Use more video in your sales motion

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1. Visit your customers in person (if you can)
Back at Salesforce, I took on the leadership responsibility of fifty bright, enthusiastic sales reps. To kick things off, I met with each rep to better acquaint myself with them and our region. One of the questions I asked each of them was, “If you could go back in time and give your day-one self one piece of advice, what would it be?” Hands down the most common answer was, “I wish I had gone into my territory to meet my customers in person sooner!”

Regardless of how charismatic your phone personality is, something magical happens when we meet people in person. With the virtual layer of abstraction and distance removed, your customers cease to be fields in your CRM and become human beings you can more deeply understand and build relationships with. In contrast to phone or email conversations, when you meet customers in person they are more likely to share strategic and personal insights about their business and potential motivations for investing in your solution. Not to mention, feeling a sense of personal accountability to call you back!

But if customer travel isn’t feasible due to your role, business model, or pandemic restrictions, see point #2!



If customer travel isn’t in the cards or isn’t part of netherlands telegram data your role, injecting more video can be just as effective in many instances. Video conferencing tools are accessible and affordable these days and, like live visits, can help significantly increase the level of intimacy between buyer and seller. This is particularly true when it comes to conducting solution discovery calls. That’s because the value and efficiency of our discovery conversations are maximized when both parties can more quickly develop trust and rapport. Critical insights flow more freely as both parties assess mutual fit.

In some instances, video calls can actually be more effective than live meetings for one simple reason: your environment. Ever notice that when you’re on a voice-only call, you often start the conversation by talking about the weather? That’s because, without any visual cues, the weather is one of the most humanizing topics with which to kickstart a rapport-building dialogue. But when you’re on a video call (where backgrounds aren’t blurred), there’s something intriguing happening behind the other person. Perhaps it’s an interesting piece of artwork (like the image behind me in many of my videos), a view outside, or better yet, their office environment. Either way, what’s happening around them can be, in the worst case, a conversation starter, or in the best case, more deeply humanizing than what you might uncover in a phone meeting.