| In the traditional sales model,
| |
| | presentation or project demonstration,
|
| presentations are made in person at the
| |
| | regardless of the geographic locations of
|
| client's place of business. Today,
| |
| | the potential clients, thereby saving
|
| however, rising fuel costs have
| |
| | both time and travel expense.
|
| translated into higher airfares and
| |
| |
|
| gasoline prices. As a result, the travel
| |
| | Presentations and Product
|
| budgets of companies around the world are
| |
| | Demonstrations: By enabling prospects to
|
| straining at the seams. Similarly,
| |
| | view the sales professional's computer
|
| company executives are recognizing that
| |
| | screen, desktop sharing allows the
|
| traditional business travel consumes a
| |
| | salesperson to easily present information
|
| significant amount of a salesperson's
| |
| | about the company and its products and
|
| time, thereby negatively impacting
| |
| | services. The salesperson can also turn
|
| employee productivity. Both travel costs
| |
| | over control of the desktop to a
|
| and a salesperson's time increase the
| |
| | participant, allowing him or her to try
|
| cost of on-site meetings, and represent
| |
| | the product or browse through various
|
| resources that could be better leveraged
| |
| | parts of the presentation. This hands-on
|
| to generate additional sales. As a
| |
| | experience gives the prospect a clear
|
| result, businesses are increasingly
| |
| | understanding of the benefits of the
|
| seeking less expensive technological
| |
| | product or service.
|
| alternatives to on-site sales
| |
| |
|
| presentations.
| |
| | Building a Virtual Bridge: When some
|
|
| |
| | members of a potential client's company
|
| This paper explores computer desktop
| |
| | can attend an in-person meeting but other
|
| sharing solutions as a means of
| |
| | key personnel cannot, desktop sharing
|
| leveraging resources to drive sales
| |
| | allows those who can't be physically
|
| success. Specifically, this paper
| |
| | present to participate in the meeting to
|
| addresses four questions:
| |
| | attend from a remote location.
|
|
| |
| |
|
|
| |
| | Cold Calling: During cold calls, the
|
| What is desktop sharing and how does it
| |
| | sales professional can quickly initiate a
|
| work?
| |
| | desktop sharing session and invite the
|
| What are the benefits of desktop
| |
| | prospect to review the company profile
|
| sharing?
| |
| | and view slides or other information
|
| How can desktop sharing tools be used in
| |
| | about the product or service.
|
| sales?
| |
| |
|
| What features should an effective
| |
| | Immediate File Sharing: During an online
|
| desktop sharing tool include?
| |
| | meeting, desktop sharing allows the sales
|
|
| |
| | professional to provide potential
|
| Although business travel and on-site
| |
| | customers with any material they may
|
| sales presentations are sometimes
| |
| | request. This capability communicates
|
| necessary, many on-site pitches can be
| |
| | efficiency and a commitment to customer
|
| replaced by online presentations at a
| |
| | support.
|
| fraction of the cost. Effectiveness and
| |
| |
|
| efficiency increase, positively impacting
| |
| | Closing the Sale
|
| both the sales professional's and the
| |
| |
|
| client's bottom lines.
| |
| | Desktop sharing is a powerful tool for
|
|
| |
| | closing sales and shortening the length
|
| Desktop Sharing: A Simple, Innovative,
| |
| | of the sales cycle and increasing revenue
|
| Technological Tool
| |
| | streams.
|
|
| |
| |
|
| Desktop sharing is an innovative
| |
| | Document Collaboration: Desktop sharing
|
| software program that allows one or more
| |
| | streamlines the process of working on
|
| people in remote locations to view the
| |
| | proposals and contracts, since it allows
|
| primary user's computer screen. Using a
| |
| | both the salesperson and the client to
|
| Web-based interface, the user can show
| |
| | modify proposals together in real time.
|
| others any document or application that
| |
| |
|
| is open on his or her desktop.
| |
| | Team Leader Involvement: A salesperson's
|
|
| |
| | upline or supervisor can sometimes be
|
| Desktop sharing is initiated when the
| |
| | instrumental in closing a sale. Desktop
|
| presenter invites others to participate
| |
| | sharing solutions enable sales team
|
| in a session. The presenter begins the
| |
| | leaders to join a sales presentation
|
| session, and participants join via the
| |
| | without ever leaving the office, thereby
|
| Internet, using a unique session ID.
| |
| | enhancing the interaction and increasing
|
| During the session, the presenter's
| |
| | the client's level of satisfaction.
|
| screen - including mouse movements,
| |
| |
|
| documents, and applications - is visible
| |
| | Client Authorization: When a sale hinges
|
| to the participants. The participants
| |
| | upon the go-ahead from a potential
|
| simultaneously interact with the
| |
| | client's higher-level manager, desktop
|
| presenter by phone or audio conference
| |
| | sharing solutions can smooth the way to
|
| call.
