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Author Archives: Robby Schlesinger

Tutorial Tuesday: Quality Content Grows Audience and Loyalty

With so much content published daily, it’s important that yours not only looks good but also provides value to the buyer in order to truly stand out.

Content hosts such as Snapchat Discover, Twitter Moments, Facebook Instant Articles, and LinkedIn Pulse are all examples of distributed sites making a move towards higher quality content regulations. For example, Snapchat has updated their guidelines to persuade publishers against posting images or photos without any editorial value while other sites discourage links to unreliable news sources and have cracked down on clickbait.

As these platforms get pickier on what content they’re willing to share, creating pretty content without value is no longer effective in reaching audiences. Content must also educate, entertain, or provide some other value to the buyer. Providing your audience with quality content adds value for the buyer and ultimately grows your audience and increases loyalty.

Here are three reasons why video is the best vehicle to provide value to your buyers:

VIDEO BUILDS TRUST

A video can lead the buyer to trust a salesperson or the product they’re presenting.

For example, seeing and hearing a person through video can establish a connection with a prospect (or even with existing clients) in a way that no email could. Video better communicates personality than text alone.

As for building trust for a product, customer testimonials, explainer tutorial videos, and demonstration videos are some the most effective types uses of video content. Animoto reported that 80% of buyers say a video showing how a product or service works is important when learning about the company. A video can bring the concept to life in a way that text and phone calls can’t. When done in a creative way, the video can provide the buyer with the added value of entertainment and education that 4 out of 5 buyers agree is helpful.

VIDEO IS LIKELY TO ENGAGE AND CAUSE EMOTION

Video content is likely to engage us and ignite emotion; just think of all today’s YouTube and Facebook personalities with millions of loyal followers. A study by the E-Tailing Group reported that 57% of buyers say that videos gave them more confidence to purchase online. Additionally, WR Hambrecht reported that video is proven to increase knowledge retention by 25% to 60%. So not only are buyers more willing to make a purchase after watching a video; they are also more-educated buyers.

VIDEO IS EASY TO CONSUME

Video is super easy to consume. Diode Digital reported that before reading any text, 60% of site visitors will watch a video if available. Additionally, video content can capture a wide audience or it can be a direct and personal message. Insivia found that an introductory email that includes a video receives an increase click-through rate by 96%! Video is a great way to stand out from competition and get across your message.

A single video can be viewed and shared an unlimited number of times, adding both value to the buyer and well as to your time spent creating content.

While today’s buyers are inundated with media day and night, it’s essential to have that quality content providing value to your audience. This will ultimately grow your audience and increase loyalty.

Ready to adopt video across your sales organization? Start your year right by downloading our free 5 Steps To Implement Video Across Your Sales Team eBook. In it, you’ll find everything you need to start leveraging personalized video in your sales strategy for prospecting, booking meetings, and closing deals.

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Author Archives: Robby Schlesinger

Video Content is King: The Evolution of Content Consumption

It’s hard to believe how far content consumption has come in such a short about of time. TVs became a staple to homes in the 1950s. Then personal computers and cell phones were introduced in the 1970s. Most recently, by the social media surge of Facebook in 2004, YouTube in 2005, and Twitter in 2006 have increased the speed of information sharing and ingestion exponentially.

As digital media continues to rise, the way that we as users consume information continues to change but also making us need to change the way that we share our information.

Currently, our initial trusted source, newspapers, are being replaced by online sites; cable television is being replaced by streaming services such as Hulu, Amazon, and Netflix; while home phones have been replaced by cell phones and desktop computers by laptops, tablets, and smartphones. As each new innovation enters the scene, we must evolve to consume but also share.

SHARING VIDEO IS NOW

So what’s being consumed now? Currently, video is king with Brightcove reporting that video is by far the most popular type of content, as it generates 1200% more shares on social than text and images combined.

If you’re not generating your own content, it’s time to take part in the digital media evolution. When trying to engage with your audience or target client, video is the way to go with platforms such as Facebook, Twitter, Snapchat, Instagram, LinkedIn, YouTube gaining enormous popularity due to their video content. Reuters reports that roughly 60 hours of video is now uploaded to YouTube every minute and their viewers are watching a billion hours of clips per day, according to TechCrunch. This has been further accelerated by native video through social networks like Facebook and LinkedIn.

TARGETED VIDEO MESSAGES

So how can you embrace video evolution? With targeted messages.

Whether your videos are for internal or external sharing, the stats agree: video is the most effective medium for conveying information.Forrester reported that employees are 75% more likely to watch a video than to read documents, emails, or web article. For external use, video lets the audience (whether client or target) meet you virtually. This creates a personalized and emotional experience. By creating an individual experience for the viewer or customer, it can help to gain an advantage over the competition.

KEEP VIDEOS SHORT AND OPTIMIZED FOR MOBILE

It’s likely that a user will be viewing content from a mobile device with Nielsen reporting that on-demand video consumed on mobile devices has grown by 85% in the past six years. With the constant influx of innovation and technology, a consumer’s attention span is short. Nearly two-thirds of consumers prefer video under 60 seconds, according to Animoto. With this in mind, keep your video short.

If video seems intimidating, just remember before sending your next email blast that one minute of video is worth 1.8 million words!

Author Archives: Robby Schlesinger

Start Off 2018 Right With These Key Focus Areas

Happy New Year! I hope you’re well rested after the holidays because 2018 is going to be a year of exciting new challenges and changes in your approach to selling.

If you haven’t embraced the digital transformation, then get ready, because you’re in for a wild ride. According to Sales Hacker, 700 new SaaS sales tools were released in 2017, and that trend shows no sign of slowing this year.

With so many new technologies available to both the buyer and seller, it can be difficult to decide what to focus on in 2018, especially early in the first quarter to set the tone for the rest of the year.

Here are the four key areas to focus on to start your 2018 off right.

Personalization

Is automation and AI going to play an increasing role in the B2B buying process? Absolutely. In fact, IDC FutureScape predicts that 75% of teams will use AI in one or more of their business applications or services in 2018. However, while automation can improve business results, it’s no replacement for fostering relationships through human-to-human interaction. Successful sales teams will need to find a balance between using AI to make data-driven decisions while creating emotional engagement through personalization at scale.

Social Selling

In a study conducted by Feedback Systems with over 300 sales professionals, 61% of organizations using social selling as a part of their strategy report a positive impact, yet 41% of organizations are not engaged in a formal social selling strategy. The importance of social selling is set to increase dramatically in 2018, especially as new policies such as the General Data Protection Regulation (GDPR) in the European Union restrict other means of contacting customers and gathering their data.

Mobile

In 2018, American adults are expected to spend a daily 3 hours and 23 minutes on their mobile devices, up over an hour from 2013 with the trend expected to steadily rise. In total, users spend more than 69% of their media time on their smartphones. Selling through mobile channels is imperative in reaching potential buyers as well as producing the kind of sales content they are more likely to consume.

Video

Use of video in all stages of the buying process will continue to rise in 2018. A whopping 79% of all global consumer web traffic is expected to come from video in 2018 alone. By 2020, mobile video consumption is expected to grow 11x, making up 75% of mobile data traffic. The reason is clear: video offers an engaging, effective way to connect with buyers and convey information. HubSpot reports that 43% of buyers want to see more video content in learning more about products and companies, while more prospects expect video content to answer their purchase questions throughout the buying process.

Video can also help address the challenges of personalization, social selling and mobile friendly selling. To learn more about the benefits of incorporating video into your sales process, schedule a consultation with our Videolicious digital selling experts and discover how easy it is to empower your sales team to produce high-quality, personalized video content.

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Author Archives: Robby Schlesinger

2018 Sales Predictions: Tools, Video, and Social Selling

2018 is right around the corner, and if 2017 was any indication of what’s to come, sales leaders can bank on it being a year of new challenges and changes.

We asked three sales leaders to share their predictions about trends and changes to look for in 2018. Watch the video or read on to hear their thoughts.

Nancy NardinPresident at Smart Selling Tools

I predict that vendors will look for ways to integrate with solutions other than just CRM, particularly, email and office solutions like Word and PowerPoint. Salespeople work in CRM but they also work in their email client and their office productivity tools. For Sales Tech to reach high adoption levels by salespeople, they have to fit into their daily workflow.

I predict that Sales Tech buyers will begin to search for solutions that first and foremost, help salespeople execute on their daily activities. As it is, solutions are evaluated based on what they can do for management e.g. forecast visibility, coaching, key metrics. While that’s important, I hope they will begin to focus equally on what helps a salesperson with their own tasks.

Bob PerkinsFounder & Chairman at AA-ISP

In comes in three p’s: Process, People, and Phone

Process

The traditional way of doing things, the methods, the processes, and even the metrics are going to come into question. Why is that? Well, because we know through research less and less sales reps are making their quota, so the old ways of “Oh just get on the phone, make more calls, and you’ll sell more” isn’t going to cut it. New, results-oriented objectives are going to emerge as more important than the old, traditional metrics.

People

This digital transformation is fantastic. AI, machine learning, new apps emerging all the time, technologies that help us…we’re all embracing that, but at the cost of people or the human element left off to the side. I think there’s going to be a renewed interest in 2018 around training for the soft skills, the critical thinking, the communication that is lacking in this digital world.

Phone

Well, I’m not going to say it’s dead or that it’s going to die, but voice to voice is going to be replaced by face to face, or rather live video. Video isn’t going to be a nice-to-have; it’s going to emerge as a must-have.

Phil LurieVP Sales Technology at SAP

In 2018, I predict the integration of LinkedIn intro Microsoft is going to be progressing quite a bit, and that’s will make social selling a bit more convenient for people. In addition, I think the GDPR< the new regulations in Europe for data security and personal data protection, are going to make life much more difficult. Social selling will become a much more prominent player in the entire sales cycles because other means of reaching out to new customers will be prohibited.

Start 2018 off right. Meet these and other challenges by implementing a video content strategy into your social selling efforts. Learn more with our free ebook.

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Author Archives: Robby Schlesinger

Created With Videolicious: PSI Social Media Marketing with Video

90 percent of marketers are using social media for business, according to Adweek. So naturally, Patient Services, Inc wanted to post content on their social media platforms about an upcoming event called “Evening of Hope” to garner audience attention. “Before Videolicious we didn’t have a strong social media presence. It was more through text and photo. Videolicious really opened the door for us. It’s definitely changed our media strategy for the better,” explains Brittany Nicholson, Coordinator of Social Media.

PSI was able to meet their social media marketing goals by adding video content created using Videolicious. With the desire to create “wonderful, amazing content through storytelling” Nicholson, along with Mandy Herbert, Director of Community Outreach, used Videolicious to “get the audience engaged and just as excited about our projects and what we have going on at PSI.”

Patient Services, Inc. has been helping chronically ill patients with medical expenses since 1989 through assistance programs to create positive outcomes for those who were once hopeless. Their events, such as “Evening of Hope” focus on how PSI restores hope and health to chronically ill communities.

While this was the fourth annual “Evening of Hope,” it was the first year that PSI was able to promote the event with social media marketing. “We never had any social media or a social video content for it to highlight how amazing this event is and the impact that it’s had on our organization as well as our patients and everyone who participates in the event. Once we came across Videolicious I thought that this was the perfect opportunity for the first time to highlight ‘Evening of Hope’ through video and storytelling, so it was an awesome experience to use this platform,” says Nicholson.

