3 Ways a Video Strategy Empowers Your Sales Team to Win More Business


June 15, 2020·four min learn

Having your whole gross sales workforce use video elevates it from a tactic to a technique—one which builds upon itself. Find out why you need to create a video technique to your whole gross sales workforce.

Video is a highly effective instrument for particular person reps. But when the complete gross sales group coordinates its video promoting efforts, it might elevate mere techniques into a revenue-crushing gross sales technique.

That’s as a result of—past providing private, genuine outreach—video helps gross sales groups collectively earn extra mindshare, spend extra time promoting, and enhance faster.

In truth, HubSpot has referred to as it one in every of 10 abilities each gross sales growth rep wants to grasp—although SDRs definitely aren’t the one ones who’ll discover video beneficial.

Earn More Mindshare

Despite the prevalence of tech advances, a private, one-to-one video remains to be a stunning factor to obtain in your inbox.

Emails with “Video” within the title are nonetheless 8x extra probably to be opened and 3x extra probably to earn a response.

Now, getting one video in your inbox is stunning. But getting a video from a number of completely different individuals on the identical group? That’s memorable. If account executives, enterprise growth reps, and gross sales consultants all use video, their firm earns a popularity for personable, genuine outreach.

Even if prospects don’t reply to the primary message, movies construct familiarity. A brand new rep prospecting into closed-lost accounts will get a massive benefit: They’re utilizing the identical uncommon format—movies—that the final rep used. This lends continuity and makes them a lot extra probably to earn a response.

If prospects do watch the video, it’s value thousands and thousands of phrases. Video conveys data in three modalities directly: Images, audio, and textual content. A minute spent studying an e mail with a screenshot pales in communicative comparability to a minute of video the place a prospect reveals how easy their software program is.

When you speak about a software program extracting metadata, it’s onerous to image. But video has been a actually highly effective use case for us, as a result of after I drag and drop a file and folks see it, a mild goes off. They can see how they’d use it.

Ryan SimonBrandfolderAccount Executive

Spend More Time Selling

Sales groups armed with a video platform profit from an financial system of scale.

Rather than recording a new video every time they ship an e mail or LinkedIn InMail, gross sales groups can save them and create playlists. They can reuse movies, but additionally combine and match. If a advertising and marketing video does a good job of explaining the product, why reinvent? Salespeople can merely tack on a temporary, personalised introduction and hit ship.

Video platforms can also go knowledge instantly to the client relationship administration (CRM) and advertising and marketing techniques, permitting groups to set off alerts for when prospects have watched movies or watched a sure proportion of the video. Marketing groups can rating leads and accounts based mostly on how a lot of the movies they’ve watched and higher personalize their account-based advertising and marketing campaigns.

For instance, gross sales groups can:

  • Set alerts for when leads watch movies
  • Set alerts for when accounts watch movies
  • Incorporate video knowledge into their lead scoring guidelines

Less time spent recording or checking up on who watched means salespeople get the good thing about video, however have extra time for precise promoting.

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Measure Sales Success

Sales groups utilizing a video platform can use analytics to measure the metrics that matter:

  • Email Opens: How typically do prospects open emails that comprise movies?
  • Response Rates: Are prospects responding to video messages?
  • Meeting Booking Rates: Are video messages producing conferences?
  • Win Rate: Are movies serving to the workforce win extra offers?
  • View Time Percentage: How a lot of every video do prospects watch?

Sales leaders can add video experiences to their CRM dashboard to see how particular person reps carry out. For instance, do a handful of reps generate the lion’s share of booked conferences? Or does a single rep earn an abnormally excessive response price?

You can dig in to view their movies, see what they do otherwise, and coach the remainder of the workforce based mostly on what you discover.

The Sales Manager's Pocket Guide to Video Enablement

The Pocket Guide to Video Enablement The Sales Manager's Pocket Guide to Video Enablement Enable your workforce to crush their quotas by way of onboarding, teaching, coaching, and on-going communication. Get the Guide