How to Navigate the Elusive Face-To-Face Meeting in a New Virtual World

Sales Benchmark Index

As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting.

Importance of Face-to-Face Interaction

KO Advantage Group

I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Despite this, though, I’m still a huge believer of face-to-face interactions. Admit it, when we’re talking to a client vis-à-vis, the conversations are more meaningful, transparent, and likely to close the deal. As I’m writing this, I’m on my way to attend meetings out in Vancouver and to do some amazing things.

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Was That Face To Face Meeting Really Necessary?

MTD Sales Training

You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. For sales questions at all stages of the sales meeting process – click here to download ‘450 Sales Questions’ You finally arrive, hot, bothered and flustered. What do I intend to get from this visit?

Face to Face Interactions Increase Sales

Increase Sales

In this age of high tech where social media has become the way to conduct business, many still fail to recognize the importance of face to face interactions and how they increase sales. A new survey by Economist Intelligence Unit, sponsored by Cisco, entitled Business Leaders’ Views on Interaction revealed the importance of face to face interactions specific to communications and other business leadership concerns.

Beyond Face-to-Face: Solving the Digital Practice Problem

Speaker: Bryan Naas, Director of Sales Enablement, Lessonly

Just like training and practice is the cornerstone of any top athlete or artist, the same is true in the workplace. But in the world of sales, practice is often restricted to conference room role-playing and in-person scenarios. Join Bryan Naas, Sales Enablement Director at Lessonly, to learn the tactics you can use to make digital practice a part of the fabric of your teams’ daily schedules.

How Discovering Needs Virtually Differs from Face-to-Face

Showpad

They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers). Three ways virtual needs discovery is different than face-to-face selling.

Face-to-Face Meetings Are Back in Style

No More Cold Calling

Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. My original copy of How to Work a Room has sticky notes all over it. She was one of the first people to write about networking—a skill all salespeople need but many never manage to master. Susan and I have become good friends over the years, and I continue to learn from her. I invited Susan to share her wisdom in today’s guest post.

3 Benefits of Face-to-Face Relationship Selling

Sales and Marketing Management

Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important. Bringing a face, voice and empathetic personality to the interaction makes it more human and real, and can lead to a mutually beneficial relationship over the long term. The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.

The New Face-to-Face: Lead Generation Without Events

Sales Hacker

Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. But for now, we’re all trying everything to see what sticks. In between the Zoom all-hands screenshots and kids-as-coworkers posts, I’ve seen plenty of actionable tips from sales leaders on how to manage remote teams , how to address COVID-19 in your selling and more. They all are fantastic additions to a new digital toolbelt. It takes time to put together a quality event.

Adapting Your Coverage Model for 2020 and Beyond

Sales Benchmark Index

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

Face to Face Cannot Be Replaced

No More Cold Calling

Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Read Susan’s story and learn how to show up and make it count! “In In the main ballroom, they listened in rapt attention as the senior vice president described her mandate: “Stop relying on technology to communicate with clients and increase your number of face-to-face meetings.”. That’s why I wrote Face To Face.

15 Surprising Stats on Networking and Face-to-Face Communication

Hubspot Sales

This might be the new way to work, but it has its disadvantages. To learn why you should network and meet face-to-face whenever possible, check out these 15 statistics. 41% of networkers want to network more frequently but don’t have enough time. 68% of entry-level professionals value face-to-face networking more than online. Face-to-Face Communication Statistics.

The Most Overlooked Step Strategy in Virtual (or Face to Face) Selling

Shari Levitin

Greg: “Did they commit to doing anything like sending you materials, financials, booking another meeting?”. I had to admit that my first meeting hadn’t gone so well after all. I had focused on what I wanted to say, not on what they needed to hear. The point of a pre-call plan is to motivate your client to take action. . The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. .

Adjusting to Working from Home: When You Can’t Meet Face-to-Face

The Center for Sales Strategy

To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle.

What Virtual Selling Means for Your ‘Field’ Sellers

Sales Benchmark Index

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

The New Face-to-Face: Strengthening Existing & New Relationships Without Events

Hubspot Sales

No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. If you can learn how to not only survive but thrive during these times, then you’ll be in a better position for future business. Here’s my top advice to lead you in the right direction. Try your best not to panic. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects.

The Role of Face-to-Face Interaction in the Modern Sales Process

Zoominfo

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. But, even as the B2B sales process becomes increasingly digital, face-to-face meetings still provide certain benefits that no technology can replicate. In today’s blog post, we explain why in-person interaction remains critical to the modern sales process and we offer several tips to make the most of face-to-face meetings.

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Sales Benchmark Index

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.

How to Master the Fundamentals of Good Face-to-Face Communication

Hyper-Connected Selling

While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. In the last century we’ve moved from only one option to communicate with someone not physically with us (writing a letter) to a long list of options that includes phone calls, emails, social media, texting, video conferencing, and more.

Conducting Business Face to Face or In Person Meetings Still on Top

Increase Sales

Conducting business face to face through in person meetings still tops using technology according to 2011 survey published in the October 2011 edition of The Wire from AirPlus. Even though many of those surveyed had increased remote conferencing be it teleconferencing, Web Conferencing or virtual conferencing, the effectiveness of these technology solutions remained to be seen.

