Achieving Sales Success with Desktop Sharing

While a tradi­tional sales model would include face-to-face sales pitches with clients, in today’s world tighter travel budgets can make this a diffi­cult and expen­sive task. However using soft­ware solu­tions for orga­ni­zing remote sales presen­ta­tions can leverage both your time and the time of your clients. While busi­ness travel and on-site sales presen­ta­tions are at times necessary, many on-site pitches can easily be replaced by online presen­ta­tions at a frac­tion of the cost. By incor­po­ra­ting online presen­ta­tions into the sales process, the costs of both travel and time can then in fact be better used to gene­rate further sales. In this blog post we take a look at how desktop sharing soft­ware can be used to orga­nize online sales presen­ta­tions at five diffe­rent areas of the sale process.

Desktop Sharing in Sales: Effectiveness Bundled into a Simple Solution

Desktop sharing is used in a wide range of indus­tries (some are listed in our Bene­fits Arti­cles) to save compa­nies both time and money while simul­ta­ne­ously incre­a­sing produc­ti­vity. In the case of sales, desktop sharing enables sale­speople to reach more prospec­tive clients and an acce­le­ra­tion of the sales cycle. When a sales presen­ta­tion can start with a click of the mouse and reach custo­mers and poten­tial custo­mers around the world, the result is an increase in the bottom line.

We’ll take a look at how desktop sharing can be employed through the following five areas of sales: Lead Genera­tion > Quali­fying Leads > Sales Calls > Closing the Sale > Customer Support

1) Lead Generation

Brea­king Down Geogra­phic Barriers: Regard­less of geogra­phic loca­tion, desktop sharing enables sales profes­sio­nals to sche­dule online presen­ta­tions with entire groups of prospects even though the indi­vi­duals of the group might be spread over diffe­rent cities or coun­tries. Web confe­ren­cing also enables busi­nesses to collect leads in new distant markets, that they might not other­wise have reached without the expense of trave­ling there to meet possible new clients.

Passive Lead Genera­tion: Desktop sharing soft­ware also provides compa­nies with the oppor­tu­nity to offer website visi­tors to attend online presen­ta­tions and demos about the company’s product or services. Prospects then volun­teer them­selves to take part in the sales process, and as such can be highly valu­able leads for sale­speople. Further­more keeping records of these online demos and making them avail­able on the website, allows new website visi­tors to sign up and watch the infor­ma­tional product/service presen­ta­tions. This again gene­rates poten­tial new leads for the company.

Exis­ting Custo­mers Become New Leads: Desktop sharing allows new products, services, or specials to be shown in order to upsell or cross-sell exis­ting custo­mers. Current custo­mers make excel­lent prospec­tive custo­mers for new products. The current customer is already fami­liar with the company and hence normally very at ease to talk about new products/services. The sales­person can then initiate a desktop sharing meeting with the customer without any need for an on-site visit.

Educa­tional Semi­nars Hook Prospects: Online meetings can also be utilized as a non-sales marke­ting tool to present live educa­tional semi­nars to poten­tial custo­mers, who then become quali­fied leads. This differs from web presen­ta­tions that aim to demo a new company product or service. Rather the idea here is to address a common chal­lenge faced by the company’s poten­tial customer base. For example, consider a company that sells CRM soft­ware. They could host a webinar on the best and most effec­tive prac­tices on how to build strong on-going rela­ti­ons­hips with custo­mers. Those who use CRM products might be inte­rested in this and hence sign up for the webinar. Later the sales team could contact these atten­dees regar­ding their own products and invite them to a desktop sharing presentation.

2) Qualifying Leads

When marke­ting tools, such as white papers, record­ings of product demons­tra­tions, and customer testi­mo­nials, are posted on a company’s website, poten­tial custo­mers self-select by down­loading or acces­sing the mate­rials. This process begins the selling process prior to a sales team member conta­c­ting a prospect.
Simi­larly, if a sales­person is in an online meeting with a prospect it is very easy for them to quickly present such marke­ting mate­rial to the prospect via desktop sharing. The appro­priate mate­rial can quickly be presented to the prospect and ques­tions regar­ding the content instantly answered and discussed with the sales­person in detail.

