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Casual Articles - Using Desktop Sharing Tools to Drive Sales Success
Don't Scare Them Away: Great Tips for Giving a Stellar Webinar Presentation
You have a product or a service you’re planning to market on the web. That’s great, but have you considered that a large part of your success depends on your personality? It’s easy to forget with the relative anonymity of the Internet that character and characteristics will show through. We like the idea of doing business in our bunny slippers, but whether it’s a phone interview, a webinar, or the making of a CD for customers, you still need to present yourself as a professional when dealing with the public.1. Plan the time to do the job well.Set a time and a duration limit for your presentation. In some cases these things may be set for you, but either way, assure that nothing interrupts. Turn off the phone, make sure there’s someone watching your kids, see that your pets are under control and contented, put a “Do Not Disturb” sign on your door (disconnect the doorbell if necessary). Nothing screams “amateur” like an unplanned interruption.Allow yourself time before the presentation to prepare and focus. You’ll want to have everything you might need at hand, so think about it ahead of time. (Will you need a sip of water from time to time, did you visit the bathroom, is the temperature comfortably cool?) Then spend the last few minutes doing some relaxing stretches, deep breathing or meditation to make yourself as calm as possible.2. Present the best you there isThe downside to remote contacts is that you can’t dazzle your listener with your beauty-queen smile. However, experts tell us that it’s mostly tone of voice th
tional online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
You have a product or a service you’re planning to market on the web. That’s great, but have you considered that a large part of your success depends on your personality? It’s easy to forget with the relative anonymity of the Internet that character and characteristics will show through. We like the idea of doing business in our bunny slippers, but whether it’s a phone interview, a webinar, or the making of a CD for customers, you still need to present yourself as a professional when dealing with the public.1. Plan the time to do the job well.Set a time and a duration limit for your presentation. In some cases these things may be set for you, but either way, assure that nothing interrupts. Turn off the phone, make sure there’s someone watching your kids, see that your pets are under control and contented, put a “Do Not Disturb” sign on your door (disconnect the doorbell if necessary). Nothing screams “amateur” like an unplanned interruption.Allow yourself time before the presentation to prepare and focus. You’ll want to have everything you might need at hand, so think about it ahead of time. (Will you need a sip of water from time to time, did you visit the bathroom, is the temperature comfortably cool?) Then spend the last few minutes doing some relaxing stretches, deep breathing or meditation to make yourself as calm as possible.2. Present the best you there isThe downside to remote contacts is that you can’t dazzle your listener with your beauty-queen smile. However, experts tell us that it’s mostly tone of voice th
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
Educational Seminars Hook Prospects: Online meetings can also be utilized as a non-sales mark
Small Business Marketing Secret #5: How a Fruit Tree Can Show You a 20% Increase in Your Business
You're probably ready to hear this one. Your business is doing well, but it sure could use a 20% bonus this month.You're not alone.Most businesses could benefit from an additional 20% in revenue. If you don't need it, just pass this article on to someone who does, and then wait read another article.To all those who are still reading, congratulations.We're about to reveal a secret that can revolutionize the results your advertising delivers. We've tested many strategies to come up with this one – pink Gorilla on the road side, free massages with purchase, hotdogs on Saturdays, buy one get 10 free, enter to win a trip to Mars, etc. – but no method has been proven to be so surefire while at the same time so inexpensive.It's the low-hanging fruit, of course…the people who have already shopped or bought from you, the people whom you've worked for before. Our experience shows that marketing to your existing customer base can pay big dividends.Think about it – when you advertise to strangers, you have to go through a lot of steps before they buy.Through massive frequency, a well-defined message will eventually start to cause your prospect to see/hear your ad, then read/listen to your ad, then remember reading/hearing it before, then to actually have some basic level of understanding of what you said, then after about a dozen times they'll start finally getting your point. You have to pay for all of that frequency.People who have done business with you before have already gone through all of those steps. You
In the traditional sales model, presentations are made in person at the client’s place of business. Today, however, rising fuel costs have translated into higher airfares and gasoline prices. As a result, the travel budgets of companies around the world are straining at the seams. Similarly, company executives are recognizing that traditional business travel consumes a significant amount of a salesperson’s time, thereby negatively impacting employee productivity. Both travel costs and a salesperson’s time increase the cost of on-site meetings, and represent resources that could be better leveraged to generate additional sales. As a result, businesses are increasingly seeking less expensive technological alternatives to on-site sales presentations.
