Conversation analytics is instrumental in noting which sales calls are performing and which ones are failing miserably.
You shouldn’t be too shocked to learn that sales meetings with cameras turned on made more impact better than those with cameras off.
That’s right. Video conferencing is the best alternative to face-to-face meetings, which has taken precedence due to the pandemic.
In fact, video conferencing is the most economical and efficient replacement for in-person meetings.
A face-to-face meeting can be 34 times more effective than an email, according to a recent HBR article.
Sales teams must adopt the new technology and behavior considering the shift from face-to-face meetings to virtual meetings.
Remote selling may not be easy but not the toughest nut to crack- thanks to technology.
Compared to older times, there are AI-backed tools such as conversation analytics that offer valuable data on what’s working and what’s not.
Today, we’ll discuss the:
- Common resistance points of video conferencing.
- Why should companies encourage video conferencing sales meetings?
- How to help your team in front of the camera?
- How does a conversation analytics platform help in video sales meetings?
Our goal in writing this article is to make sales teams understand the importance of video meetings and make sellers comfortable with video conferencing.
What are the common resistance points?
Any new change is never accepted and invited quickly by humans. A change can be uncomfortable, even if it’s for the best. How many times did you say no to the GYM?
If the shift directly impacts physical appearance and judgment, employees usually take an uncompromising stand.
The case of video conferencing is similar.
Although video-based selling has the capability to skyrocket you over the competition, sales teams still resist using it in their sales process.
We have shortlisted some common friction points and considered them here:
- My customers are uncomfortable on video calls.
- I’m not confident on a video call.
- I’m conscious of my appearance at a video sales meeting.
- I prefer not to be seen on the video call.
- Video calls go on for a longer duration than non-video calls.
- I don’t have the right physical and technical setup.
- I fear losing out on discussion points without referring to the script.
And the most unexpected one–video calls don’t allow me to multi-task!
Although every seller has unique challenges, video calls have performed, and these resistance points need countering tactfully.
But before we start discussing how to get comfortable on a video conferencing call, let’s understand the benefits of video conferencing and why 79% of workers think it’s just as productive as in-person meetings.
Even if your prospect doesn’t turn on the video, you should. Why?
According to Zoom and Forbes, 62% of executives agree that video conferencing improves communication.
Video meetings have earned popularity because of the following reasons:
- Face-to-face meetings are costly, cumbersome, and involve a lot of scheduling commitments, whereas video sales meeting is less costly, scalable, and flexible for all stakeholders.
- Video calls have been more engaging than audio calls because they feel authentic and impact customer communication.
- If you can recall from older days, successful communication comprised only 40% content and 60% body language. With video calls, this criterion is fulfilled.
- Due to the nature of video calls, you can receive 100% of your audience’s attention.
- Video calls can accommodate more stakeholders, and geographical distances are not an issue.
- Due to the rise in stakeholders in the early stage of the calls, sales cycles are shorter and more productive.
The above points show that video conferencing has a huge impact on remote selling and is the future. By 2025, 36.2 million Americans will be working remotely. This represents an 87% increase from pre-pandemic levels and an increase in demand for video sales meetings.
To ensure sales teams tap into this opportunity, here are some basic yet essential ways to get your team started.
How to get your team in front of the camera?
- Sales coaching and internal meetings– Conducting internal meetings and sales coaching sessions on a video call is the best way to get started. Once the sales team is comfortable in internal communication, adopting external stakeholder video meetings will not be a big challenge. A bit of practice can help SDRs and AEs get comfortable.
- Stress upon dressing up- Although a large chunk of your salesforce would be working remotely, they need to dress up to the occasion to face customers. Ask them to get ready for work as they used for the office.
- Lighting issues- You may need to start addressing the technical challenges of your audience, starting with the correct lighting in the room. Encourage them to use the natural daylight or call from a well-lighted room. If nothing works, you can sponsor a light panel/ring light.
- Camera angle– Another technical challenge that you may need to resolve is the correct camera angle. Without the right setup, sellers usually find themselves fixing the camera angle and interacting less on the call. The best way to counter the problem is to find the budget to help sellers get a good camera. Secondly, train them during the sales coaching sessions on fixing the camera and the face during the calls.
- Meaningful and organized background– Sales calls and house furnishings have no direct relation; remote selling says otherwise. Nowadays, a good background can lead to meaningful conversations and influence the audience. Here are some convincing ways to use the background:
- But before doing something new, remove all the clutter.
- You can stick to a blank wall or blank background.
- Use a whiteboard as your background to showcase specific topics or ideas.
- Add a virtual background if you can.
- You can also plan to blur the background and focus on yourself.
- As a bonus, you can make a virtual background with the company’s logo.
- Encourage customers to turn on the camera- Last but not least,you can casually ask your customer to turn on their cameras. Their presentation will help you become more comfortable in front of the camera and smile at the audience.
How Does A Conversation Analytics Platform Help In Video Sales Meetings?
With the Conversation analytics platform, you can analyze your sales conversations for customer intelligence, meeting intelligence, market intelligence, and deal intelligence.
Moreover, a conversation analytics tool helps in keeping track of the sales performances of the sales team.
Evaluation and performance analysis helps in sorting out the top performers and their tricks. The benchmarked performance call recordings can be shared with low-performing sales reps to encourage them.
If video sales meetings are a serious affair for your organization, then use the conversation analytics tool’s sales library to store coaching sessions on video calling and train the newcomers and the seasoned sales guys in the company.
Adopting the video conferencing trend is one of the most lucrative opportunities for salespeople who wish to master the virtual selling game.
But to do so, one has to start (don’t blame your laptop or phone, they all have cameras.)
It is unlikely that sellers will win more in this era unless the crucial step is not taken– Turn on the camera!