On Wednesday, July 20th, I had the chance to host a live show on the subject of remote sales relations with :
Modjo allows us to increase the performance of our sales and customer success teams tenfold, based on data from videos and customer calls made by our employees. It was therefore critical for us to understand the adoption of video in customer meetings.
It was all the more important to have representatives from large groups, Bouygues Telecom and Microsoft, as smaller and more recent companies were born into video and are therefore less representative of this change in customer interaction.
Find below, the entire webinar, as well as the questions and answers:
Cรฉcile is in charge of a customer success team for major accounts. Before the pandemic, her teams were 100% in the field, at the customer's site. When the pandemic arrived, the teams were 100% on video.
What's next? The teams have kept 60% of visio, which has allowed:
Finally, with part of the meetings in video, the customer success teams have a clear gain in productivity, spending more time in customer meetings.
๐ The detail in minute 3:00 of the replay.
Unlike sales teams that chase large accounts, insides sales are more often in charge of SME accounts and are used to remote sales. The salespeople therefore spend their day on the phone. And as Nicolas says, the problem with distance selling is "the distance".
In this sense, videoconferencing has made several things possible:
The impact is clear: sales cycles are shortened by 1 to 2 days, because the video allows to accelerate the "next steps" with the prospects.
๐ The detail in minute 7:15 of the replay.
For key account teams, used to face-to-face sales:
For remote sales teams, used to calls:
๐ The detail in minute 16:30 of the replay, and the Q&A in minute 20:00.
As the trend towards video customer relations accelerates, Modjo allows you to get even more out of these interactions. Modjo integrates with the most popular video tools (Microsoft Teams, Google Meet and Zoom), and allows you to retrieve insights from these customer exchanges, for a better understanding of the customer's reality and collective performance.
๐ The detail in minute 17:48 of the replay.
Feel free to contact me on LinkedIn if you are interested in the topic, and if you want to share your ideas for future webinars.
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Best,