4 Ways to Stand Out With Face-to-Face Marketing in a Digital Age [New Data]

Repsly

Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing. In today’s digital age, there is one thing technology can’t replace: personal communication. Merchandising

When is Face-to-Face Instructor-Led Training the Best Option?

The Brooks Group

As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI. In this post we’ll cover exactly what face-to-face instructor-led training is, and when it’s the best option. What Is Face-to-Face Instructor-Led Training? The format typically allows learners to interact with one another and the instructor (in real time).

The ROI of Conference Calls vs. Face to Face Meetings

Green Lead's B2B

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program.

5 Unexpected Ways to Crush Sales Meetings in the Field

Hubspot Sales

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. How to Approach Field Sales Meetings. Ask your prospect if you can arrive 15 minutes early to set up.

Understanding the Value of Face to Face Customer Service

Sales Gravy

There is so much that will change but understanding their value will be a key consideration that corporations need in order to ensure the level of commitment to exhiTrade shows in the future will be unlike anything we have encountered in the past.

Making Connections

KO Advantage Group

I want to talk about making connections. Thanks to LinkedIn, Facebook; and friends and clients, meeting new people and connecting with them is easy as pie. Remember, genuine connections and relationship-building comes smoothly and easily in face-to-face interactions. So, whenever you get the chance, say "hi" to some people. If you want to learn more about polishing your sales tactics, check out my other blog posts.

Understanding the Emotional Intelligence of the Client Conversation

KO Advantage Group

The only way to know the answer to these questions is to ask them. Don't be afraid to get a little bit personal with your meetings, because that’s your edge against your competition. You wouldn’t want to date someone who makes you feel less. They don't want to work with someone who will make them and their business feel less. "People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.".

The 30-Day Challenge: How Can You Help Others?

KO Advantage Group

To tell you the truth, I’ve had those points. Roughly three years ago, I gave birth to my wonderful son. That was a beautiful time, but not for my company, which had shrunk down to zero. I almost quit my business; I was ready to. I couldn’t even afford a $17 bathmat I wanted to buy for my newborn at the time. While this is one of the goals of our business, it’s an unhealthy position to build a business and connect with clients. I want to know your story.

The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield. As companies seek to grow their sales numbers it’s not always clear which sales approach to take. This overall number also included retail sales positions, so, it was very interesting to look at data subsets as well.

Guest Article: Establishing Trust & Rapport in NON Face-to-Face.

Engage Selling

The ROI of Conference Calls vs. Face to Face Meetings

Green Lead's B2B

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. By measuring this immediate outcome, it brings short term metrics to the program.

Get your elevator speech right – it matters!

Sales Training Connection

One foundational point is particularly worth keeping in mind for delivering an effective elevator speech versus experiencing an awkward moment or missing an important opportunity to introduce yourself and share your story: Just because elevator speeches are impromptu does not mean they cannot be planned. The point being that you have linked what you are doing to a customer need that many companies face versus simply noting a new feature of your product. Elevator Speech.

Remote Coaching or Face to Face Coaching – What’s More Effective? Shattering The Myth of Remote Coaching

Keith Rosen

With more business conducted across online communication platforms and more sales teams operating in a virtual environment, many sales managers question how proficient they can be at coaching their team at a distance—especially if they have never been shown how to do so effectively. Now, I’m certainly not disputing the value of coaching someone face to face and the additional things that can be observed when doing so.

6 tips for delivering bad news to customers

Sales Training Connection

Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not part of the job. Whether it’s the inability to provide the added value promised to a physician, like participating in a clinical trial, or not being able to offer the price discount you mentioned, or the failure to meet that delivery date promised to the VP of Logistics, all salespeople face the delivering bad news challenge.

Opening sales statements: start right – finish first

Sales Training Connection

But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all.

How To Get Face To Face Over The Phone

Sales Gravy

When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts

Asking questions – four traps to avoid

Sales Training Connection

Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. Every sales manager has encountered this at one time or another – the sales rep who fails to distinguish between asking questions to generate a business discussion of value to the customer and an interrogation. And customers expect sales reps to do just that!

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. 4. Understanding the buying process – Get the right information, to the right people, at the right time.

3 myths to debunk about opening sales calls

Sales Training Connection

It does not take long to open a sales call , but how you start often determines how you finish. So a good place to start at getting opening right is exposing these dubious practices. Let’s start by debunking … Myth # 1 – There is set of effective icebreakers that are clever and easy to remember. The opening statement should be tailored to each call because each call has a unique customer and should have a unique purpose. Opening Sales Statements.

Opening sales statements: start right – finish first – An STC Classic

Sales Training Connection

But there is a little more to the story. To gain some insights about these considerations we can turn to the art of “writing” for two lessons on crafting opening statements. Surely every syllable counts in an opening sales statement so sales reps must decide what to say initially and what to withhold until later. Some writers overload an opening passage to excite the reader. One overarching rule to remember is – one size does not fit all.