Nicholson and Herbert created a promotional video twenty days prior to the event, which they shared on Facebook, Twitter, and Instagram. “It was vital for us to spread awareness on the event, on the cause, how you can get involved how you can participate and just inviting people out to support the event. It was awesome and utilizing Videolicious to help accomplish that,” says Nicholson. In addition to the video with Mandy explaining the event, there were pictures of previous year’s events, links to the EventBrite so attendees could purchase tickets, and the list of hashtags so everyone knew where to post and share their own social media content to promote the event on their individual platforms


The video, as well as those posted after the event, received positive feedback. “The feedback from our audience has been tremendous. They love the video content.” The positive response has also been coming from within the PSI team. “The response we’ve got some patients, donors, sponsors, our board – It’s just been fantastic and they love the content!” says Nicholson. Even the President and Founder, Dr. Dana Kuhn has also shared his glowing review. “He loves the videos we’ve been able to produce on the platform and seeing the final products. He’s been thoroughly impressed with the content that has been produced.”

The video content has even helped to grow their engagement on Facebook. “We have seen tremendous growth in our numbers through constant feedback in reposts, sharing, likes, and comments,” says Nicholson.

As for the creative process, Nicholson wanted the video to be “interactive.” Using only an iPhone, she paired photos and video to compliment what Herbert saying. “I think our biggest priority was just lighting and trying to get that best visual look for the video and that location was the best fit,” says Nicholson.

 

As for the final edit: “Videolicious is very straightforward and super user-friendly, so it doesn’t it wasn’t difficult,” says Nicholson. The video took her about an hour.  “I feel like [Videolicious] is best when it comes to creating for form quick content and utilizing for short-form video content. And that’s exactly what we need it right now in our organization so it’s done a great job of accomplishing that for us.”

With video for social media off to a great start, the rest of the PSI is looking forward to what video content is coming next. “Seeing how much of an impact this platform has had on the organization, it’s been a great experience overall, just the whole journey,” says Nicholson.

Author Archives: Robby Schlesinger

How to Retain Brand Control in Sales Video

While a good sales professional can convincingly explain the value proposition and ROI of even an unknown product, every sales professional will admit that their job is made easier by brand awareness. A prospect that’s heard of a company or interacted with its content is warmer to the idea of buying than a prospect that hears about a company for the first time during a sales pitch.

Just as developing a brand takes time and effort, so does reinforcing it. Sales leaders must always be cognizant of the way their teams are representing the brand. Each interaction a member of a sales team has with a prospect or customer has a ripple effect, either enhancing the brand reputation or damaging it. Because of this, controlling consistent brand messaging across all sales activities is a crucial requirement when considering sales tools.

This is particularly true when it comes to using personalized video in your sales efforts. You wouldn’t send your sales team out with ‘raw’ sales decks or other sales collateral, why would you have them sending videos like this?

A video sent out by your sales rep doesn’t just represent them, but your company as well. You should be providing them the tools they need to create and send videos that conform to your brand standards and can leverage pre-approved marketing assets. Including these elements will make the video look more polished and help ensure your brand is properly represented.

Here are a few ways that Videolicious can help ensure some brand control over the videos your sales teams are sending out:

Automatically add logos and branded business cards to videos

Any video created with Videolicious by your team can be set to add any pre-assigned graphics, animations or logos to the beginning or end of the video. This can be done on a company-wide level or vary team-to-team. Also, a business card template can be created so that each video contains the reps contact info at the end of every video. These templates can use custom fonts and graphics as well.

Set pre-defined scripts

Videolicious allows you to set a pre-written script for a video template, so a rep can create a video using the script in our teleprompter feature. Of course, they can personalize the script and add their own personal touches, but having this script helps ensure their message is aligned with your messaging and sales playbook.

Include marketing video collateral to create professional looking videos

Videolicious gives you the ability to include pre-approved marketing assets within the videos you are creating. These assets can be set up in shared folders that users can access directly in the app to include in their videos. These ‘supporting shots’ can help create a video that goes beyond the selfie style video, creating a video that can really wow your prospects and customers, while using brand-appropriate assets.

