Skip to content
Monday, May 23, 2022
Breaking News
How A Solid Content Strategy Can Empower Your Team [Podcast]
What Does a Wine Consultant Do (And How Can You Become One)?
25 Q&A to Test your Startup Idea to Qualify it
SELECTIVE INSURANCE STUDY FINDS LESS THAN HALF OF BUSINESS OWNERS HAVE INCREASED INSURANCE LIMITS TO ACCOUNT FOR INFLATION | News
Blog Editorial Calendar for 2022: Templates, Examples, and Tips
Russia allows 15 companies to remain listed abroad – finance ministry
Inflation and Your Employees
Google Algorithm Update, Spammers Kill Bing Sitemap Submission, FID to INP, New Google Ad Label & RIP Bill Slawski
Latino Entrepreneurs Account for 2% of all Venture Funding
Ikhtisar Pengelola Bisnis
Power, shipping stock top industrial gainers, while Avis Budget falls to pick #1 loser tag
Energy shares rise with oil futures as U.S. reserves sink to 35-year low (NYSEARCA:XLE)
milasposa

milasposa

Fluent in finance

  • Business & Finance News
  • Contact Us
  • Advertise Here
  • Privacy Policy
  • Sitemap

Trending Now

1

Hong Kong stocks continue rebound; oil prices jump 3%

2 months ago
2

5 Smart Cash Flow Tips from Dun and Bradstreet Exec

7 days ago
3

Finance and the Real Economy Can’t Stay Out of Sync Forever

2 years ago
4

3 Ways Data can Empower Marketing Leaders to be more Efficient & Effective

3 weeks ago
5

How Fabric Is Changing the Narrative on Life Insurance

1 month ago
6

Clark County Business Briefing – The Columbian

11 months ago
7

B S. In Business Administration With A Concentration In Finance

1 year ago
8

Begin Entrepreneure On-line

2 years ago
9

Rocket Business Information

4 years ago
10

An Overview of Goodwill in Business Deals

2 months ago
11

Procurement Analyst – MP job with USAJobs

1 year ago
12

Core Health & Fitness

10 months ago
  • Business

How to Use Video for Sales to Crush Quotas

Elias D. Lafrance 2 months ago

Table of Contents

  • The Benefits of Video for Sales
  • Where to Use Video Throughout Your Sales Cycle
    • Grab Attention
    • Breathe Life into Your Value Prop
    • Move Deals Towards Close
  • The 4 Types of Video for Sales
    • Webcam Video (a.k.a. Selfie Video)
    • Screen Share Video
    • Video Playlist
  • Video Selling Best Practices
  • Why Sales Teams Need a Video for Sales Strategy
  • Selling Your Team on Video
  • Get Up and Running with Video for Sales
  • The Key to Getting Started is Starting
  • Chris Gillespie


Related Posts:

  • Know More About AR Technology Trends Of 2022
March 11, 2022·9 min read

Discover why video selling is the most powerful tool in your arsenal, what types of sales videos to make, when to use them, how to get your team on board, and more.

It’s easy to understand why people are more honest, agreeable, and willing to do deals face-to-face, because looking someone in the eye gives you a natural level of trust. But in today’s virtual selling and remote work world, the ability to meet a prospect in person is limited. The fix? Video for sales.

Video is no longer used just for product demos. With the help of online video platforms, video can be at every stage of the sales cycle from outreach through to closed-won and handed off. We’re talking about one-way video, known as asynchronous video, which brings back that high-fidelity face-to-face connection and all the mutual accountability that comes with in-person meetings.

Asynchronous video is nothing short of a sales secret weapon and this article will explain how to use it to crush your quota.

  1. Contents
  2. 1. The Benefits of Video for Sales
  3. 2. Where to Use Video Throughout Your Sales Cycle
  4. 2.1 Grab Attention
  5. 2.2 Breathe Life into Your Value Prop
  6. 2.3 Move Deals Towards Close
  7. 3. The 4 Types of Video for Sales
  8. 3.1 Webcam Video (a.k.a. Selfie Video)
  9. 3.2 Screen Share Video
  10. 3.3 Video Playlist
  11. 4. Video Selling Best Practices
  12. 5. Why Sales Teams Need a Video for Sales Strategy
  13. 6. Selling Your Team on Video
  14. 7. Get Up and Running with Video for Sales
  15. 8. The Key to Getting Started is Starting
Master video for sales with the Vidyard Video Selling Master Class

Master Video for Sales Master video for sales with the Vidyard Video Selling Master Class In just 20 minutes, you can gain the fundamentals to effectively sell using video Sign up Free

The Benefits of Video for Sales

Video makes people’s ears perk up. Almost all of us feel compelled to click a play button when we see it, and that gives you the power to compel people to watch your video, even when they wouldn’t read what you wrote.

image thumbnail with play button shows just how enticing sales videos can be

If you clicked the button above, you know what I mean. Really, there are five good reasons you should be using video in your cycles.

