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Should Your B2B Sales Team Use Video for Sales Calls?

Should Your B2B Sales Team Use Video for Sales Calls?

With the advent of digital communications, face-to-face meetings have become increasingly scarce. Thankfully, video conferencing is an alternative way to make an impression without actually meeting in-person. There’s no doubt that in-person pitches are more effective, but sometimes it’s either not possible or feasible. However, closing sales over video comes with its challenges which is why there hasn’t yet been widespread adoption of this.

For those who know how to capitalize on the opportunities that video conferencing provides, they have a distinct advantage over their competition.

Forming a personal connection

A salesperson doesn’t have to be told that body language is important, but without the right cues they may have a tendency to recite when it comes to a phone call rather than react. Video conferences give the salesperson a chance to see how the client is responding to the information delivered, and then tweak their approach if necessary.

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The flight cues for instance are the most telling: when a client closes or rubs their eyes, leans away or tries to put any kind of barrier between themselves and the salesperson. Clients often give these cues before they even consciously realize they’ve checked out of the conversation or decided they’re not interested, so the sooner the salesperson turns their opinion around, the better.

Saving on travel expenses

When you can’t justify the expense of traveling to meet clients all over the world, video conference calls are crucial in helping to build and maintain key relationships.

If you’re left with no other possible way to see a client (even with all the effort in the world) due to budgetary concerns, your next best investment will be in quality video conferencing software that can support multiple participants on the same call. You’ll also find this to be a more economical solution compared to paying for airfare, lodging, and meals.

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Ability to cover more granular details

Over the phone, product demos can be cumbersome to complete. Even if the person has already seen a video of the product in-action, a live demo can really help to put its different use cases into context and perspective. Plus it provides a real-time opportunity for buyers to ask deeper questions about the nuances of the particular features. Therefore, salespeople should aim to incorporate video conferencing in future sales calls.

These kinds of conversations are what can fast-track interested prospects into actual customers, and they can cut down on the total amount of touch points it takes to clinch the deal. Questions can be asked in the moment rather than get lost in the sea of other tasks on the agenda for the day.

Potential pitfalls of video conferencing

The downside to video calls is that they do take more effort (for all parties involved), so you’ll need to be empathetic to your client’s situation.

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Perhaps they don’t want to be troubled to have to clean up their office before they get on the call, or they’re used to a power stance where they have their feet on the table as they chat. They may not have a designated place to do video calls, especially if they’re in a cubicle farm. It could be as simple as the fact that they don’t like to see themselves on camera.

There’s a reason why video calls aren’t used more often, especially in light of the simplicity of email when it comes to staying invisible, casual, and convenient. Be persistent without being pushy. If you do have a client agree to a video conference, the initial calls will have to really impress and delight your prospect, otherwise they’re likely to decline future correspondence.

Advice for improving your video sales calls

Video calls are its own kind of art, so sales reps have to invest time into perfecting their approach. The lighting in an office might be too bright and cause the room to look harsh or the salesperson to look sickly or tired. Too much sound interference, even from the seemingly innocuous whir of a computer in the background, will make for a less enjoyable video call.

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The rep must be dressed correctly and put in an environment that will not distract the viewer with clutter. If a salesperson is using a new device (e.g. new mobile phone, updated video app, etc.), ensure they have ample practice with it before they make the call. Many of these preparation tips are obvious, but they’re not necessarily always followed.

There is real value though in taking care of all the details: understanding how to screen share, giving people another way to call in if they run into technical issues, and setting up a killer profile on the service itself. If you can get a customer to agree to taking a video call, be mindful that they’ve taken extra steps to participate and be prepared to deliver information and value that makes it all worth their time.

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Last Updated on August 20, 2019

How to Find New Growth Opportunities at Work

How to Find New Growth Opportunities at Work

Career advancement is an enticement that today’s companies use to lure job candidates. But to truly uncover growth opportunities within a company, it’s up to you to take the initiative to move up.

You can’t rely on recruiter promises that your company will largely hire from within. Even assurances you heard from your direct supervisor during the interviewing process may not pan out. But if you begin a job knowing that you’re ultimately responsible for getting yourself noticed, you will be starting one step ahead.

Accomplished entrepreneur and LinkedIn Co-Founder Reid Hoffman said,

“If you’re not moving forward, you’re moving backward.”

It’s important to recognize that taking charge of your own career advancement, and then mapping out the steps you need to succeed, is key to moving forward on your trajectory.

Make a Point of Positioning Yourself as a Rising Star

As an employee looking for growth opportunities within your current company, you have many avenues to position yourself as a rising star.

As an insider, you’re able to glean insights on company strategies and apply your expertise where it’s most needed. Scout out any skills gaps, then make a point to acquire and apply them. And, when you have creative ideas to offer, make it your mission to gain the ear of those in the organization who can put your ideas to the test.

Valiant shows of commitment and enterprise make managers perk up and take notice, keeping you ahead of both internal and external competitors.

Employ these other useful tips to let your rising star qualities shine:

1. Promote Your Successes to Your Higher-Ups

When your boss casually asks how you’re doing, use this valuable moment to position yourself as indispensable: “I’m floating on clouds because three clients have already commented on how well they like my redesign of the company website.”

