How PGi’s video conferencing technology engages key decision makers in face-to-face conversations that translate into reduced costs, greater profitability, and better customer satisfaction.

As the market has slowed, companies have cut back on expenses, requiring their sales teams to sell more at a faster rate with fewer resources. For many enterprises, this has meant a strategic shift in their business model from outside sales to inside sales.

Put simply, remote selling often delivers better economics: reps spend less time traveling and more time connecting with prospective buyers than their field-based counterparts. In fact, some inside reps make more than 350 dials per day. This is crucial in an industry where 3 to 15 touches are needed to generate one sales-ready lead.

Given this information, it’s no wonder that inside sales jobs account for fourteen of every 15 sales positions filled, nor that insides sales jobs are multiplying approximately 15x faster than outside field positions (7.5% versus 0.5% annual growth).

On one hand, this is good for profitability. Industry rule of thumb says a 5% increase in selling time can yield a 20% increase in revenue. It’s also good for efficiency—inside sales reps occupy the sweet spot between effective sales and marketing alignment, driving faster YOY growth, more closed proposals, and higher customer retention. But there’s no denying that face-to-face interactions generate more signatures on the dotted line than transactions that are faceless.

But an inside sales model doesn’t mean your reps need to lose their outside touch. In fact, thanks to technology that exists today, they can have face-to-face interactions every time they talk to a prospect or customer. These video conferencing solutions bridge the distance between a rep and a buyer and put the human back in the selling equation.

So stop hiding behind your computer already. Turn on your webcam, and reap the benefits: better efficiency, more revenue, and enhanced customer satisfaction.

Wouldn’t it be nice to put a face to a name?

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