Virtualizing Sales and Marketing: Driving Revenue, Lowering Costs ... and More
Wainhouse Research - Alan D. Greenberg and Andy Nilssen

Many businesses have harnessed the unique capabilities of web conferencing to move their outbound marketing programs to the Internet and virtualize their sales activities.  On the surface, the apparent benefits appear to include lower costs and increased sales – but do the benefits go deeper?  What are the pitfalls? And are there particular steps in the sales process that work better than others? 

To find out exactly how web conferencing can work for sales and marketing, how one goes about implementing a virtual sales force, and what to expect for results, Wainhouse Research -- in conjunction with research sponsor Citrix Online -- conducted a number of in-depth interviews with companies that have made the transition. The findings provide direction to any business seeking to improve its sales processes.