...you still have to make sure you cover the basics during the sales call.
Minor stuff, really. Like making sure I can even use the service!
I handle franchising for a unique mobile billboard company (if you're looking for a business to start and operate, this is it. Call me...we'll talk). I got a call the other day from a telemarketer selling online print services for us and our franchisees. I told her we didn't have that big of a need for large scale printing services, and told her thanks but no thanks.
A day later, I got a call from her manager asking if they could do a WebEx live demo of their product order screen. Thirsting for another good LandingTheDeal topic, I said "sure".
Today was the demo. I could tell they were really, really impressed with themselves for using WebEx. Good for them.
The demo centered around how easy it was to change info on a postcard mailing that realtors would send out. The problem: We don't do mailings, and we aren't realtors. Nothing was personalized, nothing was relevant. And, the entire time I kept thinking, "Do they remember that we don't even do a lot of printing or mailing?" 
After the big demo - which also took 30 minutes to go through as opposed to the 15 that they told me it would take - the manager asked if I thought we could use their services. My reply, "No, I don't. I actually told your sales rep that the first time I talked to her last week."
"Uh...OK", he replied. Wow, what a great comeback. Way to re-direct an objection!
Here's the lesson: It's great to use technology to sell. I'm all for it! I've fallen in love with a bit of easy e-mail technology that is helping me increase my sales. But, you still have to do the important "non-techy" things that make up successful selling.
Such as making sure your customer is actually needing what you're selling!
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