Welcome to the first installment of a series of blog posts showcasing how Scoot, the experiential meeting and webinar platform, will transform the way sales and marketing leaders accelerate opportunities through the sales funnel.
The Challenge: Breaking Through the Virtual Noise
In today’s digital landscape and remote working world, capturing and retaining the attention of prospects and customers is more challenging than ever. Traditional webinars and meetings often fall flat, leaving the audience feeling disengaged and uninspired. This lack of interaction hinders your ability to build meaningful relationships, nurture leads, and ultimately drive sales.
While some prospects don’t want to engage and just want to passively watch a webinar, it is important to think about the prospects who do want to engage. They are the most interested in learning and meeting people within the context of your products and services. They are the most valuable to you.
There is another challenge, too, which is closely related. Your salespeople spend countless hours every day trying to get customers to take meetings and respond to emails. Phone calls rarely are answered. AI, despite all its wonders, has made email noisier. Spam filters are removing most emails before the prospect even sees them. It is more difficult (and costly) than ever to get customers to move down the sales funnel.
You might have a field marketing program and exhibit at trade shows, where customers do turn up and occasionally walk by your booth. Salespeople love getting that face time. In a perfect world with unlimited time and budget, you would be doing field marketing all the time. You would host a lunch and learn in every city where you could get 20 customers to show up.
Sadly, time and budget are not unlimited. Marketers continue to struggle hosting webinars on legacy platforms that were developed 25 years ago. Salespeople keep trying to get prospects to take meetings by pounding them with phone calls and emails.
There is a Solution: Scoot
Scoot isn’t just another virtual meeting platform – it’s a game-changer. We’ve spent years refining a solution that brings the dynamism and engagement of in-person events to the virtual world. We make it possible for you to present content as a webinar attendee expects, and then mix in meaningful relationship building, effective selling, and brand immersion that gets deals moving.
Imagine prospects and customers not just passively watching a video and then disappearing forever, but actively participating in an immersive, interactive experience. Imagine replicating the interactions that happen in a trade show booth, when prospects swing by after the keynote has ended. Imagine moving opportunities down the sales funnel faster because you give customers the buying experience they want.
That’s what we have always had as the vision for Scoot, and we are so excited to be talking about it now.
Key Scoot Features that Accelerate Sales
Over the last year, we researched the meeting and webinar landscape, interviewed countless customers, and hired some of the world’s most talented product designers. Then we set upon the journey of bringing the true future of virtual meetings and webinars to you.
In subsequent blog posts, we will dive into greater detail on how each of these features enables marketers to generate more leads and empowers salespeople to move deals down the pipeline faster. Here’s a brief overview, just to give you an idea of the transformative innovation we bring.
- Scootaverse: Create custom virtual environments that reflect your brand identity and captivate your audience.
- Stage Magic: Present content, host panels, and share videos.
- Movement and Interaction: Facilitate organic conversations and connections as attendees move freely within the Scootaverse, mirroring the feel of a live event.
- Smart Badges: Gather valuable data and insights from attendee interactions, enabling you to personalize follow-ups and tailor your sales approach.
- Access to Key Personnel: Give attendees direct access to executives, subject matter experts, and salespeople, fostering trust and rapport.
- Personal Meeting Summaries: Provide attendees with detailed recaps of their interactions, reinforcing key messages and takeaways.
- Registration and Reminders: Streamline event management with built-in registration tools and automated reminder emails.
- Moderated Chat and Reactions: Encourage real-time engagement and feedback during sessions.
How Scoot Transforms your Sales Funnel
Top-of-Funnel Sales Acceleration
Not every top-of-funnel webinar should be hosted on Scoot. Webinars that are essentially videos that prospects can watch 24/7 are not a good fit for Scoot. Scoot is best for any webinar where customers want to interact with other customers, subject matter experts, and company staff and executives.
Fortunately, there are many top-of-funnel applications where prospects do want to interact and connect. Scoot enables marketers to captivate potential customers with immersive experiences that stand out from the competition. If there is a service aspect to your value proposition, for example, where the prospect wants to ascertain a cultural fit, Scoot can be an excellent way to generate well-qualified leads.
Mid-Funnel Sales Acceleration
Once a prospect has raised their hand and is clearly in the market for your products or services, there is a good chance your salespeople are trying to get them to take a meeting. Probably an inside salesperson or BDR is pounding them with sequence after sequence.
If the prospect takes a sales meeting due to these herculean efforts, that’s terrific. But all too often that is not the typical story. In fact, most of the time inside salespeople and BDRs are annoying to prospects, and prospects avoid them like the plague.
Instead, invite customers and prospects to a mid-funnel webinar where they can get some real value, and you might be surprised what happens. We will dive into the tactics of mid-funnel webinars on Scoot in a future blog post, but here’s a taste.
Imagine this, as a snippet of what can happen on Scoot. Your CEO pops into the Scoot webinar from anywhere on the planet. He or she spends 15 minutes moving about the Scootaverse, saying hello to the 5 most valuable prospects who came. Your CEO thanks them for coming and asks them if they have any questions about the company. How incredible of a sales motion is that? What do you think the effect will be of activating your CEO for 15 minutes to help sell the 5 best prospects? Moving deals down the funnel. Moving deals faster. Closing more deals.
Bottom-of-Funnel Sales Acceleration
As deals get further down the sales funnel, it’s likely the customer is no longer ghosting your salesperson. Negotiations are underway, budgets are being allocated, and so on.
A bottom-of-funnel customer can be moved down the funnel faster (to a closed deal) by giving them quality time with the right people from your company: product leaders, implementation and services leaders, account managers, and even finance leaders. Often a customer at this stage would love to meet other customers who have already purchased.
All of these people can be gathered in Scoot from wherever they are on the planet and put in front of the customer. In fact, usually there are several buyers from each company who want to interact. The bigger the deal, the more buyers that will be involved.
Scoot enables you to facilitate sales conversations by fostering trust and demonstrating the value of not just your products or services, but of your whole company, its culture, and its people.
It’s Time to Elevate your Virtual Meetings and Webinars
Scoot is more than a platform – it’s a catalyst for sales acceleration. If you’re ready to ditch dull webinars and meetings for immersive experiences that drive real results, it’s time to explore Scoot. Stay tuned for the next blog post in this series, where we’ll dive deeper into the strategy and tactics of how Scoot can be leveraged at each stage of the sales funnel.
Ready to Get Started?
Don’t wait to experience the Scoot difference. Schedule a demo today to see how Scoot can revolutionize your sales funnel and propel your business to new heights.
