1. Face-to-Face in a Social + Mobile
World
Todd McCormick
PGi
Sales Strategies in a Social & Mobile World @Sales20Conf

2. Would you rather do business
With this person…
Sales Strategies in a Social & Mobile World @Sales20Conf

3. Or this person?
Sales Strategies in a Social & Mobile World @Sales20Conf

4. The fact is:
The game of selling
has changed
Sales Strategies in a Social & Mobile World @Sales20Conf

5. Email is dying.
Sales Strategies in a Social & Mobile World @Sales20Conf

6. Cold calls are dead.
Sales Strategies in a Social & Mobile World @Sales20Conf

7. Belly-to-belly selling is dead.
Buyers complete 80% of the buying cycle before
interacting with sales.
85% of buyer-seller conversations will occur
online by 2020.
Face-to-face meetings are a key factor in
successfully building and maintaining
professional relationships.
—Source: HBR, Gartner
Sales Strategies in a Social & Mobile World @Sales20Conf

8. Superstars sell eyeball-to-eyeball
When customers see your eyeballs,
they trust you
Sales Strategies in a Social & Mobile World @Sales20Conf

9. What happened?
Selling has become faceless
Sales Strategies in a Social & Mobile World @Sales20Conf

10. Traditional technology is ineffective.
• Buyers receive 200+ emails per day
• 97% are unwanted
• Ignored voicemails + meeting requests
—Source: Microsoft
Sales Strategies in a Social & Mobile World @Sales20Conf

11. Everything is a commodity.
• More ways to speak
at customers
• Harder to speak with
them
—Source: BtoB Magazine
70% of marketing + sales execs rank ‘inability to
differentiate’ as primary inhibitor to growth
Sales Strategies in a Social & Mobile World @Sales20Conf

12. The critical link = Your face
• People want to buy from
people
• Yesterday’s door-to-door sale
now happens online
89%: Face-to-face
meetings are essential
for sealing the deal
—Source: Harvard Biz
Sales Strategies in a Social & Mobile World @Sales20Conf

13. Enter video.
• More information per minute
• How 95% of public best processes
information
—Source: Marketo
Sales Strategies in a Social & Mobile World @Sales20Conf

14. Video is exploding.
• YouTube: Fastest-growing media platform
ever. Over 2 billion views each day.
• Facebook: 3 billion videos/photos daily.
Sales Strategies in a Social & Mobile World @Sales20Conf

15. It’s like Woody Allen said…
• 80% of success is
showing up.
• Not listening up!
Sales Strategies in a Social & Mobile World @Sales20Conf

16. Focus on the basics
• Up to 93% of
communication is
non-verbal
• See true reactions
+ overcome
objections
• See into actual
working
environment in a Social & Mobile World
Sales Strategies @Sales20Conf

17. Rapidly establish common ground
• Speed through
intros
• Share hobbies and
visual
demonstrations
Sales Strategies in a Social & Mobile World @Sales20Conf

18. Socially connect in real-time
Sales Strategies in a Social & Mobile World @Sales20Conf

19. Sales office in the cloud
Progressive companies invest in online video
communication tools to engage customers in real-time.
The result: business isn’t just done faster; it’s
done better—for all parties involved.”
—Gerhard Gschwandtner
Sales Strategies in a Social & Mobile World @Sales20Conf

20. Your eyes are the window to the sell.
Companies that use video for sales
report an average ROI of 120%.
—Source: Aberdeen
Sales Strategies in a Social & Mobile World @Sales20Conf

21. Put your best face forward online
• Use a warm + professional photo
• Place camera where you actually look
• Ignore your dual monitor
• Send a consistent message with your
office
…more tips at Blog.Pgi.com
Sales Strategies in a Social & Mobile World @Sales20Conf

22. Summary
When customers see the white of your
eyes, they remember you and trust you
Sales Strategies in a Social & Mobile World @Sales20Conf

23. Thank you.
• Todd.McCormick@PGi.com
• @TMcCormick2011
• www.iMeet.com/ToddMcCormick
Sales Strategies in a Social & Mobile World @Sales20Conf

24. iMeet for Sales
Sales Strategies in a Social & Mobile World @Sales20Conf