Suddenly, we discover that meetings are not always necessary. Sometimes we can even automate the first steps of the sales cycle, sharing attractive and valuable information via email, captivating with assertive presentations and pitches, offering a commercial proposal through a previously recorded video (which can be sent to several clients), and then answering questions without having to send a single invitation: sellers and buyers now do not have to meet in the same place.
It is not even essential that they be available at the same time, on the same day, since communication has become not only virtual but also asynchronous.
You've probably noticed - and so has your team - that meetings have become easier to coordinate, and that although it was a bit difficult at first, there are now more opportunities to reach new markets that are open to being country area code philippines contacted through digital channels, and that not only have efficiencies been generated in Customer Acquisition Cost (CAC) - by eliminating travel and all the associated expenses - but the sales cycle time has also been shortened.
Is it possible? Yes, but only if done in the right way. To do this, it is urgent to train sales forces to acquire new skills. Do you still think it is not necessary? Look at this example…
According to the study The Impact of Remote Selling, published by Jacco J. van der Kooij (Founder of Winning by Design):
By reducing the number of meetings, while maintaining the same conversion rate, the Win Rate increases.
And by reducing the number of meetings, increasing the conversion rate, huge efficiencies are generated that significantly impact the profit rate.
Online meetings, if executed correctly, can have a higher conversion rate than face-to-face meetings. And with just a marginal improvement in conversion rate, you can have a huge impact on your Win Rate.
Impact of fewer meetings and an improvement in the conversion rate per meeting
In this example published in the aforementioned study, we see that by reducing just one meeting, and slightly increasing the conversion rate, the impact on profits is quite significant.
Remote Sales
This is achieved by establishing continuous improvement processes and offering coaching sessions so that the sales force adopts the best practices that allow them to take full advantage of the scalability offered by digital transformation.
Many SaaS companies in Latin America - especially SMEs - have already used this inside sales model to achieve rapid growth and make it sustainable over time. But to do so, they had to consolidate a sales team and specific sales processes for remote selling.