I'm technical guy trying to do sales as well..
Some prospects communicate well, I know what to expect. Some acting strange. Usually when they send request via web I reply with small intro asking what is a good time for them to watch a demo.
Some people don't even reply to this. I started to call them.
One of the prospects was like this. I repliead via email - silence. I called - he agreed to see a demo (without talking too much). It wa online demo. At scheduled time I saw him logging in after 15 minutes but he had problems getting voice. I emailed couple times suggesting calling my cell phone. Nothing happened and he just quit conference and doesn't reply.
I never had people having problem with web conference concept. I'm not sure if I should try something else (like calling 800 and getting to him again) or this is not a "buyer" ? What is your experience?