The New Normal: Remote vs Onsite – Why We’re Not Going Back

Over the last few years, the way we work has fundamentally changed, and there's no turning back. Offices are closing, teams are scattered across time zones, and getting everyone in the same room is increasingly difficult. Many people miss fully onsite work, but most companies have moved to remote and hybrid models. As presales professionals, we need to adapt if we want to stay effective.

Remote is Here to Stay

Before the pandemic, I was traveling three days a week for two demos. Now? I travel twice a month, but I'm running ten demos weekly from my home office. That is a huge gain in efficiency. It also brings a new challenge: convincing clients through a screen is harder.

Remote work is convenient. You skip the travel, the logistics and the jet lag. But without sitting in the same room, trust takes longer to build. Good technology helps close some of that distance.

The Rise of Hybrid – And the Need for Premium Tools

Remote has its perks, and in-person meetings still have value. For many companies, the answer is a hybrid model. Hybrid sessions only work with the right tools. You need a premium webcam, a high-quality microphone and fast internet.

With good equipment, people hear you clearly and your presentation looks professional. You can also keep eye contact, even virtually. Without eye contact, you lose the human connection that helps close the deal.

Cameras On – Or You're Lost

In remote demos, keep the camera on. If your face isn't visible, you're at a disadvantage. Research suggests that looking straight into the camera triggers the same responses in the brain as a face-to-face conversation. Without that eye contact, it's hard to build rapport, and even harder to close the deal.

As presales professionals, our job is to make the session engaging and convincing, whatever the format. You can't do that while hiding behind a screen. Every demo, every meeting, the camera should be on. Period.

Adapting to the Future

We're not going back to full onsite work. Hybrid is where most of us will work, and it has its own problems. Efficiency is up (10 demos a week compared to two), but personal connections are harder to build.

Use the technology, invest in the right tools and keep your camera on. Then you can build trust remotely, too. Work will probably never go back to the way it was, and we can still do well in the new setup.

So, are you ready to adapt?