In case your staff does not have a video-powered gross sales technique, you are letting opps slip by way of your fingers. Uncover three important advantages that come from constructing video into your gross sales technique.
Does your gross sales staff have a video gross sales technique? Should you don’t—why not?
Video is arguably a gross sales rep’s single strongest gross sales instrument. 75% of top-performing gross sales professionals say that video will increase their response charges. Whereas studying by way of a text-heavy e-mail inbox makes prospects really feel sad and confused, watching a video reverses that impact, making them extra receptive to your pitch.
And when your total gross sales staff coordinates on a bigger video gross sales technique, the advantages get even greater. That’s as a result of past providing private, genuine outreach, video helps groups collectively earn extra mindshare, spend extra time promoting, and enhance faster.
In truth, HubSpot has known as video prospecting one of many key expertise each gross sales improvement rep must grasp—although SDRs definitely aren’t the one ones who’ll discover video precious. Each member of your staff, from SDRs to account execs to gross sales management, have one thing to realize from studying easy methods to create and ship nice movies.
Chances are you’ll not have a video gross sales technique in place proper now, however by the tip of this publish, you’ll perceive precisely why it’s so necessary to your staff’s success. Learn on.
- Contents
- 1. The Advantages of a Video Gross sales Technique for Gross sales Groups
- 1.1 #1: Earn Extra Mindshare
- 1.2 #2: Spend Extra Time Promoting
- 1.3 #3: Measure Gross sales Success
- 2. How Leaders Can Put Video to Work in Their Gross sales Technique
- 2.1 For Staff Leads and Managers
- 2.2 For Gross sales Enablement
- 3. Apply Makes Your Video Gross sales Technique Excellent
The Advantages of a Video Gross sales Technique for Gross sales Groups
It’s price your whereas to learn to incorporate video into your gross sales course of. Listed below are three massive the reason why video must be a giant a part of your gross sales and advertising and marketing technique:
- #1: It earns extra mindshare, grabbing prospects’ consideration and serving to your reps stick of their reminiscence.
- #2: It lets your staff spend extra time promoting by making their outreach extra repeatable and scalable.
- #3: It makes it simpler to measure success by tapping into video view 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 tech advances, a private, one-to-one video continues to be a shocking factor to obtain in your inbox.
Gross sales video emails usually tend to be opened and extra more likely to earn a response.
Now, getting one video in your inbox is shocking. However getting a video from a number of totally different individuals on the identical group? That’s memorable. If account executives, enterprise improvement reps, and gross sales consultants all use video, their firm earns a fame for personable, genuine outreach.
Even when prospects don’t reply to the primary message, movies construct familiarity. A brand new rep prospecting into closed-lost accounts will get a giant benefit: They’re utilizing the identical uncommon format—movies—that the final rep used. This lends continuity and makes them much more more likely to earn a response.
If prospects do watch the video, it’s price hundreds of thousands of phrases. Video conveys info in three modalities without delay: Photos, 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.
While you speak about software program extracting metadata, it’s arduous to image. However video has been a very highly effective use case for us, as a result of once I drag and drop a file and folks see it, a lightweight goes off. They will see how they’d use it.
Ryan SimonBrandfolderAccount Government
#2: Spend Extra Time Promoting
Groups armed with a video platform that’s constructed particularly for gross sales profit from an economic system of scale.
Fairly than recording a brand new video every 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 and marketing video does an ideal job of explaining the product, why reinvent it? Salespeople can merely tack on a transient, customized video introduction, then hit ship.
Video platforms may cross knowledge on to your buyer relationship administration (CRM) and advertising and marketing automation methods. They even combine together with your gross sales engagement and gross sales intelligence platforms. Groups can set off alerts when prospects watch a video, or once they view a sure proportion of that video. On the opposite facet of the home, advertising and marketing groups can rating leads and accounts primarily based on how a lot of a video they’ve watched, letting them higher personalize their account-based advertising and marketing campaigns.
Listed below are a few concepts on your groups to strive:
- Set an alert for when a lead or an account watches a video, so your reps can observe up immediately.
- Incorporate your video knowledge into your lead scoring guidelines for a extra complete view of lead engagement.
When your reps spend much less time recording or checking up on who watched what, they will spend extra time really promoting.
#3: Measure Gross sales Success
Gross sales groups utilizing a video platform can use gross sales analytics to measure the metrics that matter.
- E-mail Opens: How typically do prospects open emails that comprise movies?
- Response Charges: Are prospects responding to the video messages that your reps are sending?
- Assembly Reserving Charges: Are your reps’ video messages producing conferences?
- Win Charge: Are movies serving to your staff win extra offers?
- View Time Share: How a lot of every video do prospects watch?
How Leaders Can Put Video to Work in Their Gross sales Technique
To this point, we’ve been speaking largely about how your staff can use video as a part of their gross sales technique. However video holds loads of advantages for gross sales leaders, too.
For Staff Leads and Managers
Keep in mind how we simply mentioned video analytics? Leaders can add these experiences to their CRM dashboards to see how particular person reps (and complete groups) are performing. For instance, do a handful of reps generate the lion’s share of booked conferences? Does a single rep earn an abnormally excessive response charge? You should use this data to dig in to view these reps’ movies, see what they do otherwise, and coach the remainder of the staff primarily based on what you discover.
To check video’s effectiveness, strive rolling it out to 1 explicit staff, and even just some people, and see the way it alters their efficiency in comparison with the remainder of the group.
Leaders may view video efficiency for your entire staff and reply questions like “How do movies affect my staff’s offers?” or “The place are movies handiest in my staff’s gross sales cycle?”
Enterprise improvement managers can see how video influences responses and conferences booked. Gross sales managers and buyer success managers can view win charges, renewal charges, and even measure the greenback worth that video provides to gross sales pipeline and income.
For Gross sales Enablement
Organizations centered on gross sales enablement can see which movies work finest at every stage of the gross sales course of and advise gross sales reps accordingly.
The info might be as granular as they need. Gross sales enablement groups can view which elements of movies particular person prospects view, skip, or repeat, to completely perceive how they devour video and the way the staff can use it to drive extra gross sales.
The bottom line is to take care of the mindset of steady testing and measurement. Take a look at how particular person groups or reps are utilizing video and what number of conferences they’re reserving. If one individual is sending plenty of movies and their engagement charge is low, I need to know what’s taking place. Similar with somebody who sends fewer movies, however will get larger response charges. Analytics might help you uncover pockets of excellence in your staff, and if you discover one thing that’s working, you’ll be able to instantly share that throughout your staff.
Jamie ShanksGross sales for LifeCEO
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Staff-wide video utilization elevates it from a mere tactic to a totally fledged gross sales technique that builds upon itself. Video helps everybody earn extra mindshare, spend extra time promoting, and show their success. And if a mix like that doesn’t assist your staff crush their quotas (like this one SDR did), what’s going to?
This publish was initially printed on January 23, 2019. It was up to date on August 8, 2022.
