How field sales reps close more business by maintaining the critical element in selling – a relationship – with PGi’s video conferencing solution, iMeet.

Many companies have responded to economic pressures to cut costs and increase productivity by re-strategizing around an inside sales business model. While this shift might implicate a potential loss of outside sales touch, video conferencing technology enables today’s effective enterprise to transform its inside sales force into a virtual outside sales organization. They’re able to put the human back in the selling equation… without the price tag. (Source: @SalesDuJour)

But many best-in-class organizations still make strategic investments in outside sales people. They rely on these heavy hitters to personally engage high value prospects and bring in customer accounts that transform company revenue and market share. (In total, field sales positions account for 12-16 million jobs in the US.)

Yet not even a 100% field sales team can satisfy increasing buyer demands for a personalized customer experience at every interaction.

Field sales reps excel when they establish personal relationships with interested buyers during in-person meetings. However, these reps can’t be everywhere at once, so follow-up usually occurs via faceless modes of communication: email and the phone. Often, outside sales reps lose their developing connections with prospects during these interpersonal interactions.

That’s why savvy field sales teams use video conferencing solutions to maintain their valuable prospect relationships between initial and follow-up meetings. These organizations are more likely to win business because their prospects quickly trust them, as users of such innovative technology, to also be innovative providers.

In fact, PGi’s customers report building even better prospect connections with tools like iMeet than with live appointments. Consider this example: you don’t necessarily pull out pictures of your kids during a first meeting – but thanks to photos your lead can see on iMeet, you’ll forge a powerful bond when you discuss the new way you both celebrated Father’s Day this year.

Let’s face it: In 21^st century selling, keyboards are as effective as the telegram.

But a richer customer experience… What’s more to like than that?

Would you like to talk live and learn more about iMeet? Join me for a live Q&A session in my iMeet room on Wednesday 7/20 from 4:00-4:30 EST.