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10 Best Practices to Selling (Smarter and Faster) Using WebEx

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Part one previews is Tips for Selling Online and part two features the Five Most Common Mistakes Made Selling Online. You can listen to the entire WebEx event here.

In today’s final look at Tom Drew’s advice, we have summarized his 10 Best Practices. While still in his voice, this is a high-level summary of his talk. If you watch the recording, you can see his visual examples that support these ideas.

When you are hosting an online meeting, the chances of you losing the attention of your audience are very high. Getting your attendees attention and keeping them engaged is the key to success when selling online. Read More »

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Open-standards TIP Gains Momentum Across the TelePresence Industry

We are excited by yesterday’s news that Polycom is adopting the TelePresence Interoperability Protocol (TIP), the only open, multi-screen Telepresence interoperability protocol that is currently available. In the video below, David Hsieh, Vice President of Marketing for Cisco TelePresence and the Emerging Technologies Group, discusses why this announcement is exciting for advancing interoperability throughout the industry and how it can benefit  customers.

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Cisco’s Cloud & Collaboration Strategy

We’ve all been hearing a great deal about cloud and cloud computing lately. You’ve likely heard Cisco talking about its cloud computing strategy quite a bit. Cisco is in many businesses that touch cloud.  One of the largest is collaboration. I sat down with Cisco’s Group Director for Hosted Collaboration Eric Schoch to get some answers.

Eric articulates the cloud computing and collaboration vision, strategy, portfolio and differentiation he’s been taking on the road as he meets with customers and partners. The short video below elaborates on Cisco’s collaboration business, our approach to the cloud and how Cisco is positioned in this very competitive marketplace with service providers such as Orange Business Services, Swisscom and Verizon Business Services

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Look at the New WebEx.com: Pages You Should Bookmark

We have refreshed our website that includes new content to help you have a better WebEx experience. We are also working to bring the power of WebEx to you in different ways. Here’s a quick list of things you might want to bookmark for future use.

1. WebEx.com: come in the front door. We will always have the newest information on mobile, video and more in the banner on this page. You can also grab the latest news and special offers via the home page.

2. Together@WebEx -- Upcoming Events: Watch a series of WebEx events that range from VIPS (like Sir Richard Branson and Guy Kawasaki) to topics like leadership, selling smarter and training. Register for those events here. With a click, you can also see a host of recorded events that you can watch on demand.

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Selling Online: Avoid The Five Most Common Mistakes

Tom Drews

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.

Here are the five most common mistakes I see people make when selling online:

1. Not having a structure.

So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.

2. Death by PowerPoint.

Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:

  • “Presenters talks about themselves too much.”
  • “Too much focus on pain point.”
  • “Set up of things I already know and live with.”
  • “Not getting to the point.”
  • “Not prepared.”
  • “Weird fonts makes it hard to read.”
  • “Reading the PowerPoint.”
  • “Speaker gets ahead of the presentation.”
  • “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
  • “Lack of interaction.”
  • “Jumping around.”
  • “Lack of enthusiasm.”

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