1. Face-to-Face in a Social + Mobile WorldTodd McCormickPGiSales Strategies in a Social & Mobile World @Sales20Conf

2. Would you rather do business With this personSales 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 beforeinteracting with sales.85% of buyer-seller conversations will occuronline by 2020.Face-to-face meetings are a key factor insuccessfully building and maintainingprofessional relationships.Source: HBR, GartnerSales Strategies in a Social & Mobile World @Sales20Conf 8. Superstars sell eyeball-to-eyeballWhen customers see your eyeballs, they trust you Sales Strategies in a Social & Mobile World @Sales20Conf 9. What happened?Selling has become facelessSales 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 speakat customers Harder to speak withthem Source: BtoB Magazine70% of marketing + sales execs rank inability todifferentiate as primary inhibitor to growthSales Strategies in a Social & Mobile World @Sales20Conf 12. The critical link = Your face People want to buy from people Yesterdays door-to-door sale now happens online 89%: Face-to-facemeetings are essential for sealing the dealSource: Harvard BizSales Strategies in a Social & Mobile World @Sales20Conf 13. Enter video. More information per minute How 95% of public best processes informationSource: MarketoSales Strategies in a Social & Mobile World @Sales20Conf 14. Video is exploding. YouTube: Fastest-growing media platformever. Over 2 billion views each day. Facebook: 3 billion videos/photos daily.Sales Strategies in a Social & Mobile World @Sales20Conf 15. Its like Woody Allen said 80% of success isshowing up. Not listening up!Sales Strategies in a Social & Mobile World @Sales20Conf 16. Focus on the basics Up to 93% ofcommunication isnon-verbal See true reactions+ overcomeobjections See into actualworkingenvironment in a Social & Mobile WorldSales Strategies @Sales20Conf 17. Rapidly establish common ground Speed throughintros Share hobbies andvisualdemonstrations Sales Strategies in a Social & Mobile World @Sales20Conf 18. Socially connect in real-timeSales Strategies in a Social & Mobile World @Sales20Conf 19. Sales office in the cloudProgressive companies invest in online videocommunication tools to engage customers in real-time.The result: business isnt just done faster; itsdone betterfor all parties involved. Gerhard GschwandtnerSales 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 yourofficemore tips at Blog.Pgi.com Sales Strategies in a Social & Mobile World @Sales20Conf 22. SummaryWhen customers see the white of youreyes, they remember you and trust youSales 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 SalesSales Strategies in a Social & Mobile World @Sales20Conf