You're probably ready to hear this one. Your business is doing well, but it sure could use a 20% bonus this month.You're not alone.Most businesses could benefit from an additional 20% in revenue. If you don't need it, just pass this article on to someone who does, and then wait read another article.To all those who are still reading, congratulations.We're about to reveal a secret that can revolutionize the results your advertising delivers. We've tested many strategies to come up with this one – pink Gorilla on the road side, free massages with purchase, hotdogs on Saturdays, buy one get 10 free, enter to win a trip to Mars, etc. – but no method has been proven to be so surefire while at the same time so inexpensive.It's the low-hanging fruit, of course…the people who have already shopped or bought from you, the people whom you've worked for before. Our experience shows that marketing to your existing customer base can pay big dividends.Think about it – when you advertise to strangers, you have to go through a lot of steps before they buy.Through massive frequency, a well-defined message will eventually start to cause your prospect to see/hear your ad, then read/listen to your ad, then remember reading/hearing it before, then to actually have some basic level of understanding of what you said, then after about a dozen times they'll start finally getting your point. You have to pay for all of that frequency.People who have done business with you before have already gone through all of those steps. You
This paper explores computer desktop sharing solutions as a means of leveraging resources to drive sales success. Specifically, this paper addresses four questions:
- What is desktop sharing and how does it work?
- What are the benefits of desktop sharing?
- How can desktop sharing tools be used in sales?
- What features should an effective desktop sharing tool include?
Desktop Sharing: A Simple, Innovative, Technological Tool
Desktop sharing is an innovative software program that allows one or more people in remote locations to view the primary user’s computer screen. Using a Web-based interface, the user can show others any document or application that is open on his or her desktop.
Desktop sharing is initiated when the presenter invites others to participate in a session. The presenter begins the session, and participants join via the Internet, using a unique session ID. During the session, the presenter’s screen – including mouse movements, documents, and applications – is visible to the participants. The participants simultaneously interact with the presenter by phone or audio conference call.
The Benefits of Desktop Sharing
By delivering sales presentations online, desktop sharing allows sales professionals to increase the effectiveness of their presentations while leveraging their time to reach more clients and prospective clients.
Through the use of desktop sharing technology, sales presentations are amplified with visual components. The instantaneous, real-time delivery of documents, slides, or software applications allows for better communication and increased flexibility in addressing the specific needs and concerns of the customer.
As a Web-based tool, desktop sharing enables the sales professional to make a presentation instantly to anyone, anytime, worldwide. Because a session can be accessed by anyone with an Internet connection, traveling to a customer’s place of business isn’t necessary. This not only represents a significant savings in travel costs, but also a tremendous savings of time, allowing the salesperson to exponentially increase the number of sales presentations he or she can initiate.
Desktop Sharing in Sales
Lead Generation
Many companies have found that desktop sharing quickly becomes a critical tool to generate leads.
Breaking Down Geographic Barriers: As part of the salesperson’s repertoire, desktop sharing provides sales professionals with the ability to schedule online meetings with larger groups of prospective customers, regardless of their geographic location. Web conferencing allows companies to gather leads in new markets without incurring the travel expenses associated with reaching these prospective customers.
Passive Lead Generation: Companies can, through their websites, offer visitors the opportunity to register for informational online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
Educational Seminars Hook Prospects: Online meetings can also be utilized as a non-sales marke
Protect Yourself from Meetings
You check your computer and (surprise) someone has scheduled you for a meeting.Now what do you do? You had planned to work on a project - and this meeting promises to be a repeat of the last meeting, which was a long painful discussion of unrelated ideas, stories, and complaints.You could waste another afternoon. Or, you could:1) Be busy.Fill your calendar with activities that relate to your job. For example, you could schedule an all-day meeting tomorrow (with yourself) to finish the report that is due next week. Or, you could schedule a trip (to the library) to read articles on new technologies. Or, you could schedule meetings (essential conversations) with team members to learn about their needs so that you can manage resources.Now you have an excuse to miss bad meetings. You can say, "I have a conflict."2) Be curious.Ask questions to determine if attending the meeting is a good use of your time. For example, you could ask:"What is your goal for the meeting?""What is your agenda for the meeting?""What is my role in the meeting?"Certainly your time is too valuable to waste in pointless, unplanned, useless meetings. In such cases, use decline the invitation or offer to help.3) Be helpful.If you're invited to a meeting about an important issue and there is no agenda, offer to prepare one.This gives you an opportunity to demonstrate your leadership and organizational skills. It also helps accomplish tasks that are needed for your business.If you are too
its of desktop sharing?
