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Blending Face to Face Sales Calls into a Virtual Selling Process

Posted: Wed Jan 29, 2025 11:02 am
by rifat28dddd
Today, Sales Gravy has grown into one of the most successful training and consulting firms in the world. We have customers on every continent except Antarctica. Virtual selling is how we go to market because it is the most practical and cost-effective means of engaging prospects across the globe. We regularly close six- and seven-figure deals within a completely virtual sales process.

This, of course, begs the question: Do we ever make face-to-face sales calls?

The answer is yes. When we have big, company-changing deals on the line, and it is practical, we visit face-to-face—usually late in the sales process when it matters most. Likewise, in cities like San Francisco, where we have salespeople in the market, we make face-to-face calls.

When we are onsite with our clients, delivering training or providing professional services, we leverage those in-person engagements to interact with our stakeholders to anchor relationships and expand our business inside those accounts—often displacing competitors who are not engaging face-to-face.

When our trainers and consultants are already in a city for a belize telegram data client engagement, we set up face-to-face meetings with prospects in the same city. Since we are already there and the cost to schedule an additional face-to-face meeting is low, it makes sense to meet in person because those face-to-face meetings almost always give us a leg up over our competitors.

The two early enterprise-level deals that made my company what it is today were closed on face-to-face calls. At the final presentation stage, I took the risk, purchased the plane ticket, and delivered my closing presentation in person. These deals were game changers and were so important that the cost of the face-to-face engagement to seal the deal in person was well worth it.

This is called blending and it is the key to leveraging virtual selling to become more productive and win more often, at a lower cost to you and your company.

Listen to Jeb Blount’s Sales Gravy Start Up Story on this Failing Forward Podcast Episode