| |
| | closing the deal by allowing managers to
|
|
| |
| | attend meetings without ever leaving the
|
| The Benefits of Desktop Sharing
| |
| | office. In addition, the flexibility
|
|
| |
| | inherent in the tool makes it possible to
|
| By delivering sales presentations
| |
| | initiate or reschedule a presentation at
|
| online, desktop sharing allows sales
| |
| | a moment's notice.
|
| professionals to increase the
| |
| |
|
| effectiveness of their presentations
| |
| | Customer Support
|
| while leveraging their time to reach more
| |
| |
|
| clients and prospective clients.
| |
| | Once the deal is closed, desktop sharing
|
|
| |
| | tools can be utilized to enrich the
|
| Through the use of desktop sharing
| |
| | relationship with the customer.
|
| technology, sales presentations are
| |
| |
|
| amplified with visual components. The
| |
| | Transitioning to Customer Support:
|
| instantaneous, real-time delivery of
| |
| | Desktop sharing can become a bridge to
|
| documents, slides, or software
| |
| | provide the customer with the support
|
| applications allows for better
| |
| | needed to implement the company's product
|
| communication and increased flexibility
| |
| | or service. For example, desktop sharing
|
| in addressing the specific needs and
| |
| | can be used to introduce the company's
|
| concerns of the customer.
| |
| | customer support team and walk the
|
|
| |
| | customer through the support services
|
| As a Web-based tool, desktop sharing
| |
| | offered.
|
| enables the sales professional to make a
| |
| |
|
| presentation instantly to anyone,
| |
| | Follow-Up Meetings: Desktop sharing can
|
| anytime, worldwide. Because a session can
| |
| | also be utilized to conduct follow-up
|
| be accessed by anyone with an Internet
| |
| | meetings, during which the sales staff
|
| connection, traveling to a customer's
| |
| | can stay in touch with new customers. A
|
| place of business isn't necessary. This
| |
| | series of weekly conferences, for
|
| not only represents a significant savings
| |
| | example, can go far in demonstrating a
|
| in travel costs, but also a tremendous
| |
| | company's commitment to their new
|
| savings of time, allowing the salesperson
| |
| | clients.
|
| to exponentially increase the number of
| |
| |
|
| sales presentations he or she can
| |
| | Customer Retention: Similarly, desktop
|
| initiate.
| |
| | sharing can be incorporated as a way of
|
|
| |
| | keeping in regular contact with existing
|
| Desktop Sharing in Sales
| |
| | customers. Inviting customers to
|
|
| |
| | educational seminars, new product
|
| Lead Generation
| |
| | launches, and company news events are
|
|
| |
| | just three of the ways that desktop
|
| Many companies have found that desktop
| |
| | sharing can help ensure customer
|
| sharing quickly becomes a critical tool
| |
| | satisfaction and pave the way for future
|
| to generate leads.
| |
| | sales.
|
|
| |
| |
|
| Breaking Down Geographic Barriers: As
| |
| | Features of Effective Desktop Sharing
|
| part of the salesperson's repertoire,
| |
| | Products
|
| desktop sharing provides sales
| |
| |
|
| professionals with the ability to
| |
| | There are a number of desktop sharing
|
| schedule online meetings with larger
| |
| | solutions in the marketplace. To ensure
|
| groups of prospective customers,
| |
| | maximum accessibility and security, you
|
| regardless of their geographic location.
| |
| | should consider a number of factors when
|
| Web conferencing allows companies to
| |
| | selecting a desktop sharing program.
|
| gather leads in new markets without
| |
| |
|
| incurring the travel expenses associated
| |
| | In order for clients and potential
|
| with reaching these prospective
| |
| | clients to embrace participating in a
|
| customers.
| |
| | multimedia sales presentation, there
|
|
| |
| | cannot be any barriers to accessing the
|
| Passive Lead Generation: Companies can,
| |
| | technology. From a technological
|
| through their websites, offer visitors
| |
| | perspective, this means that the desktop
|
| the opportunity to register for
| |
| | sharing product should enable
|
| informational online meetings or for the
| |
| | participants to connect through corporate
|
| launch and demonstration of a new product
| |
| | networks, firewalls, and proxy servers.
|
| or service. Potential customers
| |
| | They must also be able to connect using a
|
| self-select as leads through the
| |
| | variety of operating systems, such as
|
| registration process. The data collected
| |
| | Windows, Mac, and Linux. Similarly,
|
| from registrants and from those attending
| |
| | customers should not be required to
|
| the online meeting can be used by the
| |
| | install software in order to participate
|
| company's team of sales professionals to
| |
| | in sessions.
