In person, Digital, OR In person & Digital
"We closed a six figure deal fully online"
"It takes face to face meetings to close anything over $100K"
Both these can be equally true or not, in your business!
"We can scale digital because it is faster, easier and way more comforting to spam people"
"We have to be thoughtful in building deep relationships, whether it is in-person interactions or digital touchpoints"
Both these can be equally true or not, in your business!
As part of our podcast Compelling Events, I had a couple of great conversations with Chris Torrence and Gopal Krishna ✅
Here is what Chris has to say about leveraging the face to face opportunity in addition to digitally connecting, when you want to build deep relationships with prospects and customers
Here is what Gopal has to say about closing 6-figure deals in Manufacturing
https://www.youtube.com/clip/UgkxMspNGLe_PeMUu5P9dpBUTu7InzOA6ZWn
There was a lot of emphasis both of them placed, on how crucial it is to build a deep relationship with customers, especially enterprise companies from verticals like Manufacturing, Supply Chain and Logistics.
Very understandable - you are selling a business solution that is going to impact how the company's operations are executed day in and day out by several people in the enterprise. Like another prospect mentioned on a call - "we are selling OT, not IT".
And in such cases, it is critical that your customer considers you a Trusted Advisor who understands their business use cases as well or better than themselves, and will have their interests while proposing a solution.
Ultimately, treating the prospect as a human with objectives, motivations and expectations, will help one see the utility of both digital mediums as well as in-person opportunities in a new light - that of multiple channels that work in tandem to create a great experience for your prospects.
It is indeed a case of In-person AND Digital, rather than In-person OR Digital.
What do you think?
Sales Manager at SalesNash | B2B Lead Generation Agency | Clutch Global & Champion Award winner
3moSridhar, thanks for sharing! Quite interesting information 👍