Peter Stewart is the SVP of Collaboration Technology Services at PGi, a global provider of virtual meeting solutions with $450M in revenues and 30,000 customers. He leads the worldwide teams that provide collaboration technology expertise, and implementation and service delivery to global enterprises.
In an article from sellingpower.com, Stewart shares some of his speech from the Sales & Marketing 2.0 Conference. The topic? Being an “info-holic”. He presents the idea that face-to-face time is craved by salespeople, yet it’s becoming harder and harder to make that a reality.
His solution? Virtual meeting.
Stewart also brings up the valid point that when you are presenting your product via virtual meeting, make sure that you are not using software that becomes more distracting than valuable.
“Customers today are short on patience. If your web conferencing tool requires a download, for example, many prospects will simply move on to the next click. In addition, what kind of message are you sending when you require prospects to download cumbersome software? What does that say about your products and services? You should be able to get face-to-face with people from any device, anywhere, any time—and so should your partners, customers, and prospects,” he said.
The message Stewart is sending (comparing the addictiveness of our technology to gambling and always being distracted) is not new, however, translating that into being a more effective salesperson is.
“If you can’t beat ‘em, join ‘em. Device distraction is not going away. Successful sales reps and managers are going to find ways to leverage mobile technology and Sales 2.0 solutions that replicate the good old-fashioned face-to-face meeting,” he said.
It has been shown that companies and businesses that do not adjust to technological advancements get left behind in the dust.
So, harness your “info-holic” tendencies and make sure you are taking advantage of what 2013 has to offer via selling!