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Selling to Marketing Departments? Here's Some Advice
April 6, 2011 @ 12:16 PM | By Jill Huselton

I work for a conferencing and collaboration company, so it is pretty much a given that I spend my days on web conferences. After years of conducting my day-to-day meetings this way, I take it for granted and am always surprised when someone sends me a meeting invite with only a dial-in number for just an audio call. I find myself scrolling, trying to find the web link so I don’t have to go through the hassle of picking up the phone and dialing all those codes. For those of you like me, you can probably sympathize and for those of you who think having an audio conference call is the only way to go, there’s something so much better waiting for you.


Recently, our marketing team met with a vendor who was pitching us to take on a pretty in-depth project. We had reviewed their proposal and were really excited to hear (and we assumed see) what they had to say. When the time came for the meeting, which was scheduled to be a web conference, the vendor only dialed into the call from their conference room phone. Not only was it difficult to hear what they were saying because there were three people sitting at a speaker phone, but they were trying to walk us through their proposal. It was hard to follow and there was a lot of ‘Wait, which page are you on?’going around. And, I hate to admit it, I found myself checking my email, tidying up my desk and getting up to refill my water bottle.

My job obviously makes me biased towards web conferencing, but as a marketer, I have some advice to agencies who pitch their marketing services virtually. You are going to have much more success selling yourself if you do more than just talk. Not only will you have a platform to show your strengths and what you can bring to a company if you use web conferencing, but you’ll also better engage your prospects. I mean, who’s going to choose you over the competition if they can’t remember your value proposition? If you use the web, you can have them focused on the slides you are walking them through online instead of going the phone-only route and hoping they are following along on their own instead of watching the YouTube video of a baby seemlingly destroying a bar that a friend just emailed them. I’m just sayin’.

Jill HuseltonJill Huselton is a senior marketing manager at InterCall. She's been in the conferencing industry for nearly 15 years, working in operations, account management and marketing, mainly based in Colorado. Before leaving the Mile-High City, she hiked a 14er, one of her top accomplishments. Now she's traded the mountains for the beach and works from a home office in North Carolina.

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