How to Get More Face Time with Clients Without Leaving Your Chair

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Sarah has high-profile clients in New York, Houston, and London. She would love to meet with them every time they have a question or need services. Her company, however, is one of many that has cut its travel budgets to reduce spending. Now Sarah worries that she won’t be able to meet her clients’ needs.

According to Salesforce’s Second Annual State of Sales research report, the second-largest challenge experienced by sales representatives is lack of time for face-to-face selling. But what are the benefits of face-to-face sales? And how can you get more face time with your clients?

The Benefits of Meeting Face-to-Face

According to the Harvard Business Review, 95 percent of those polled said that face-to-face meetings are crucial to “building and maintaining long-term relationships.” Another 89 percent agreed that face-to-face meetings are essential for “sealing the deal.” The majority of those polled (88 percent) believed that successful sales depend on facetime.

“Regardless of how tech-savvy you may be, face-to-face meetings are still the most effective way to capture the attention of participants, engage them in the conversation, and drive productive collaboration,” says Michael Massari, Caesars Entertainment’s SVP of national meetings and events. “If we don’t continue to nurture strong and positive personal relationships with our clients and coworkers, we won’t build trust, understanding, or a sense of a shared mission—all of which are critical elements to successful partnerships and business success.”

How Video Saves the Day

When you have clients all over the country or even the world, though, meeting in person just isn’t practical. You run into the two major obstacles to any business: time and money. Fortunately, you can sidestep both of these problems by using short personalized (Snapchat-like) videos to communicate face to face with customers. Here’s how:

Cost

The recent economic recession had companies scrambling to cut costs however they could, and travel was one of the biggest expenses to get the axe. Things haven’t changed much. According to the Harvard Business Review, 69 percentof respondents reported a decrease in travel budgets. Most of those polled added that they believed the cuts would negatively impact their sales.

Video was and still is the obvious go-to for solving this problem. “If we cannot go directly to the customer, we’ll go directly to the customer’s screen.” You immediately cut out all of the costs of gas, air travel, hotels, etc. Certain video engagement platforms will enable you to communicate face to face with your clients, all for the price of a group lunch.

Time

Almost any video conferencing service can solve the problem of cost and distance. But scheduling is a problem whether you meet over video or in person. Especially when your client lives in a completely different time zone than you, it can be maddening to find a time when you are both available, let alone awake. You want to sell, and your client wants to buy. But if buying means jumping through hoops just to accommodate you, your client may be tempted to take their business elsewhere.

Asynchronous, short, Snapchat-like videos solve this problem. All it takes is a few minutes for you to record your pitch via video creation/engagement platforms like OneMob and share this with your clients to view at their leisure. Not only that, but clients don’t even need to be in the office to view your video. All they need is a smartphone or tablet, and they can view your video message. And with tracking, certain engagement platforms will let you know exactly when they’ve seen your video, so you can then follow up as you see fit.

When you can’t be there in person, your clients still need to see your face. Platforms like OneMob put you in the room with them—on their computer or on their phone, in their office or on the go.

This article was originally published at blogs.salesforce.com.

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Happy 3rd Birthday OneMob!

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Today marks the 3rd birthday of OneMob, and oh what a ride it has been! Over the past three years, I have recorded 900 videos and learned a few things along the way. I found one of my earliest videos from three years ago, and two things immediately struck.

  1. Going vegan really makes a difference. 🙂
  2. Our mission to help professionals interact more effectively is stronger than ever!

At OneMob, we love video and we want to make recording, sending and tracking video easy for every professional. So I thought it would be fitting to reminisce on some of the learnings that have occurred over the past three years that have got us here.

 

Team

One of my favorite books is Good to Great by Jim Collins, and I always refer back to the section on “First Who, then What”, which essentially speaks to making sure you have the right folks on the bus. That is critical for us. I am lucky to have a supportive cofounder, Nimesh Gupta, and we always make sure the people we hire not only believe in our vision, but can also be open to moving seats on the bus from time to time. OneMob would not be what it is today without the care and dedication of people like Stefano Acerbetti, Kyle Patel, Nick Ottrando, Hardeep Dhanjal, Stan Kulyavtsev, Simon Nguyen, Sharmila Jesupaul, Carmen Yau, Brian Kim, Deepak Anand, Michael Berber and the many others who have taken a seat on the OneMob bus. Thank you team!

Startups are temperamental, but when you have the right folks on the bus and you are all aligned on the direction, you can go as far as you want, assuming you don’t run out of gas. Which leads me to my next point.

 

Customers

OneMob is incredibly grateful to have some of the most amazing companies using our platform. Every startup is looking for product-market fit; it’s just want you do. But products and markets change and evolve. We launched OneMob because mobile video was becoming so popular. People were sending “snaps” to one another that later disappeared, all from their new shiny smartphones. YouTube was growing and Instagram was evolving from photos to videos. It was an exciting time! And I remember sitting in Nimesh’s apartment thinking, “we should allow professionals to do the same.” But you can’t just have an idea. You need partners who can take a risk and try what you’re selling, see if it can truly make an impact, and provide candid feedback to ensure you’re driving on the right freeway. I’m so grateful to know that some of our earliest customers from day one are still onboard, and have been essentially co-creating OneMob with us. Without your feedback, OneMob wouldn’t be constantly striving to give you what you need today and what will make you better tomorrow.

 

Product

And this all leads me to my final thought – what OneMob has become. When we first launched OneMob at Dreamforce 2014, it was literally just an iOS app to record a video and send to your Saleforce Leads, Contacts or Users. Fast forward today and we’ve introduced:

 

And we’re not slowing down. Thanks to our amazing team and engaging customers, OneMob will continue to transform the way professionals interact and connect with video. I can’t wait to tell you what happens in the next three years!

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Company Culture in the Snapchat Era

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Company culture is top of mind for most CEOs today. Culture contributes significantly to productivity, as companies with happy employees consistently outperform their competition. It also contributes to lower turnover, which in turn increases profits significantly. Ultimately, a positive company culture drives profitability and growth.

One way to enhance your company culture is through video engagement. As a recent McKinsey study found, CEOs must lead the discussion of transformation, vision, and culture to effectively bring change to their organization. You and your top-level staff cannot physically be everywhere at once, but you can use video to engage meaningfully with employees. Here are three ways video engagement can enhance your company culture.

1. Engage employees directly.

In 2015, 45 percent of employees in the United States worked from home. With so much of the workforce being remote, it is difficult to develop a cohesive culture with strong corporate values, transparency, and a commitment to employees’ personal growth. Video, however, can bridge the gap and increase cohesiveness.

Specifically, personalized videos directly from management can help create cohesiveness in impactful ways. Employees respond best to change management when you, the CEO, are leading the discussion. Videos allow you to interface with your employees directly and to quickly disseminate your vision, news, best practices, and product information. And employees can view your video at their convenience on their time. It doesn’t matter if your company is one office or many; everyone is receiving the same instruction from the same source.

2. Show your appreciation.

According to a 2016 survey, 82 percent of employed Americans feel that their contributions go unnoticed, and 40 percent would work harder if they were being recognized. Expressing appreciation for your employees is a low-cost, high-yield endeavor. According to a 2003 Gallup Poll, recognition improves employee satisfaction and productivity, lowers turnover, and increases customer loyalty. Video is one way to get this done and seen by as many people as possible.

The size and spread of your company likely make it impossible to meet with every single employee and thank them one on one, but video allows you to praise in a personal way. You can have all of the benefits of a companywide meeting with none of the costs or hurdles.

Remember, your employees have to be reminded that you’re not a robot just as much as your customers and prospects do. They need to know that you and the company at large care for them and value their contributions. The personal touch of a video gets that message across perfectly.

3. Provide access.

When employees feel left out of the loop, company culture suffers. According to a 2014 survey by the American Psychological Association, only about half of all employees in the US believe their employer is open with them, and nearly 1 in 4 employees don’t trust their employer. However, a 2013 Harvard Business Review survey found that 70 percent of employees feel more engaged when management keeps them informed and up to date on strategy.

Ideally, you’d like to keep your employees informed and engaged by inviting them to “sit in” on executive meetings, customer meetings, conferences, etc. But that’s not realistic for a variety of reasons such as time, coordination, costs, exposure to confidential information, etc. Through personal videos, however, you can share snippets of these meetings with your employees, providing access to scenarios or instances that they would not otherwise be exposed to. This exposure builds trust and results in employees being more vested in the company’s success.

Also, these videos provide clarified context as well. As Sam Hodges, co-founder and US managing director of funding circle, explains, “When you’re offering a clear view across departments, the sheer volume of information or industry slang can be intimidating and often debilitating for peers in different functions. It’s critical to provide context, commentary, and clarity around what this information actually means for different people.”

Used correctly, videos can be a medium of cultural change. As organizational psychologist Laura Hamill states, “Culture is not a Ping-Pong table. Culture is not having margaritas on Friday. That’s just surface level. What matters a lot more is what happens when people go back to their desk, when they have a meeting with their manager and interact with the leaders of the company. It’s day-to-day interactions, how people feel they are treated, and how they’re valued.” Video can help your employees feel valued, supported, and connected.

Please try to connect with your employees more effectively and work together to enhance your company’s culture. Start by sending them a quick and engaging video.

Originally posted on the Salesforce blog.

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Introducing 3 New Enhancements

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We’ve been heads down working on version 2 of the OneMob platform, but thought we’d share a few version 1 goodies while you wait. Based on popular demand, introducing:

  1. Universal Signatures
  2. Improved Create Link
  3. Sharing Player Pages

Universal Signatures allows you to add a custom signature that’s appended to your email every time you send it from the OneMob Web App or Salesforce package. Here’s a quick video on how it works.

Improved Create Link takes the effort and guesswork on whether you copied the right image/link to share. We have now streamlined the experience, so you can easily generate a link, click “Copy Link and Image” and then paste to any email client or html editor. It’s SO EASY! Here’s a quick video on how it works.

Sharing Player Pages allows you to quickly share or use a shared player page. A player page is the video landing page that you can customize for your recipients by adding a custom message, call-to-action button, response form or embed other assets like documents and forms. All of this compliments the video you’re sending and helps complete the story you’re sharing with your audience. Here’s a quick video on how it works.

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OneMob Transforms Customer Outreach with Personal Video and Announces Strategic Relationship and Funding to Drive Explosive Growth

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OneMob, a 2015 Gartner Cool Vendor in CRM Sales, Brings Personalization to the Buyer’s Journey, Resulting in More Trust, More Responses and Faster Sales Cycles.

San Francisco, August 17, 2015 – OneMob Inc. announced today that it is seeing tremendous customer growth as new companies leverage the OneMob platform to personalize the way they connect with prospects, customers, partners and employees. Using OneMob’s apps, these customers have seen explosive results including a 15X increase in email CTRs and a 10X increase in response rates. More importantly, they are building trust and improving relationships through personal video, two key components that get lost with canned voicemails and automated emails. OneMob’s video and voice messaging platform for Salesforce enables companies to harness the power of video to transform the way they sell, service, market and engage with customers.

With Internet speeds increasing and mobile smartphones vastly improving, video is becoming the new medium of communication. OneMob is leveraging this trend and layering personalization into the fold by making it incredibly easy to record and send personal, company branded video and voice messages that are fully integrated and tracked in Salesforce. According to CEB, 53% of customer loyalty is driven by the sales experience, and OneMob customers can now be more personal, trusting and engaging across the entire customer journey, ultimately producing more closed revenue.

The company also announced that Salesforce Ventures, Salesforce’s corporate investment group, has invested in OneMob. Salesforce Ventures joins existing investors Tim Draper, Steve King (former CEO of DocuSign), Gainsight CEO Nick Mehta, Sand Hill Angels, Alchemist Accelerator and others. OneMob will use the investment to grow its sales, marketing, customer success and engineering teams.