You check your computer and (surprise) someone has scheduled you for a meeting.Now what do you do? You had planned to work on a project - and this meeting promises to be a repeat of the last meeting, which was a long painful discussion of unrelated ideas, stories, and complaints.You could waste another afternoon. Or, you could:1) Be busy.Fill your calendar with activities that relate to your job. For example, you could schedule an all-day meeting tomorrow (with yourself) to finish the report that is due next week. Or, you could schedule a trip (to the library) to read articles on new technologies. Or, you could schedule meetings (essential conversations) with team members to learn about their needs so that you can manage resources.Now you have an excuse to miss bad meetings. You can say, "I have a conflict."2) Be curious.Ask questions to determine if attending the meeting is a good use of your time. For example, you could ask:"What is your goal for the meeting?""What is your agenda for the meeting?""What is my role in the meeting?"Certainly your time is too valuable to waste in pointless, unplanned, useless meetings. In such cases, use decline the invitation or offer to help.3) Be helpful.If you're invited to a meeting about an important issue and there is no agenda, offer to prepare one.This gives you an opportunity to demonstrate your leadership and organizational skills. It also helps accomplish tasks that are needed for your business.If you are too
Desktop Sharing: A Simple, Innovative, Technological Tool
Desktop sharing is an innovative software program that allows one or more people in remote locations to view the primary user’s computer screen. Using a Web-based interface, the user can show others any document or application that is open on his or her desktop.
Desktop sharing is initiated when the presenter invites others to participate in a session. The presenter begins the session, and participants join via the Internet, using a unique session ID. During the session, the presenter’s screen – including mouse movements, documents, and applications – is visible to the participants. The participants simultaneously interact with the presenter by phone or audio conference call.
The Benefits of Desktop Sharing
By delivering sales presentations online, desktop sharing allows sales professionals to increase the effectiveness of their presentations while leveraging their time to reach more clients and prospective clients.
Through the use of desktop sharing technology, sales presentations are amplified with visual components. The instantaneous, real-time delivery of documents, slides, or software applications allows for better communication and increased flexibility in addressing the specific needs and concerns of the customer.
As a Web-based tool, desktop sharing enables the sales professional to make a presentation instantly to anyone, anytime, worldwide. Because a session can be accessed by anyone with an Internet connection, traveling to a customer’s place of business isn’t necessary. This not only represents a significant savings in travel costs, but also a tremendous savings of time, allowing the salesperson to exponentially increase the number of sales presentations he or she can initiate.
Desktop Sharing in Sales
Lead Generation
Many companies have found that desktop sharing quickly becomes a critical tool to generate leads.
Breaking Down Geographic Barriers: As part of the salesperson’s repertoire, desktop sharing provides sales professionals with the ability to schedule online meetings with larger groups of prospective customers, regardless of their geographic location. Web conferencing allows companies to gather leads in new markets without incurring the travel expenses associated with reaching these prospective customers.
Passive Lead Generation: Companies can, through their websites, offer visitors the opportunity to register for informational online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
Educational Seminars Hook Prospects: Online meetings can also be utilized as a non-sales mark
Cleaning Aircraft for Fixed Base Operators; Aircraft Washing Business
Does it make sense for an aircraft washing, cleaning and detailing service to look to Fixed Based Operators for washing contracts? Indeed it does, as often FBOs or Fixed Based Operators will have available aircraft washing services to customers and then wish to control costs by contracting it out to someone else.Recently I was asked if it made sense to contract with FBOs as part of an aircraft washing business and was told by a new aircraft washing service industry start-up if this at all made any sense?Yes I agree and have contracted the cleaning from many FBOs, generally due to short labor supplies and their high insurance costs to add a rider on the policy to clean the aircraft too. At one time our company sold franchises for those wishing to start aircraft cleaning services, although now we are not selling franchises in the USA, due to the over regulation of the Franchising Industry.It does not make sense, too many rules, too many Lawyers for such a simplistic business. But since it is a lucrative business it makes more sense to put in company owned units and one thing we always look for is FBOs as potential customers or sub-contract their work out to our teams. If you own an aircraft washing, cleaning or detailing business then this makes sense and you might consider this in 2006.
the presenter’s screen – including mouse movements, documents, and applications – is visible to the participants. The participants simultaneously interact with the presenter by phone or audio conference call.
