From the Desk of John Kumpunen

Multimedia in complex, multi-layered sales

Sales studies show that smart use of multimedia can expedite sales by 72%. Using multimedia to assist in the complex selling process can reduce the cost per sales call dramatically.

In a multi-layered, complex, Rackham-like SPIN sale where it is often difficult to set up meetings and get a hold of key decision makers, you can make the message available to all the influencers and decision makers at their convenience by inviting them to view your online web infomercial.

Increase sales by eliminating repetitive product presentations. As you collect leads, you can make the basic company / product presentation on the web and tie in a response form that indicates further interest.
Using video with telephone sales, you can sell Atlanta, Chicago, Dallas within hours. You can direct the client to watch the introductory video, then go to Problem Questions and Implication Questions on the phone. You’ve already dissolved a number of objections, and you can close faster.