Author: David Mario Smith
Date: June 17, 2014
Research Note Number: 2014-21
Issue: What collaboration technologies and architectures should enterprises leverage for competitive advantage?
Summary: Effective sales communication is crucial to the life-blood of a business. Leveraging web and video conferencing can boost prospect and customer interactions and increase sales success.
Effective communications in the sales process and among sales professionals is critical from a sales training and customer relationship management perspective. It is absolutely essential early on in the sales process for leads and prospects. Web and video conferencing brings tremendous benefits to the sales process for use cases such as sales presentations and demos. There is tremendous value for salespeople in connecting face-to-face with clients. Even if the salesperson simply shares their webcam and the client doesn’t want to, putting a face to a name builds familiarity with the client.