The War Room
Question
Post

Since pandemic pushing everyone to wfh, many people are of the opinion that all aspects of businesses (at least for software) can be done remotely. How many of you still believe that persona touch goes a long way to close a sales deal?

Which would you rather do?
Attached poll
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πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
3
pitchandputt
Valued Contributor
+4
Account Executive
Like so many questions, this one depends entirely on context.


Remote selling means many products where sales couldn't be involved are now viable for sales orgs to sell - low ARR/MRR products that can be implemented remotely.Β 

On the other hand, a buddy of mine works with software with a 2-3 year sales cycle that with an average of $2m ARR (plus about $500k-1m for implementation), and the ICP is utility companies with tens of thousands of employees. You bet your ass their salespeople are closing in person.Β 
CuriousFox
WR Officer
+13
Senior Account Executive
I've always been remote but I think the positive from the past year is it taught the majority how to do business remotely through technology.Β 

Sure many will want face to face interaction when the time allows, but it's not going to stop me from setting meetings online.Β 
Ace
Arsonist
+9
CEO
I agree. Although I feel, cultivating relationships online is much more difficult which helps with retention of the deals.Β 

Having lunch, drink, etc keeps things more personal
ARRisLife
Politicker
+3
Account Executive
The silver lining in the last year is the fact that many of our jobs can be done remotely and virtually. I was traveling like 20-30% ish at a time and although I miss going in front of clients, I do not miss the actual aspect of flying and traveling.

It was a nice break this past year because nobody not even competitors could travel. That will slowly fade and although the sale doesn't require face to face, it's how we build better relationships and beat our competitors. So- I think we will see things slowly go back to traveling, though I would love to see clients push back and decline in person pitches for as long as possible!


Ace
Arsonist
+9
CEO
Yesss. Personal touch is imperative in realtion building. A lot of these things are done over lunch and drinks and I don't see a greater replacement for that - unless people stop expecting being pampered lol
beerisforclosers
Politicker
+8
Account Manager
Majority of meetings are going to be hybrid moving forward. I can't imagine many meetings I'm in will have everyone physically present at the conference table. It's going to be interesting to navigate the continued changes!Β 
Ace
Arsonist
+9
CEO
I agree. Hybrid seems like the way to go forward. Its a great balance and gives us the best of both the worlds
funcoupons
WR Officer
+12
that's queen coups to u
I worked a job where meetings were always in person....I found it to be much less efficient and way more annoying than doing everything over the phone, like I do in my current job.

Sure, there will always be some occasions where the prospect is very old school in age or mindset and wants an in person meeting. I'm willing. But I would never go back to a role where the majority of my activities were face to face.Β 
Ace
Arsonist
+9
CEO
I see. Based on lot of comments around here, seems like hybrid is the way to go forward.
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