|
| convert leads to customers. When a
| |
| |
|
| company archives their informational
| |
| | In order to facilitate
|
| meetings and educational seminars on
| |
| | spur-of-the-moment presentations,
|
| their website, potential customers can
| |
| | participants should be able to connect
|
| register to download or listen to the
| |
| | using any Internet browser and without
|
| information, which generates additional
| |
| | having to register or submit any personal
|
| passive leads.
| |
| | information. The desktop sharing
|
|
| |
| | interface should be intuitive and easy to
|
| Existing Customers Become New Leads:
| |
| | use.
|
| Desktop sharing allows new products,
| |
| |
|
| services, or specials to be shown in
| |
| | From the presenter's perspective, a
|
| order to upsell or cross-sell existing
| |
| | desktop sharing tool should allow him or
|
| customers. Current customers make
| |
| | her to show his or her computer screen
|
| excellent prospective customers for new
| |
| | without first having to upload the
|
| products, and desktop sharing enables a
| |
| | content to a presentation server.
|
| salesperson to upsell or cross-sell
| |
| | Likewise, he or she should be able to
|
| without having to make an on-site sales
| |
| | hide confidential screen areas and have
|
| call.
| |
| | the ability to pause transmission in
|
|
| |
| | order to browse through confidential
|
| Educational Seminars Hook Prospects:
| |
| | files. In order to facilitate discussion,
|
| Online meetings can also be utilized as a
| |
| | the participants should be able to
|
| non-sales marketing tool to present live
| |
| | highlight items on the presenter's
|
| educational seminars to potential
| |
| | screen.
|
| customers, who then become qualified
| |
| |
|
| leads. In contrast to online meetings
| |
| | Finally, a desktop sharing solution
|
| that introduce a company or a specific
| |
| | should have strong security features.
|
| product or service, the topic of an
| |
| | Transmission should be encrypted to the
|
| educational seminar serves to address a
| |
| | best practices standard, and connections
|
| common challenge faced by the company's
| |
| | to individual sessions should be made
|
| potential customer base. For example, a
| |
| | using unique, random session IDs.
|
| company that provides shopping cart
| |
| |
|
| software might hold an educational
| |
| | Leveraging Resources to Boost Revenues
|
| seminar on cost-effective marketing
| |
| |
|
| techniques to drive traffic to e-commerce
| |
| | With tight travel budgets and time at a
|
| sites. The information gleaned from the
| |
| | premium, using innovative tools to
|
| attendees of these lead generation
| |
| | conduct remote sales presentations can
|
| seminars can be passed on to the sales
| |
| | leverage both your time and the time of
|
| team, which can convert sales by using
| |
| | your clients. Desktop sharing solutions
|
| the collaboration features offered by
| |
| | can reduce routine business travel costs
|
| desktop sharing.
| |
| | and increase productivity. The result is
|
|
| |
| | the ability to reach more prospective
|
| Qualifying Leads
| |
| | clients and an acceleration of the sales
|
|
| |
| | cycle. When sales presentations can start
|
| When marketing tools, such as white
| |
| | with a click of the mouse and reach
|
| papers, recordings of product
| |
| | customers and potential customers around
|
| demonstrations, and customer
| |
| | the world, the result is an increase in
|
| testimonials, are posted on a company's
| |
| | the bottom line.Mark Patrick Zondler is
|
| website, potential customers self-select
| |
| | responsible for software development and
|
| by downloading or accessing the
| |
| | global operations at a software company
|
| materials. This process begins the
| |
| | that develops simple, easy-to-use, secure
|
| selling process prior to a sales team
| |
| | business communication tools for small
|
| member contacting a prospect.
| |
| | and medium-size enterprises. Mark
|
|
| |
| | developed the technological vision for
|
| Similarly, an online meeting utilizing
| |
| | and defines the long-term development
|
| desktop sharing technology can drive
| |
| | plan. He has several years experience in
|
| prospects to download or access
| |
| | developing and operating Internet
|
| supplemental materials that can further
| |
| | software systems. Prior to
|
| pique their interest and speed up the
| |
| | BeamYourScreen, he co-founded Allegro
|
| sales cycle.
| |
| | Solutions, a Singapore-based software
|
|
| |
| | firm specializing in dynamic price
|
| Sales Calls
| |
| | negotiation and online auction systems.
|
|
| |
| | Mark also worked in the consulting
|
| Desktop sharing is most useful during
| |
| | divisions of IBM and
|
| sales calls, and represents a tremendous
| |
| | PricewaterhouseCoopers. He studied
|
| savings of resources. The salesperson can
| |
| | business administration in Germany,
|
| invite one or more prospects to a
| |
| | Singapore and France.
|