Does it make sense for an aircraft washing, cleaning and detailing service to look to Fixed Based Operators for washing contracts? Indeed it does, as often FBOs or Fixed Based Operators will have available aircraft washing services to customers and then wish to control costs by contracting it out to someone else.Recently I was asked if it made sense to contract with FBOs as part of an aircraft washing business and was told by a new aircraft washing service industry start-up if this at all made any sense?Yes I agree and have contracted the cleaning from many FBOs, generally due to short labor supplies and their high insurance costs to add a rider on the policy to clean the aircraft too. At one time our company sold franchises for those wishing to start aircraft cleaning services, although now we are not selling franchises in the USA, due to the over regulation of the Franchising Industry.It does not make sense, too many rules, too many Lawyers for such a simplistic business. But since it is a lucrative business it makes more sense to put in company owned units and one thing we always look for is FBOs as potential customers or sub-contract their work out to our teams. If you own an aircraft washing, cleaning or detailing business then this makes sense and you might consider this in 2006.
The Benefits of Desktop Sharing
By delivering sales presentations online, desktop sharing allows sales professionals to increase the effectiveness of their presentations while leveraging their time to reach more clients and prospective clients.
Through the use of desktop sharing technology, sales presentations are amplified with visual components. The instantaneous, real-time delivery of documents, slides, or software applications allows for better communication and increased flexibility in addressing the specific needs and concerns of the customer.
As a Web-based tool, desktop sharing enables the sales professional to make a presentation instantly to anyone, anytime, worldwide. Because a session can be accessed by anyone with an Internet connection, traveling to a customer’s place of business isn’t necessary. This not only represents a significant savings in travel costs, but also a tremendous savings of time, allowing the salesperson to exponentially increase the number of sales presentations he or she can initiate.
Desktop Sharing in Sales
Lead Generation
Many companies have found that desktop sharing quickly becomes a critical tool to generate leads.
Breaking Down Geographic Barriers: As part of the salesperson’s repertoire, desktop sharing provides sales professionals with the ability to schedule online meetings with larger groups of prospective customers, regardless of their geographic location. Web conferencing allows companies to gather leads in new markets without incurring the travel expenses associated with reaching these prospective customers.
Passive Lead Generation: Companies can, through their websites, offer visitors the opportunity to register for informational online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
Educational Seminars Hook Prospects: Online meetings can also be utilized as a non-sales mark
Taking Charge During An Interview!
Perhaps you’ve found yourself in the position of seeking a new position due to a layoff, cutback or downsizing and are now facing the interviewing process. As scary as that may seem, one of the most critical points to remember is that just because you’re sitting in the seat opposite the potential employer doesn't mean you have no control. There are a number of ways for making the interview a more equal experience and the first starts with knowing you have the right to ask questions.Come Prepared!Although it’s not a good idea to monopolize the interview, asking questions shows your interest in the position therefore it’s a good idea to prepare a few questions beforehand. By doing some research about the company you show the interviewer that you’re really a knowledgeable and serious applicant.What You Shouldn’t Say During and Interview!If you've not had a chance to ask your own specific questions during the interview simply wait until near the end of the meeting and suggest that you have a few questions. But use caution by keeping the conversation strictly professional. The interviewer is forming an opinion about you so make sure you don’t say anything that could be misinterpreted. For example, never share personal information that is unnecessary and steer clear of negative details regarding past employment. Hold off on asking questions that deal with vacation, sick days, benefits, salary and such. They’re important to know, but they shouldn’t be your top priority. First interviews are mostly about finding out whether you’
traveling to a customer’s place of business isn’t necessary. This not only represents a significant savings in travel costs, but also a tremendous savings of time, allowing the salesperson to exponentially increase the number of sales presentations he or she can initiate.
Perhaps you’ve found yourself in the position of seeking a new position due to a layoff, cutback or downsizing and are now facing the interviewing process. As scary as that may seem, one of the most critical points to remember is that just because you’re sitting in the seat opposite the potential employer doesn't mean you have no control. There are a number of ways for making the interview a more equal experience and the first starts with knowing you have the right to ask questions.Come Prepared!Although it’s not a good idea to monopolize the interview, asking questions shows your interest in the position therefore it’s a good idea to prepare a few questions beforehand. By doing some research about the company you show the interviewer that you’re really a knowledgeable and serious applicant.What You Shouldn’t Say During and Interview!If you've not had a chance to ask your own specific questions during the interview simply wait until near the end of the meeting and suggest that you have a few questions. But use caution by keeping the conversation strictly professional. The interviewer is forming an opinion about you so make sure you don’t say anything that could be misinterpreted. For example, never share personal information that is unnecessary and steer clear of negative details regarding past employment. Hold off on asking questions that deal with vacation, sick days, benefits, salary and such. They’re important to know, but they shouldn’t be your top priority. First interviews are mostly about finding out whether you’
Desktop Sharing in Sales
Lead Generation
Many companies have found that desktop sharing quickly becomes a critical tool to generate leads.