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Tell your supervisors about any and all successes. Securing a new contract or signing a new customer should be a cause for celebration. Be sure to let your bosses know.

2. Cultivate Excellent Listening Skills

Listen well, and ask great questions. Realize that people love to talk about themselves.

But if you’re a superb listener, others will confide in you, and you’ll learn from what they share. You may even find out something valuable about your own prospects in the company.

If others view you as even-minded and thoughtful, they’ll respect your ideas and, in turn, listen to what you have to say.

Check out these important listening skills: 13 Powerful Listening Skills to Improve Your Life at Work and at Home

3. Go to All Office Networking Events

Never skip the office Christmas party, your coworker’s retirement party, or any office birthday parties, wedding showers, or congratulatory parties for colleagues.

If others see you as a team player, it will help you rise in your company. These on-site parties will also help you mingle with co-workers whom you might not ordinarily have the chance to see. For special points, help organize one or two of these get-togethers.

Take the Extra Step to Show Your Value to the Company

Managers and HR staff know that it can be less risky – and a lot less costly — to promote from within. As internal staff, you likely have a good grasp of the authority structure and talent pool in the company, and know how to best navigate these networks in achieving both the company’s goals and your own.

The late Nobel-Prize winning economist, Gary Becker, coined the term “firm-specific,” which describes the unique skills required to excel in an individual organization. You, as a current employee, have likely tapped into these specific skills, while external hires may take a year or more to master their nuances.

Know that your experience within the company already provides value, then find ways to add even more value, using these tips:

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4. Show Initiative

Commit yourself to whatever task you’re given, and make a point of going above and beyond.

Position yourself so that you’re ready to take on any growth opportunities that present themselves. If you believe you have skills that have gone untapped, find a manager who will give you a chance to prove your worth.

Accept any stretch assignment that showcases your readiness for advancement. Stay late, and arrive early. Half of getting the best assignments is sticking around long enough to receive them.

5. Set Yourself Apart by Staying up on Everything There Is to Know About Your Company and Its Competitors

Subscribe to and read the online trade journals. Become an active member in your industry’s network of professionals. Go to industry conferences, and learn your competitors’ strategies.

Be the on-the-ground eyes and ears for your organization to stay on top of industry trends.

6. Go to Every Company Meeting Prepared and Ready to Learn

A lot of workers feel meetings are an utter waste of time. They’re not, though, because they provide face-time with higher-ups and those in a position to give you the growth opportunities you need.

Go with the intention of absorbing information and using it to your advantage — including the goals and work styles of your superiors. Respect the agenda, listen more than you speak, and never beleaguer a point.

Accelerate Your Career Growth Opportunities

A recent study found that the five predictors of employees with executive potential were: the right motivation, curiosity, insight, engagement, and determination. These qualities help you stand out, but it’s also important to establish a track record of success and to not appear to be over-reaching in your drive to move up in your company.

Try to see yourself from your boss’s position and evaluate your promote-ability.

Do you display a passion and commitment toward meeting the collective goals of the company? Do you have a motivating influence with team members and show insight and excellence in all your work?

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These qualities will place you front and center when growth opportunities arise.

Use these strategic tips to escalate your opportunities for growth:

7. Find a Mentor

With mentorship programs fast disappearing, this isn’t always easy. But you need to look for someone in the company who has been promoted several times and who also cares about your progress.

Maybe it’s the person who recommended you for the job. Or maybe it’s your direct supervisor. It could even be someone across the hall or in a completely different department.

Talk to her or him about growth opportunities within your company. Maybe she or he can recommend you for a promotion.

Not sure how to find the right mentor? Here’s How to Find a Mentor That Will Help You Succeed.

8. Map out Your Own Growth Opportunity Chart

After you’ve worked at the company for a few months, work out a realistic growth chart for your own development. This should be a reasonable, practical chart — not a pie-in-the-sky wish list of demands.

What’s reasonable? Do you think being promoted within two years is reasonable? What about raises? Try to inform your own growth chart with what you’ve heard about other workers’ raises and promotions.

Once you’ve rigorously charted a realistic path for your personal development within the company, try to talk to your mentor about it.

Keep refining your chart until it seems to work with your skills and proven talents. Then, arrange a time to discuss it with your boss.

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You may want to time the discussion around the time of your performance review. Then your boss can weigh in with what he feels is reasonable, too.

9. Set Your Professional Bar High

Research shows that more than two-thirds of workers are just putting in their time. But through your active engagement in the organization and commitment to giving your best, you can provide the contrast against others giving lackluster performances.

Cultivate the hard skills that keep you on the cutting edge of your profession, while also refining your soft skills. These are the attributes that make you better at embracing diverse perspectives, engendering trust, and harnessing the power of synergy.

Even if you have an unquestionably left-brain career — a financial analyst or biotechnical engineer, for example — you’re always better off when you can form kind, courteous, quality relationships with colleagues.

Let integrity be the cornerstone of all your interactions with clients and co-workers.

The Bottom Line

Growth opportunities are available for those willing to purposely and adeptly manage their own professional growth. As the old adage says,

“Half of life is showing up.”

The other half is sticking around so that when your boss is looking for someone to take on a more significant role, you are among the first who come to mind.

Remember, your career is your business!

More About Continuous Growth

Featured photo credit: Zach Lucero via unsplash.com

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