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. While many may yearn for the return to fully onsite work, the reality is that the world has shifted to remote and hybrid models. And, 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. The sheer efficiency of this model can’t be ignored. But with that efficiency comes new challenges—namely, it’s harder than ever to convince clients from behind a screen.
The convenience of remote work is undeniable. No travel, no logistics, no jet lag. But without the personal connection that comes with being in the same room, building trust can be more difficult. This is where technology becomes essential.
The Rise of Hybrid – And the Need for Premium Tools
While remote has its perks, we can’t discount the value of in-person meetings. The future, for many companies, lies in a hybrid model. But here’s the catch: hybrid sessions only work if you have the right tools. Premium webcams, high-quality microphones, and fast internet are no longer optional. They’re essential.
Investing in good equipment ensures your voice is heard clearly, your presentation looks professional, and you can maintain eye contact, even virtually. A study found that when you look into the camera, your brain triggers the same feelings as when you’re in a room together. Without this, you lose the human connection that’s so vital to making a deal.
Cameras On – Or You’re Lost
One of the most critical aspects of remote demos is keeping the camera on. If your face isn’t visible, you’re at a disadvantage. Research shows that looking directly into the camera helps establish the same neural pathways as face-to-face communication. Without that eye contact, it’s hard to build rapport, and even harder to close the deal.
As presales professionals, it’s our job to create an engaging, convincing experience, no matter the format. But you can’t do that if you’re hiding behind a screen. Every demo, every meeting, the camera should be on—period.
Adapting to the Future
The truth is, we’re not going back to full onsite work. The world has changed, and so must we. Hybrid is the future, but it comes with its own set of challenges. Efficiency is up—10 demos a week compared to two—but personal connections are harder to forge.
By embracing technology, investing in the right tools, and committing to keeping cameras on, we can bridge that gap. The world may never return to the way it was, but that doesn’t mean we can’t thrive in this new landscape.
So, are you ready to adapt?
Author: Dr. Johannes Hangl
Hi there! I'm Johannes Hangl, a recent Ph.D. graduate in Business and Economics from Mendelova univerzita v Brně. With a solid foundation in logistics, supply chain management, and business — further enriched by my Master of Science from THM Technische Hochschule Mittelhessen and both a Bachelor and Master Professional of Business Management from the Academy Handel Munich — I bring a robust mix of theory and practical PreSales experience. Professionally, I've developed expertise in crafting effective logistics strategies and solving complex problems, which enhances business growth and operational efficiency. At home, I'm a dedicated father of three, balancing family life with professional ambitions, which fuels my passion for productivity and efficiency in all aspects of life. I thrive on working smart to streamline processes and achieve excellence with a relaxed, yet focused approach to both life and work.
