1. Customer Meetings: Sell More Effectively with Video-Based Selling

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2 1. Customer Meetings: Sell More Effectively with Video-Based Selling Situation 96% of business professionals agree that video conferencing enhances business relationships. 3 71% of sales reps believe they lost a deal due to lack of face-to-face interaction 3 In-person demonstrations and face-to-face meetings are costly and time-consuming Solution Building trust and effectively demonstrating your product are crucial to closing deals. The longer these steps take, the longer the sales cycle and the less likely you ll close the deal. Video conferencing enables you to have face-to-face discussions with potential clients without traveling and increases their attention spans by an average of 52% over telephone conversations. With the right video conferencing solution, you can also offer visual demonstrations, either on-camera or through screen sharing. Increased attention and comprehension means fewer meetings and an accelerated sales cycle. Why Is It Time to Embrace Video Conferencing? Your sales process will be more efficient and effective.

3 1. Customer Meetings: Sell More Effectively with Video-Based Selling How to Find the Right Video Conferencing Solution Video sales meetings and product demonstrations have specific technology requirements. Here are the ways our solution meets them. Key Need for Video Customer Meetings High-quality face-to-face meetings, anytime and anywhere How Blue Jeans Can Help Business-grade service quality and support Higher resolution and reliability than free solutions Engaging meeting experience Puts video experience first to foster a discussion rather than a presentation User settings enable each participant to change layouts and zoom in on shared screens Allows sales team to read reactions and respond to hesitations Higher sales rep productivity Conduct two to four times as many meetings per week compared to field-based selling No down time in transit One tool for video conferencing, web conferencing, and audio conferencing Share audio, video and content simultaneously Easy to join One-click access from calendar No software downloads required Ability to bring in experts Easy for shared resources, like Sales Engineers, to join from any location on any device Integration with Salesforce CRM Schedule and host video conferences with contacts inside Salesforce and Chatter Cost savings Unlimited service contract; very high return on investment

4 2. Training: Provide Low Cost and Effective Sales Training to Distributed Teams Situation Over 50% of sales managers are too busy to train and develop their sales teams 4 Untrained reps take longer to onboard and are less likely to hit quota 75% of businesses already use, or are considering using, online solutions for training 6 Solution Video conferencing provides a new and innovative way to develop your team and increase sales. By implementing video conferencing solutions, sales leaders can easily conduct a single training session for a global sales team, and even record it for those who couldn t attend. Stats show that video conferencing is the most effective way to train 91% of business professionals say video conferencing improves clarity and understanding of discussions relative to audio-only discussions 3. Being able to reach a global audience face-to-face and share content helps boost your bottom line and speed up the sales process. In fact, organizations that deploy sales training programs experience a reduction in the sales cycle by 8.4% on a year-to-year basis 7. Why Is It Time to Embrace Video Conferencing? You can develop a well-trained and highly effective sales team.

5 2. Training: Provide Low Cost and Effective Sales Training to Distributed Teams How to Find the Right Video Conferencing Solution Sales trainers have specific technology needs. Here are the ways our solution meets them. Key Training Need Face-to-face training How Blue Jeans Can Help You can maintain attention of attendees and encourage participation Share content Allows you to share your screen during your training session to review slides, or even videos Join from anywhere Enables remote employees to join over video Participants join video training from any conference room system, laptop, or mobile device Easy for partners to join Securely connects people across companies and networks Support for large audiences Lets you train up to 100 participants Record training Offers the ability to record, share and re-play training session Easy and cost-effective No need to coordinate a time when everyone is in town You can schedule through calendar invite Your company saves money and employees save time

6 3. Collaboration: Improve Team Communication and Sales Management Situation 91% of business professionals work at least once a week with people they have never seen before 3 Sales is one of the most widely distributed functions, especially in large companies with a global footprint On audio-only calls, 78% say it s hard to tell if people are paying attention and 75% say they are ofen unable to determine who is speaking Solution Video conferencing technology can effectively keep regional sales teams aligned with global sales strategies, and help managers to build trusting relationships with their reps regardless of location. Better relationships foster a culture of teamwork and effective collaboration. In fact, 95% of business professionals agree that video conferencing improves team collaboration across locations. 3 Video conferencing also helps widely distributed teams to develop a cohesive company culture. Sales reps within Blue Jeans Network, for example, enjoy the benefits of face-to-face meetings and the camaraderie of tightly knit teams. This happens even though many of them have never met before. Why Is It Time to Embrace Video Conferencing? You can hold productive meetings that also foster a positive company culture.

7 3. Collaboration: Improve Team Communication and Sales Management How to Find the Right Video Conferencing Solution Sales teams have specific technology needs for collaboration. Here are the ways our solution meets them. Key Collaboration Need How Blue Jeans Can Help Best possible interaction across distance HD video, up to 1080p, ensures realistic interaction Group meetings Meet between conference room video systems Connect conference room systems to laptops and mobile devices Up to 100 participants, with up to 9 video feeds visible simultaneously during meeting Spontaneous, 1-on-1 meetings Connect instantly to meetings from your web browser or mobile device Share content for discussion Share presentations, documents, spreadsheets and video files in real time Record meetings Offers the ability to record, share and re-play for those who couldn t attend Work with regional team members in other offices Allows teams to meet regularly, regardless of location or time zone

8 Recap of the 3 Ways Sales Organizations Benefit from the New Generation of Video Conferencing 1. Sell More and Shorten Sales Cycles Video conferencing helps you speed up the sales pipeline by giving your sales team immediate access to potential clients. No longer will sales stagnate while your team travels to and from client meetings. Your team can meet with clients, demonstrate products and answer questions efficiently and without added travel costs. 2. Effectively Train Sales Teams A well-trained sales team can generate better leads, close more deals and more accurately forecast future sales. With video conferencing, your best sales managers can train and motivate your sales force in real-time. The face-to-face training capabilities of video conferencing solutions mean trainees can answer questions and trainers can check for comprehension. 3. Improve Team Collaboration and Sales Management Sales teams are often spread across wide distances. Video conferencing brings you together so that you can effectively collaborate and strategize. Hold sales review meetings, engage in 1-on-1 conversations and work as a group to generate quality leads.

9 Blue Jeans Network The Leader in Cloud-based Video Conferencing Services Blue Jeans Network enables organizations to take advantage of advanced video communications for more effective collaboration at work, at home, and on the road. Our cloud-based conferencing service makes this possible by enabling customers to connect with each other seamlessly any time, anywhere, and from practically any device. Blue Jeans extends high quality video communications beyond the traditional boundaries of specialized conference rooms and into the mainstream, allowing individuals and employees throughout an enterprise to interact more effectively with each other, and with their customers, partners, suppliers, family, and friends. Blue Jeans Network is a private company headquartered in Mountain View, California. For more information go to: bluejeans.com or follow the 1 - Telepresence Options: The Rise of Video Conferencing 2 - The Marketing Donut - Why 8% of sales people get 80% of the sales 3 - Blue Jeans Network Survey 4 - Mark Christie, Sales Force Training & Consulting: Fun Facts Interesting Stats About Sales 5 - Sales Sense: How to Prove that Sales Training is Worth the Investment Skytap, Inc. Poll 7 - Aberdeen Group Benchmark Report 8 - The Sales Pro: Sales Forecasts Fact or Fiction