Preparation
eSales profits from personalizing the viewer meaning
the entrance or lobby of the meeting room with
a PowerPoint
template which illustrates the client's activity
sector. A large array is offered among the Ressources
under SERVICE. In fact, the same model could be
use for the presentation to a prospect. Depending
upon the number of participants, you could decide
between a telephone conversation or an audioconference
service. The invitation is transmitted by
e-mail with integration with most CRM
applications. In the case of coworkers, the
invitation could be done via Skype,
followed by an attendance indication.
Progress
Many Conferenceware functionnalities
help to the success of eSale. First, a PowerPoint presentation
and the screen sharing to hold a demonstration or display Word
or Excel documents, for instance. Also, many presenters could
intervene under the guidance of a conference master and each
participant could be authorized to draw or write on a presentation.
The presenter might transmit to the participants a screen saver
with notes or any file or image, such as a proposal. Finally,
the prospect's opinion, but usually of his/hers circle of 'influence',
could be requested through a mini questionnaire like one for
the importance they give to your differentials in order to detect
their buying criteria.
Follow up
Conferenceware provides a detailed
report of the participants to a WEBconference and their answers
to the different questions. In another matter, the integral
recording of a WEBconference, voice and images, can be imported
to your local disc and saved in the client's file of your CRM
software like an attached file to a contact. Replayed, it could
be considered as a tool to review opportunities by a sales director
or as a pedagogical material to train representatives, mainly
to share better practices.
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References
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