Selling face to face
3rd May 2022 | Rod Tonna-Barthet
Being there is still important in the modern B2B sales process.
Businesses increasingly communicate with customers and prospects in new ways as technology advances. Today’s sales reps use a variety of tools to accomplish their tasks – email, social media and video-chat tools among others. Consequently, traditional in-person sales meetings have become less common.
Nevertheless, even as the B2B sales process becomes increasingly digital, face-to-face meetings still offer certain benefits that no technology can replicate. In-person requests are 34 times more successful than those made over email,1 the close rate for in-person meetings is 57%,2 and executives and business travellers estimate that 28% of their current business would be lost without in-person meetings.
While virtual communication is key, face-to-face meetings still hold the following advantages in the modern sales process.