September 05, 2013
Video Conferencing has Become the Ideal Sales Tool
By Rory Lidstone TMCnet Contributing Writer
While teleconferencing has sufficed for many years, it is generally viewed as a step down from in-person communications — and rightly so. A great deal of context is lost when you can’t see the person you’re talking to, which can be poison in a sales scenario. Obviously, this can be remedied if the parties involved in a sale simply meet face to face, but this isn’t always feasible, especially in today’s more international business climate.
In order to get the best of both worlds — the convenience of teleconferencing with all the context of an in-person meeting — video conferencing is becoming a key business channel. Previously held back by various technical limitations, video conferencing is now able to live up to its full potential.
Indeed, many companies have realized this and are now working to further video conferencing as a sales tool. Take, for example, Yorktel, a managed video and multimedia services provider that leverages a vendor-agnostic, utility-based approach to drive adoption of video.
For Yorktel, the recognition of the usefulness of video conferencing for sales calls started internally, as company president and COO David Phillips recently pointed out in a YouTube (News - Alert) video. Phillips boasts a great deal of experience in sales, having been the head of sales for a number of companies in the past, as well as video experience from his time with video conferencing vendor Polycom (News - Alert).
“I learned back in 2006 to 2009,” explains Phillips, “how video conferencing can actually enhance the sales experience, the sales process and our ability to be productive and add value to our customers.”
With this in mind, Phillips would often hold Yorktel’s sales forecast call with video conferencing. This would allow all parties involved in the conference to “really figure out what it is that they’re trying to tell you.”
Now, with recent advances made in video conferencing technology — from large, room-based systems to more mobile, tablet-based offerings — video has become an ideal tool for sales professionals in any industry. This is especially true with more mobile offerings, which even allow users to offer tours of a location to conference participants. According to Phillips, this is the perfect solution for that client who’s just too busy to come by and tour your facilities.
Edited by Blaise McNamee