Turn on your webcam
Gong recently analyzed the audio and video of more than 100,000 sales meetings to understand the effect using a webcam has on closing deals. When comparing meetings that resulted in successful, closed/won deals to meetings that resulted in unsuccessful, closed/lost deals, they made a remarkable discovery: For the closed/won deals, webcams were used 41% more frequently throughout the sales cycle.
The implication is that keeping your webcam turned on for longer and spending more time communicating via video conferencing will increase your odds of closing a deal. But the research offers even more detailed advice than that. The top sales reps do more than just keep their webcams turned on — they spend more time showing their actual faces, as opposed to showing a presentation or product demo.
As Gong.io’s Chris Orlob said: