PresenterNet Showrooms “Beat the Clock”

Experienced sales executives know that they don’t lose as many deals to competitors as they lose to “the shot clock.” The shot clock metaphor in a sales environment simply means that the sales cycle stretches out too far, and sales momentum disappears before a deal can close. It therefore follows that executing each step of the sales cycle as soon as possible beats the sales-shot clock, and results in more closed business.

The most difficult steps of a sale are often in getting all necessary decision makers and recommenders to attend meetings to discuss products, present business proposals, and negotiate final agreements. When presentations have to be postponed repeatedly due to schedule changes of key people, the sales process is in danger, while the shot clock keeps running.

Web conferencing in general is an important tool in scheduling meetings as early as possible. It enables people to attend meetings remotely without being present for a face-to-face presentation. But what can be done about key people who miss the meeting entirely? How can sales people get a timely repeat performance scheduled, to ensure that the sales process does not bog down?

PresenterNet’s new Showroom version provides a perfect platform for scheduling an encore performance of any presentation. Absent participants can enter a Showroom with a simple Web address, log-in and attend a self-operated version of the presentation, listening to the same speaker, responding onscreen to answer questions or furnish requested information. They can even ask questions, and have responses captured for answers by email or phone.

The new Showrooms can also be set up in multiples, so that different rooms can be reserved for specific customer company executives. This enables sales people to create a customized follow-up presentation with a specific login, to ensure that the right person logs into the right presentation.

The result of using Showrooms in this way is that no meeting will ever have to be pushed back to keep the customer decision process flowing. In effect, people can participate from anywhere and at any time, to ensure that all key people are constantly updated. This in turn means that every sales action can be executed as soon as needed, and the final cycle time will be greatly reduced. That’s how Showrooms help beat the shot clock and close more deals.