3 Important Causes Why Your Group Wants a Video Gross sales Technique

August 8, 2022·5 minutes of studying

In case your group does not have a video-based gross sales technique, you are letting alternatives slip by way of your fingers. Uncover three important advantages of together with video in your gross sales technique.

Does your gross sales group have a video gross sales technique? However as a result of? No?

Video is arguably a gross sales rep’s strongest gross sales device. 75% of top-performing gross sales professionals say video will increase their response charges. Whereas studying a text-heavy e mail inbox makes prospects really feel sad and careworn, watching a video reverses that impact, making them extra receptive to your pitch.

And when your whole gross sales group is coordinated into a bigger video gross sales technique, the advantages are even larger. It’s because, past providing private and genuine attain, video helps groups acquire extra collective consciousness, spend extra time promoting, and enhance sooner.

The truth is, HubSpot has referred to as video prospecting one of many key abilities each gross sales growth rep should grasp, although SDRs are actually not the one ones who will discover video precious. Everybody in your group, from SDRs to account executives to gross sales leaders, has one thing to achieve from studying how one can create and ship nice movies.

You might not have a video gross sales technique proper now, however by the top of this submit, you may perceive precisely why it is so vital to your group’s success. preserve studying

1. Contents
2. 1. The advantages of a video gross sales technique for gross sales groups
3. 1.1 #1: Earn extra Mindshare
4. 1.2 #2: Spend extra time promoting
5. 1.3 #3: Measure gross sales success
6. 2. How leaders can put video to work of their gross sales technique
7. 2.1 For group leaders and managers
8. 2.2 For gross sales enablement
9. 3. Follow makes your video gross sales technique excellent

The advantages of a video gross sales technique for gross sales groups

It pays to discover ways to incorporate video into your gross sales course of. Listed here are three huge explanation why video must be an vital a part of your gross sales and advertising technique:

• #1: acquire extra psychological engagement, seize the eye of prospects and assist your reps stick of their reminiscence.
• #2: Enable your group to spend extra time promoting making your scope extra repeatable and scalable.
• #3: Makes it simpler to measure success leveraging video viewing analytics to see who’s watching, for a way lengthy, and the way engaged they’re.

#1: Earn Extra Mindshare

Regardless of the prevalence of technological advances, a private one-on-one video remains to be a tremendous factor to obtain in your inbox.

Gross sales video emails usually tend to be opened and responded to.

Now, receiving a video in your inbox is superb. However getting a video from a number of completely different folks in the identical group? That is memorable. If video is utilized by account executives, enterprise growth representatives, and gross sales consultants, your enterprise good points a popularity for genuine and personable outreach.

Even when prospects do not reply to the primary message, movies construct familiarity. A brand new rep on the lookout for leads on closed and misplaced accounts will get an enormous benefit: they’re utilizing the identical uncommon format (movies) that the final rep used. This offers them continuity and makes them more likely to get a response.

If prospects watch the video, it is value thousands and thousands of phrases. Video conveys info in three modes without delay: photographs, audio, and textual content. A minute spent studying an e mail with a screenshot pales in communicative comparability to a minute of video by which a possible buyer demonstrates how easy your software program is.

If you speak about software program that extracts metadata, it is arduous to think about. However video has been a very highly effective use case for us, as a result of after I drag and drop a file and other people see it, a lightweight goes out. You may see how they’d use it.

Ryan Simonfoldermarkaccount govt

#2: Spend extra time promoting

Groups geared up with a video platform constructed particularly for gross sales profit from economies of scale.

As a substitute of recording a brand new video each time they ship an e mail or LinkedIn InMail, gross sales groups can save them and create playlists. They will reuse movies, but in addition combine and match. If a advertising video does an ideal job of explaining the product, why reinvent it? Sellers can merely add a brief, personalised video introduction after which hit submit.

Video platforms also can move knowledge on to your buyer relationship administration (CRM) and advertising automation techniques. They even combine together with your gross sales intelligence and gross sales engagement platforms. Groups can set off alerts when prospects watch a video or once they watch a sure proportion of that video. On the opposite aspect of the home, advertising groups can rating leads and accounts primarily based on the quantity of video they’ve watched, permitting them to higher personalize their account-based advertising campaigns.

Listed here are a few concepts on your groups to strive:

• Set an alert for when a lead or account watches a video, so your reps can observe up instantly.
• Incorporate your video knowledge into your lead scoring guidelines for a extra full view of lead engagement.

When your reps spend much less time recording or checking who noticed what, they’ll spend extra time promoting.

#3: Measure gross sales success

Gross sales groups utilizing a video platform can use gross sales analytics to measure the metrics that matter.

• The e-mail is opened: How usually do prospects open emails containing movies?
• Response charges: Are prospects responding to the video messages your reps ship?
• Assembly reserving charges: Are your reps’ video messages driving conferences?
• Win fee: Does video assist your group win extra offers?
• Proportion of viewing time: How a lot of every video do prospects watch?

How leaders can put video to work of their gross sales technique

To this point, we have principally talked about how your group can use video as a part of your gross sales technique. However video additionally has many advantages for gross sales leaders.

For group leaders and managers

Keep in mind we simply talked about video analytics? Leaders can add these experiences to their CRM dashboards to see how particular person reps (and full groups) are performing. For instance, do a handful of reps generate the vast majority of conferences booked? Does a single rep get an abnormally excessive response fee? You should use this info to drill down and watch movies of these reps, see what they do in another way, and coach the remainder of the group primarily based on what you discover.

To check the effectiveness of video, strive rolling it out to a selected group, or perhaps a few folks, and see the way it alters their efficiency in comparison with the remainder of the group.

Leaders also can view the video efficiency of your entire group and reply questions like “How is video influencing my group’s offers?” or “The place are movies best in my group’s gross sales cycle?”

Enterprise growth managers can see how video influences responses and conferences booked. Gross sales managers and buyer success managers can see win charges, renewal charges, and even measure the greenback worth video provides to the gross sales pipeline and income.

For gross sales enablement

Organizations centered on gross sales enablement can see which movies work greatest at every stage of the gross sales course of and coach gross sales reps accordingly.

The information might be as granular as you want. Gross sales enablement groups can see what components of movies particular person prospects watch, skip or replay, to totally perceive how they eat movies and the way the group can use them to drive extra gross sales.

The secret’s to keep up the mindset of steady testing and measurement. See how groups or particular person reps are utilizing video and what number of conferences they’re reserving. If an individual sends a variety of movies and their engagement fee is low, I need to know what is going on on. Identical with somebody who sends fewer movies, however will get larger response charges. Analytics may help you uncover pockets of excellence in your group, and once you discover one thing that works, you possibly can instantly share it together with your group.

jamie shanklifetime gross salesCEO

Follow Makes Your Video Gross sales Technique Excellent

Using video all through the group elevates it from a mere tactic to a whole gross sales technique that stands by itself. Video helps everybody acquire extra consciousness, spend extra time promoting, and reveal their success. And if a mix like that does not assist your group smash their odds (like this SDR did), what is going to?

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This submit was initially printed on January 23, 2019. It was up to date on August 8, 2022.