Virtual Selling

12Blending Video Calls into the Sales and Account Management Process

In modern sales, speed matters. Channels like email, text, direct messaging, and the phone help you move faster. However, far too often, speed is prioritized over human connection. When these channels are overused, it can leave both you and your stakeholders feeling emotionally disconnected.

Trust is not built over text messages or emails. It is built most effectively through face-to-face connections. Because stakeholders are able to see your facial expressions and body language, your words carry more credibility. Video calls open the door to deeper relationships, emotional connections, and trust.

Blending video sales calls into your sales and account management processes helps you become more agile and productive. It accelerates pipeline velocity.

Initial Meetings

One of the most effective points in the sales process to leverage video calls is the initial meeting. The initial meeting is the first step in the sales process. It is the appointment you (or your sales development rep) set during outbound prospecting or on an inbound call.

The objective of the initial sales meetings (which are often the first step in the discovery process) is threefold:

1. Make a great first impression and develop an early emotional connection with the stakeholder(s).
2. Fully qualify the opportunity to determine if it makes sense for you to move to the next step with the prospect.
3. Generate enough interest with the stakeholder(s) ...