If you’re interested in joining OneMob, send your resume to careers@onemob.com.

Comments on the News

  • OneMob – “We see video as the new method of communicating in the enterprise, from prospecting to account management to customer support,” says Sati Hillyer, Founder and CEO of OneMob. “Cold calling and text-based emails alone are ineffective and irritate the buyer, leading to a decline in responsiveness. Today’s buyers want to work with a real person, not an automated email or voicemail. Sending a OneMob video message creates trust, the key ingredient in any customer interaction, and ultimately results in an incredible 10X response rate. And most importantly, all the video engagement activity is accessible and seamlessly logged back into Salesforce.”
  • Cisco – OneMob has entered into an agreement with Cisco to bring OneMob’s asynchronous video platform to Cisco’s collaboration experience. This began with OneMob porting their iOS solution to Android to run natively on the Cisco DX series, an Android-based video endpoint that unites voice, video, conferencing and collaboration capabilities on a single device on the desktop. According to Rowan Trollope, SVP and GM of the Collaboration Technology Group at Cisco, “This is an opportunity for us to transform sales and customer outreach by integrating OneMob on the DX series. Leading the charge for business-based video technology, Cisco is always looking to work with innovative video technology solutions, and is pleased to offer OneMob’s video platform on the DX Series. OneMob is optimized for the Cisco DX and is giving business users another crucial tool to produce a memorable and more personal sales experience.”

Additional Resources

About OneMob, Inc. – Recently named a Gartner 2015 Cool Vender in CRM Sales, OneMob’s communications platform personalizes customer interactions. Their first product allows sales, customer success and support reps to record, upload and send personal, branded, and trackable video and voice messages to grow sales and renewals, all fully tracked and measured in Salesforce. OneMob customers include Intuit, Act-On, Glassdoor, Sacramento Kings, Fisher & Paykel, Betts Recruiting, Gainsight, and Re/Max. For more information about OneMob, visit: http://www.onemob.com.

Salesforce Ventures—Salesforce’s corporate investment group—invests in the next generation of enterprise technology to help companies connect with their customers in entirely new ways. Portfolio companies receive funding as well as access to the world’s largest cloud ecosystem and the guidance of Salesforce’s innovators and executives. With Salesforce Ventures, portfolio companies can also leverage the expertise of the Salesforce Foundation to incorporate its 1-1-1 model of integrated philanthropy to make giving back part of their business model. Salesforce has invested in more than 100 enterprise cloud startups since 2009. For more information, please visit www.salesforce.com/ventures.

Salesforce, Sales Cloud and others are among the trademarks of salesforce.com, inc.

Read the original press release here.

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Don’t Forget What To Say – Introducing Web App Script

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Have you ever started a recording and thought, wait, what do I want to say again? We’re proud to introduce a new script feature on our Web App that lets you quickly jot down exactly what you want to say or notes to help you make your recording perfect.

It’s helpful to collect your thoughts and ensure you get the pertinent details across, and over time you’ll get so good you won’t even need it anymore. But until then, try it out today!

 

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OneMob Sponsors Dreamforce 2015

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It’s round two! OneMob is proud to be a bronze sponsor of Dreamforce 2015. We had such a great time last year that we had to do it again. The OneMob team will be in full “force” (pun intended) to answer any questions, share latest enhancements, provide best practices and help you make the perfect #SELLfie for Salesforce. We’ll even given you a selfie stick for your efforts, so come visit us in Moscone West – Booth W941.

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OneMob Turns 1

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We can’t believe it’s been a whole year! Seriously, where has the time gone? The past year has been full of twists and turns, but never a dull moment. We’re so grateful to build a team and company like OneMob and want to thank all our employees (and their families), customers, investors, advisors, prospects and friends for your support and guidance. We’re better because of you!

Here’s just a few highlights:

And we’re just getting started. Onwards and upwards!

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