Green Leads Blog C-Level Prospects - Make the First Appointment By Phone

When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. Being that b2b introductory meetings is Green Leads' business, we have noticed a trend over the past several years. With the advent and popularity of web conferencing and the price of travel, most executives are accepting con-call/web-meetings as a standard way of doing business - especially introductory meetings. It has become pervasive, and respected, to do business this way. As some of you know, Green Leads also has a research arm where we conduct market research for clients. We used this team to target a pool of 600 companies (200 F1000, 200 $100M-$1B in revenue, 200 $50M-$100M in revenue). We were able to gain responses from 260 executives (C/VP/Dir). We questioned them on the topic of Face-to-Face vs. Con-call/Web-meetings. These are the results: