A number approaching “all” of B2B sales cycles start with a web delivered sales presentation. This holds for both inside sales teams and also field sales reps. Yet, according to our clients, few sales professionals of either stripe take full advantage of the interactive capabilities of web conferencing platforms to better qualify and engage customers on the other end of the second screen. Nor are they executing critical sales process steps. And according to those clients, opportunities are compromised and lost as a result.
There is no sign that dual screen selling is going to slow down any time soon. Since it will continue to be with us, we’re curious about your experience with typical B2B sales challenges and the dual screen environment – take our 30-second survey (for sales leaders and sales professionals) and we’ll report back on what we learn from your colleagues and peers.