Breaking Down Geographic Barriers: As part of the salesperson’s repertoire, desktop sharing provides sales professionals with the ability to schedule online meetings with larger groups of prospective customers, regardless of their geographic location. Web conferencing allows companies to gather leads in new markets without incurring the travel expenses associated with reaching these prospective customers.
Passive Lead Generation: Companies can, through their websites, offer visitors the opportunity to register for informational online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
Educational Seminars Hook Prospects: Online meetings can also be utilized as a non-sales mark
The Difference Between Typical Project Management and Six Sigma Project Management
The Project Management Body of Knowledge (PMBoK) became an accepted standard (as established by the Project Management Institute) that is still widely used in many industries around the world. At a basic level, many of the methodologies advocated by PMBoK and Six Sigma have a great deal in common. Both seek to establish a sound plan; identify and communicate with stakeholders; conduct regular reviews; and manage schedule, cost, and resources.Six Sigma is not just another project management initiative or process improvement program. Six Sigma is not just a new term for project management nor is it a mere repackaging of old concepts. It is more than that because it is a robust continuous improvement strategy and process that includes cultural and statistical methodologies. Six Sigma is complementary with existing project management programs and standards but differs in significant ways. Both disciplines seek to reduce failures, prevent defects, control costs and schedules, and manage risk. Generally, professional project management attempts to achieve these goals by encouraging best practices on a project-by-project basis, often through the mechanism of a project office that promulgates policy, provides templates and advice, promotes appropriate use of tools such as critical path method, and perhaps performs periodic project reviews.Too many project management methods have failed not because they weren't adding value but because you couldn't measure the effectiveness of the methodology or quantify the value added by process changes. Six Sigma p
tional online meetings or for the launch and demonstration of a new product or service. Potential customers self-select as leads through the registration process. The data collected from registrants and from those attending the online meeting can be used by the company’s team of sales professionals to convert leads to customers. When a company archives their informational meetings and educational seminars on their website, potential customers can register to download or listen to the information, which generates additional passive leads.
The Project Management Body of Knowledge (PMBoK) became an accepted standard (as established by the Project Management Institute) that is still widely used in many industries around the world. At a basic level, many of the methodologies advocated by PMBoK and Six Sigma have a great deal in common. Both seek to establish a sound plan; identify and communicate with stakeholders; conduct regular reviews; and manage schedule, cost, and resources.Six Sigma is not just another project management initiative or process improvement program. Six Sigma is not just a new term for project management nor is it a mere repackaging of old concepts. It is more than that because it is a robust continuous improvement strategy and process that includes cultural and statistical methodologies. Six Sigma is complementary with existing project management programs and standards but differs in significant ways. Both disciplines seek to reduce failures, prevent defects, control costs and schedules, and manage risk. Generally, professional project management attempts to achieve these goals by encouraging best practices on a project-by-project basis, often through the mechanism of a project office that promulgates policy, provides templates and advice, promotes appropriate use of tools such as critical path method, and perhaps performs periodic project reviews.Too many project management methods have failed not because they weren't adding value but because you couldn't measure the effectiveness of the methodology or quantify the value added by process changes. Six Sigma p
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, and desktop sharing enables a salesperson to upsell or cross-sell without having to make an on-site sales call.
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. In contrast to online meetings that introduce a company or a specific product or service, the topic of an educational seminar serves to address a common challenge faced by the company’s potential customer base. For example, a company that provides shopping cart software might hold an educational seminar on cost-effective marketing techniques to drive traffic to e-commerce sites. The information gleaned from the attendees of these lead generation seminars can be passed on to the sales team, which can convert sales by using the collaboration features offered by desktop sharing.
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, an online meeting utilizing desktop sharing technology can drive prospects to download or access supplemental materials that can further pique their interest and speed up the sales cycle.
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. The salesperson can also turn over control of the desktop to a participant, allowing him or her to try the product or browse through various parts of the presentation. This hands-on experience gives the prospect a clear understanding of the benefits of the product or service.
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 capability communicates efficiency and a commitment to customer support.
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 upline or 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.
Customer Support
Once the deal is clo
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