the five facrors determine the whether the net can b used as a marketing tool or a point of sale....
KarthikPrivate Reply to Where The MIND is Without FEAR | | |
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