Not that long ago, to have a national sales presence, a company would build up sales teams in cities all over the country, and insist their reps be out there having face-to-face meetings with their customers and prospects. Or they would spend a lot of money to put people on airplanes, pay for hotels and rental cars so they can travel wherever they needed to in order to meet prospects, some of whom would never convert to an actual sale. Of course, face-to-face is always preferred, but building out a geographically dispersed sales force is expensive and time consuming.
Today, it's perfectly valid to use GoToMeeting or WebEx or join.me, or Skype, or a combination of phone, video conferencing, and web demos with PowerPoint. Those types of conversations have become expected and acceptable substitutes for face-to-face meetings, especially early in the sales conversation.
With video conferencing technology, your reps can now have the first few conversations without traveling at all – and yet everyone involved can see each other and have a rich conversation. Your reps can walk potential clients through a presentation. They can be talking with an entire group of people who are calling in from multiple locations. Your company can have a very productive conversation with key decision makers much faster, more easily and at much less cost than a face-to-face conversation from a geographically dispersed sales force.
Of course, if you're selling a big ticket item and asking somebody to spend hundreds of thousands or millions of dollars, it is still important to get face-to-face later in the sales cycle. But early on, it's absolutely acceptable to use web-based and video communications technologies.