3) Sales Calls

Desktop sharing is most useful during sales calls, and repres­ents a tremen­dous savings of resources. The sales­person can invite one or more prospects to a presen­ta­tion or project demons­tra­tion, regard­less of the geogra­phic loca­tions of the poten­tial clients, thereby saving both time and travel expense.

Presen­ta­tions and Product Demons­tra­tions: By enab­ling prospects to view the sales professional’s computer screen, desktop sharing allows the sales­person to easily present infor­ma­tion about the company and its products and services. If the sales­person is pitching a new soft­ware product on their screen, the prospect can even be granted remote control of the salesperson’s computer, which enables them to browse the new tech­no­logy and gain hands-on experience.

Buil­ding a Virtual Bridge: When some members of a poten­tial client’s company can attend an in-person meeting but other key personnel cannot, desktop sharing allows those who can’t be physi­cally present to parti­ci­pate in the meeting to attend from a remote location.

Cold Calling: During cold calls, the sales profes­sional can quickly initiate a desktop sharing session and invite the prospect to review the company profile and view slides or other infor­ma­tion about the product or service.

Immediate File Sharing: During an online meeting, desktop sharing allows the sales profes­sional to provide poten­tial custo­mers with any mate­rial they may request. This enables a very trans­pa­rent approach to sales and can reas­sure the custo­mers about the salesperson’s genuine efforts in pitching the product/service. It also encou­rages a quick discus­sion about anything in the marke­ting mate­rial that may inte­rest the prospect.

4) Closing the Sale

Desktop sharing is a powerful tool for closing sales and shor­tening the length of the sales cycle and incre­a­sing revenue streams.

Docu­ment Colla­bo­ra­tion: Desktop sharing stream­lines the process of working on propo­sals and contracts, since it allows both the sales­person and the client to modify propo­sals toge­ther in real time.

Team Leader Invol­ve­ment: A salesperson’s super­visor can some­times be instru­mental in closing a sale. Desktop sharing solu­tions enable sales team leaders to join a sales presen­ta­tion without ever leaving the office, thereby enhan­cing the inter­ac­tion and incre­a­sing the client’s level of satisfaction.

Client Autho­riz­a­tion: When a sale hinges upon the go-ahead from a poten­tial client’s higher-level manager, desktop sharing solu­tions can smooth the way to closing the deal by allowing mana­gers to attend meetings without ever leaving the office. In addi­tion, the flexi­bi­lity inherent in the tool makes it possible to initiate or reschedule a presen­ta­tion at a moment’s notice.

5) Customer Support

Once the deal is closed, desktop sharing tools can be utilized to enrich the rela­ti­onship with the customer.

Tran­si­tio­ning to Customer Support: Desktop sharing can become a bridge to provide the customer with the support needed to imple­ment the company’s product or service. For example, desktop sharing can be used to intro­duce the company’s customer support team and walk the customer through the support services offered.

Follow-Up Meetings: Desktop sharing can also be utilized to conduct follow-up meetings, during which the sales staff can stay in touch with new custo­mers. A series of weekly online confe­rences, for example, can go far in demons­tra­ting a company’s commit­ment to their new clients.

Customer Reten­tion: Simi­larly, desktop sharing can be incor­po­rated as a way of keeping in regular contact with exis­ting custo­mers. Invi­ting custo­mers to educa­tional semi­nars, new product laun­ches, and company news events are just three of the ways that desktop sharing can help ensure customer satis­fac­tion and pave the way for future sales.

So as you can see, desktop sharing can be used at any or all stages of the sales process. If you have used Mikogo for online sales, it would be great if you could leave a comment below. At which stage of the sales process have you used Mikogo?

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