Sales videos:

  1. Break through inboxes and can earn 3x more responses.
  2. Build relationships at a distance. Video makes people feel like they know you, which makes them more emotionally committed and responsive.
  3. Explain complex topics simply. Video allows you to show, not just tell, and explain more thoroughly.
  4. Save time. Higher response rates mean more time spent actually selling.
  5. Accelerate deal cycles. Some companies cut their deal cycles in half with video.

That’s probably why HubSpot has called video prospecting one of the 10 skills every sales development rep needs to master. (And they’re not the only ones who stand to benefit.)

How HubSpot Uses Video for Sales

HubSpot uses video across their entire global sales organization spread across five continents. With video, they’ve achieved 4x booked meetings. Hear from three people in HubSpot’s sales organization on how they use video, how they rolled it out to such a large team, and why they think it’s so important to sales success. Get the full story in our case study.

Ready to try? The only question is where you should begin.

Vidyard Logo

Connect, Convert, and Close More Deals Easily create and share 1-to-1 videos.

Get It Free

Where to Use Video Throughout Your Sales Cycle

Not sure when to use video in the sales process? In short, video is useful anywhere in your sales cycle where you’d like higher conversions. It excels at the top of the funnel, where you’re trying to crack the attention barrier, but also in the middle and bottom, where you’re trying to dislodge sticky deals and guide them to close.

Grab Attention

Subject lines that contain “video” are more likely to be opened, and emails that contain a video are highly likely to get a click. That’s even more true if they include an attention-grabbing thumbnail.

Video prospecting works just as well in LinkedIn InMails and Twitter DMs as email. In addition to driving new leads, they’re also effective for cracking into target accounts in account-based marketing programs. Wherever attention is finite and standing out is paramount, videos help.

Learn From the Pros

In this video, Pat grabs her prospects’ attention by using everyday office supplies to create an eye-catching gif thumbnail.

Breathe Life into Your Value Prop

When you have someone’s attention, you can explain your points much more clearly with video than you can a novel-length email or a PDF that’s dense with screenshots. Video is good for walking through a deck or explaining the reason you reached out.

Vidyard’s own sales reps like to walk through the prospect’s LinkedIn page or website to point out why they’re such a good fit.

Learn From the Pros

Matt Hall from Woodway UK made an unboxing video to show prospects where they’re going wrong with packaging, and how he can help. To double down he also used the Vidyard bubble feature over top of his unboxing video so that he could walk the prospect through the pitch.

Showing the prospect their own company’s product provides a compelling reason for them to click.

Move Deals Towards Close

Maintain deal momentum with video reminders. If you use video throughout your sales process, prospects grow increasingly accustomed to your face. Many Vidyard sales reps report that customers say they feel like they already know each other by the time they meet, and that’s a big competitive advantage. It makes people feel more accountable to you.

If a deal gets tied up over technicalities or stakeholders drag their feet, you can unstick things with targeted micro-demos. They’re perfect for prospects who feel hesitant about committing to a full demo, or for explaining the value proposition in terms that matter to a particular business unit. End the video with a link to your calendar.

Video continues to be useful even when the deal is won. It’s great for contract walkthroughs, handoffs to the customer service team, and support. Wherever things need explaining, video makes it simple.

Learn From the Pros

In this quick video, Customer Outcomes Manager Jacob Fernandes reminds his contact about an upcoming meeting in a personal way, making a no-show far less likely.

Vidyard Logo

Connect, Convert, and Close More Deals Easily create and share 1-to-1 videos.

Get It Free

The 4 Types of Video for Sales

Most sales videos fall into three categories. Each has different strengths, and each serves a slightly different purpose.

Webcam Video (a.k.a. Selfie Video)

Videos recorded with a webcam, often known as selfie videos, are the workhorse of video in sales. They offer a nearly face-to-face level of personal connection. Use them to build relationships and introduce prospects to your office and your team—a technical sales rep, a customer support rep, or even other customers.

Especially during the COVID-19 pandemic, the use of webcam and selfie videos has risen drastically. User-generated content made for your prospect can offer value by putting a face to a name where you can’t meet in person or at an event. Sales reps have even learned to master virtual networking at events through webcam and selfie videos.

Learn From the Pros

In this outreach video, Chris van Praag of BabelQuest used some simple editing, creativity, and humor to create a truly engaging outreach video for his targeted account. This creative approach helped him connect with his prospect in a memorable way.

Screen Share Video

Screen share videos are used for explaining complex topics simply in a digestible format. They’re great for showing, not telling, prospects why you reached out. Tour their site or app, your site or app, their LinkedIn page, an article, or a diagram.

