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The Upside: Killer Sales Tips

4 posts from June 2008

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June 30, 2008

Put the "WOW!" Into Your Web Demos | A Glance Webinar

I'm excited to announce the first in a series of complimentary How-To Webinars we'll be doing for our customers and prospects, with some of our favorite partners and industry colleagues. We picked the topics and speakers based on business information and tools we find helpful ourselves -- after all, like many readers of this blog, we're running a small business here too!

Our first Webinar speaker is Peter Cohan, author of Great Demo!, a book that provides easy-to-use methods to create and execute compelling sales demos.

Front_cover151x230 Here's the first Glance Webinar description:

Learn how to turn your dull demos into winners that capture your customers' interest and close business every time. Co-sponsored by Glance and Peter Cohan, we'll teach you how to:

- Engage and captivate your audience in the first 6 minutes;
- Organize your demo to address your customers' key concerns;
- Generate a "Wow!" response that compels their interest;
- And more...

Join us Friday, July 11, 1pm ET (that means, 10am PT, 11am MT, and noon CT) for an hour with Peter, and give a permanent boost to your web demos!

Register today.

June 23, 2008

Glance offers a free year of web conferencing to bloggers

I started Glance back in 2000, before blogging became the phenomenon it is today. I'm grateful to the blogging community, which I am now proud to be part of, for being instrumental in enlightening folks about the way web conferencing helps companies extend their business reach and reduce travel costs.

My passion has been to make online conferencing so easy that anyone can do it--reliably and quickly. Many of you may be Glance users yourselves. As one of the few cross-platform screen sharing tools on the market that allows meetings with up to 100 guests at a time, your interest in Glance has resulted in thousands of companies around the world doing business with us.

As a way to say thanks, we're offering any blogger a free year-long subscription to Glance's web conferencing service (a $499 value).  Just contact me with your blog's URL.

(And, BTW, I enjoy talking to Glance users, so feel free to contact me with your comments about our service!)

June 13, 2008

Prestwood Australia Credits Glance with Cutting Travel Time

One of our customers responded to a recent survey by saying: I was introduced to Glance, and now my children expect me home for dinner at 6 p.m.  Since I rarely make it home for dinner at 6 p.m., I asked him how he accomplished this remarkable feat.  Here is Guy Thornycroft's story:


Guy is the marketing director for Prestwood Australia which markets interactive financial planning software to financial planners across Australia. With a lot of territory to cover, sales reps formerly spent weeks on the road in face-to-face meetings with prospects, demonstrating Prestwood’s software product.


Using Glance’s easy-to-use web demo tool, Prestwood sales reps now demo their software from their own offices, just as if they were sitting next to their prospects. They travel less and get more accomplished.


Guy says, “Were it not for Glance, I would have to travel to every state each month to demonstrate what Glance allows me to do online. Glance has given me literally weeks more each year with my family.”


He used to think business relationships could only work face to face. Using Glance has made him realize that relationships from a distance can work even better.  He can learn all he needs to know about a prospect by just asking more questions. "And even better," according to Guy, “because the financial planner is feeling secure in their own office, and I am in my office, I can be far more direct and personal in my questions. We have a lot of fun with it! I find they share more personal feelings than they would face to face.”


Thornycroft still travels to visit customers, but only after they’ve signed up for software and training. That way, he says, “I don’t have to spend days visiting prospects who are not suited for the service we offer -  my trips are more focused and useful.  I am more effective and my family is happier.”


Dinner at 6 p.m. sounds great - see if Glance can make it happen for you. 

June 02, 2008

A Glance Video Case Study: How to Make Your Projects Run More Efficiently

Youtube_nowspeed When your clients and colleagues are spread across different offices, it can be a challenge keeping everyone on the same page. Efficient project management is the key to controlling costs and delivering results on time.

Nowspeed, a Glance customer and provider of online lead generation solutions for businesses around the country, was faced with just such a challenge.

Watch the video case study to see how Nowspeed found they could use Glance’s super simple screen sharing tool to take away the friction of communicating remotely with customers and far-flung colleagues. Meeting and collaborating online meant they got projects done faster.

Dave Reske, Nowspeed CEO, says:

“Glance takes away all the friction in our communication with out clients and with our prospects.  It makes it easy to connect, easy to have that conversation. We’re not focusing on the tool; we’re focusing on the business and the information that’s important to our clients.”

Tell us how you use Glance! We’re always interested in your feedback.