WHEN TO DO SALES REMOTELY VS IN-PERSON

Summary from the TLDR Marketing newsletter

The best mix of remote and in-person sales meetings depends on product complexity. Using the right mix can improve sales performance by up to 27.3%. For simple products, about 37.9% of meetings held in person produced the best results, while complex products performed worse when sales teams relied only on remote meetings. In-person meetings help build trust and uncover customer needs, which matters more when products require more customization or evaluation. Sales teams should use more in-person meetings early in complex sales relationships, then reduce them as they learn the customer's needs, while still accommodating customers who prefer remote meetings.