Report: The Next Best Thing To Being There

How to dramatically improve your “virtual” sales meetings

In the 60s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the next best thing to being there.” It was all about extolling the virtues of connecting with far away loved ones via super expensive long distance phone calls.

It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face.

In a recent survey conducted with InsideSales.com, we asked more than 300 inside and outside salespeople about their “virtual” sales conversations. On average, 61% of respondents conduct at least half of their meetings over the phone or web. A significant slice—37%—conduct 75% or more of their conversations in non-face-to-face environments.

Whether it’s inside or outside sales reps, one thing is clear: virtual sales calls are a big deal. But are they “the next best thing to being there?”

There are many opinions, but not much actual research—until now.

In collaboration with the International Journal of Sales Transformation and Dr. Nick Lee, a professor at Warwick Business School, we conducted a research simulation designed to answer one pivotal question: How can you be the most remarkable and compelling in phone or web conference selling environments?

Our new report, produced in partnership with InsideSales.com, covers that research and all its implications for your virtual conversations. The results break with much conventional wisdom about selling in these environments—and chart a new path forward for engaging prospects and customers when they’re not face-to-face with you.

There are many opinions, but not much actual research—until now.

Get our latest State of the Conversation Report. It covers brand new research that answers one key question: What does it take to be remarkable, memorable, and compelling in phone or online environments? 

The results will help you chart a new path forward for engaging your prospects and customers when you’re not in the same room as them.

View the report: The Next Best Thing to Being There

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