Learn From the Pros

In this screen recording video, Vidyard sales rep Daniel uses the Vidyard Chrome Screen Recorder as a sales prospecting tool to hover over the prospect’s LinkedIn profile. The bubble with his face in the corner makes even a straightforward video like this more personal.

Pro Tip: Record a selfie plus a screen share to get the best of both formats.

Once you’ve made a screen share video for a prospect, you can now use Vidyard to send a direct video message on LinkedIn. Adding a screen share video to your initial introduction will increase the chance that your recipient will open the message and hear what you have to say.

Screenshot view of a direct video message in LinkedIn using Vidyard.

Video Playlist

Playlists let sales reps tack a personal recording onto a pre-recorded video. That way, they get all the benefits of a thorough explanation and high-production value without recreating it each time.

Learn From the Pros

This playlist includes different versions of Vidyard’s 3-minute demo video for different use cases: Marketing, sales, and internal communications. Viewers can watch all of them or skip ahead to the individual video that interests them most.

Video Selling Best Practices

You don’t need a video production degree to make videos that sell. But, it does help to listen to people who do have one, because small adjustments make big differences in how appealing and easy your videos are to watch. Consider your:

  • Lighting: Position yourself facing a window with daylight, if possible.
  • Sound: Use the microphone on your headphones and record in quiet spaces.
  • Location: Aim to use a professional looking space that is tidy and does not distract from your messaging. Since many offices have moved to remote workplaces, that means many people are making sales calls from their homes, and that’s okay! Just make sure everyone in the house knows that you are recording.

Above all, be interesting. That starts with your message. No amount of video dressing can mask an irrelevant message that’s not worth responding to. Tailor your:

  • Thumbnail: Does your video thumbnail make people want to click? Try using motion, with a GIF.
  • Message: Why them? Why you? Why now? What’s the benefit? Start by explaining why they, in particular, should care, then explain part of how it works. But don’t give away everything. The point is for them to be interested enough to respond.

Why Sales Teams Need a Video for Sales Strategy

Video works best when the entire sales team is using it. This feeds a virtuous cycle of experimentation, feedback, and sharing.

Someone discovers that sending late-night videos to chief legal officers gets great responses? Everyone should try it. Someone finds out that ending with a cliffhanger earns added interest? Make it a best practice.

Analytics can be a huge help. Reps may not always know whether the results they’re getting are good or bad, and a sales leader with access to everyone’s videos can discover pockets of excellence.

For instance, if one salesperson with average response rates closes an unusual number of deals using video, that’s worth knowing about. They should share their secrets with the rest of the team.

Sales managers should look at:

  • Email opens
  • Email responses
  • Meeting book rates
  • Win rates
  • View time percentage

Also, consider how you can reduce your team’s effort. A good enterprise video platform can pass data to your customer relationship management (CRM) system to alert reps when buyers watch, trigger workflows when viewers don’t complete a video or score leads based on view time percentage.

Selling Your Team on Video

Not every sales team has video in its DNA. Some sales reps don’t initially understand its potential or don’t want to break their ingrained habits to try something new. But if we have all learned anything from the COVID-19 pandemic, it’s that business will go on and so sales reps need to adapt and embrace virtual selling if they don’t want to get left behind. Virtual selling is no longer a “nice to have” skill, it is now and forever a necessity. If a member of your sales team is still hesitant, consider coming at it the same way you seal a deal, and sell them on video’s productivity gains.

There are two ways video typically spreads:

  • Bottom-Up: A rogue sales rep begins to exceed their quota, and part of the story is that they’re using video. The numbers say it all, and other reps are quick to copy.
  • Top-Down: Leadership understands video’s potential and implements a video platform. In this instance, it’s a good idea to certify salespeople on the use of video, so they’re armed with enough guidance to see initial success, to get excited, and for the process to catch on. Sales leaders can use promotions or spiffs to encourage video’s use, and even make video mastery a prerequisite for promotion.

If you find yourself pitching someone in the organization on the benefits of video, do it based on the organization’s needs.

Do salespeople need more top-of-funnel interest? Video in email can offer 3x higher response rates than email alone. Does the organization suffer from a complex product or sales cycle? Video helps establish and sustain relationships needed to carry out a year-long sales cycle with many stakeholders. Does the organization want to do more expansion deals? Video’s great there too.

Video for Sales Guide cover image

Download a PDF Version of the Guide Video for Sales Guide cover image Not quite ready to get started? Grab a PDF of this guide to print, share with your boss, or save for later. Get the PDF

Get Up and Running with Video for Sales

Don’t simply arm sales reps with video tools. Create a video rollout plan that ensures that the political capital you’ve spent bringing video into the organization doesn’t go to waste.

Ask yourself:

  • What software do you need? You’ll need a video platform if you want reps to share videos, create playlists, personalize content, see analytics, and pass all of that data to the CRM.
  • Who needs to be trained? Sales managers as well as sales reps. The gold standard is a certification program.
  • Who needs to be involved to acquire and launch a new software? Probably marketing and possibly IT.
  • Where do you start? Make it simple for everyone by identifying the initial use-cases. Pick ones that play to your organization or team’s strengths. Start small, look for success, then expand from there.
  • How many videos per week? Set expectations for the volume of content that sales reps are expected to make and send.
  • How is it going? Create channels for feedback so that winning leads to more wins. If you share closed/won notes or other deal won notifications with the team, consider encouraging reps to note when they used video so that others see it.

The Key to Getting Started is Starting

Video can help you hit your quota, if you let it. When you get responses from prospects like, “Wow, never seen that before,” and “Honestly this is the best cold email I’ve ever gotten,” video becomes habit. The benefits trickle throughout the sales team and raise everyone’s numbers.

And that’s how you build a video-first sales culture that consistently crushes quotas quarter after quarter after quarter…

Vidyard Logo

Connect, Convert, and Close More Deals Easily create and share 1-to-1 videos.

Get It Free

This post was originally published on June 15, 2020. It was updated on March 11, 2022.

Chris Gillespie

Chris Gillespie

Chris Gillespie is the writer and founder behind Find A Way Media which helps great businesses create killer marketing content. Based in Brooklyn, Chris spent years selling SaaS technology solutions and now helps those companies craft their content marketing strategies.



Source link

Next Post
  • Business

Using Wikipedia for Content Marketing, SEO

Sat Mar 12 , 2022
Wikipedia can be helpful for content marketing, link building, and entity research, helping marketers reach an audience of potential customers. To be clear, since at least 2007, all external links from Wikipedia include the nofollow attribute, directing search engines not to count the links in page-ranking algorithms.Related Posts:Know More About […]

You May Like

    • Business

    Lochya Zala Re Does Exceptional Business At The Box Office, Earns Profit In Just 10 Days

    Elias D. Lafrance 2 months ago
    • Business

    Biden will tout ‘small business boom’ in roundtable with small business owners at White House

    Elias D. Lafrance 3 weeks ago
    • Business

    American Securities Considers Selling Milk Specialties Business

    Elias D. Lafrance 1 month ago
    • Business

    MDH Acquisition Corp. and Olive Ventures Holdings, Inc. Mutually Agree to Terminate Business Combination Agreement

    Elias D. Lafrance 2 months ago
    • Business

    Miami Beach business owners react to spring break curfew: ‘We’ll lose at least $10,000 a day’

    Elias D. Lafrance 2 months ago
    • Business

    5 Steps to Find Your Target Audience (With Examples!)

    Elias D. Lafrance 2 weeks ago

Recent Posts

  • How A Solid Content Strategy Can Empower Your Team [Podcast]
  • What Does a Wine Consultant Do (And How Can You Become One)?
  • 25 Q&A to Test your Startup Idea to Qualify it
  • SELECTIVE INSURANCE STUDY FINDS LESS THAN HALF OF BUSINESS OWNERS HAVE INCREASED INSURANCE LIMITS TO ACCOUNT FOR INFLATION | News
  • Blog Editorial Calendar for 2022: Templates, Examples, and Tips

Categories

  • Accounting Business
  • Business
  • Business & Finance News
  • Finance Companies
  • General
  • Insurance Business
  • Marketing Consultant

Archives

Tags

Amazon Business Login Amazon Business Prime Att Business Login Bank Of America Business Account Best Business Schools Business Business Attorney Near Me Business Card Holder Business Card Maker Business Cards Near Me Business Card Template Business Casual Attire Business Casual Shoes Business Casual Woman Business Plan Examples Ca Business Search Capital One Business Credit Card Ca Sos Business Search Chase Business Checking Chase Business Credit Cards Chase Business Customer Service Citizens Business Bank Cox Business Login Digital Business Card Facebook Business Suite Finance Finance In Business Free Business Cards Harvard Business School Massage Parlor Business Near Me Michigan Business Entity Search Mind Your Business Mind Your Own Business Ohio Business Search Risky Business Costume Skype For Business Small Business Loan Small Business Saturday 2021 Starting A Business Triumph Business Capital Vending Machine Business Verizon Business Customer Service Vonage Business Login Wells Fargo Business Account Yahoo Small Business
May 2022
M T W T F S S
 1
2345678
9101112131415
16171819202122
23242526272829
3031  
« Apr    
Intellifluence Trusted Blogger

BL

LP

TL

Visit Now

sell my car
www.milasposa.com WordPress Theme: Seek by ThemeInWP
This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish. Cookie settingsACCEPT
Privacy & Cookies Policy

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Non-necessary
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
SAVE & ACCEPT