Combine all this to create easy-to-use ‘Magic Mode’ templates

With ‘Magic Mode’ in Videolicious, you can set all of these elements to create easy to use templates for your reps, giving them the ability to make professional looking branded, but personal, videos in seconds. Graphics, scripts and supporting shots are all predefined. Your rep just needs to film themselves and Videolicious does the rest.

Here is an example of one the videos our reps created using Magic Mode:

Personalized video can be scary, both for the reps creating the videos and those in charge of maintaining the brand and message. As you can see above, a few small enhancements can go a long way to helping reps look their best and the company feeling comfortable their videos are conveying the right messages.

Author Archives: Robby Schlesinger

How to End the Year Right with Video

As 2017 draws to a close, the pressure to close deals and meet quotas is higher than ever. Even though you’d love to start daydreaming of holiday vacation while putting off unfinished business until the first of the year, there are still deals to close and pipeline to build for Q1 2018 and beyond.

Here are some ways you can use video to end 2017 on a strong note by getting deals over the finish line and setting yourself up for success in the new year.

GETTING YOUR PROSPECTS ATTENTION

Locking down a time to meet with prospects can be especially hard this time of year with travel and time off for the holidays. Not only that, they are also incredibly busy wrapping up the last quarter of their year, closing their own deals and preparing for 2018. With so much extra demand placed on their attention, don’t be surprised if your emails and phone calls go unanswered.

Breaking through that noise with a video message differentiates your outreach and helps you and your message stand out. A personalized video message is sure to get their attention in an engaging way that other outreach can’t. The right video at the right time might score you a critical meeting at the end of the year, helping you to push that sale over the finish line.

PREPPING PROSPECTS FOR A MEETING

Everyone’s time is precious this time of year, so once you have that meeting set, you can use video to prepare your prospects and clearly set goals and expectations. A few days before the meeting, send a video that goes over what you plan to cover and what you hope to accomplish in the meeting. Also, point them to any content or materials you want them to review prior to to the meeting.

This pre-meeting video will help you get the most out of the time you have with your prospect while helping to avoid the need for follow-up meetings and reduce the time to close. Also, this type of video lets the prospect know that you value their time and that you are prepared and in control of the sales process, helping you to stand out from your competition.

SET ACTION ITEMS WITH PROSPECTS

The meeting went great, but time is of the essence and you need that deal to keep moving forward. A video follow-up is a great way to keep the enthusiasm high and help get the deal to the next steps.

A great follow-up video will include a brief summary of what you covered in the meeting and remind the prospect of the next steps, any action items and/or any content they should be accessing. This helps the prospect know that you are in control of the process, sets clear expectations and deliverables, and keeps everyone engaged and on the same page. Also, it is another opportunity to differentiate yourself and stand-out from your competitors.

THANK CUSTOMERS FOR A GOOD YEAR

Of course, closing the year strong is on the top of your mind, but setting yourself up for success in the new year is just as important.

Taking time to thank your existing customers for your business this year is a great way to bring 2017 to a close. Not only does this help build your relationship with your customers; it also helps to keep your company and services fresh in their minds. By expressing both your gratitude for your customers’ business as well as reminding them of the shared successes of 2017, you can pave the way for future upsell opportunities of additional goods and services in 2018 and beyond.

A quick thank you video will also set you apart from other vendors, engaging your customer emotionally in a way that emails and calls can’t. This is especially effective if you can send a personalized video that mentions some of the successes you shared this year and/or some ways you can help them succeed in the new year.

This type of thank you video can keep you front of mind and create goodwill as your customers consider next year’s budgets and which services they will keep (or upgrade) and which services they will get rid of. It also gives you the opportunity to remind your customer of the value that your product or service can provide.

These video suggestions do not just apply to your end of year push but are valuable in engaging your prospects and customers throughout the year, giving you the opportunity to stand out from your competition, creating emotional engagement and keeping control over the sales (and upsell) process.

Ready to succeed with video for the rest of the year and beyond? End your year right by downloading our free Video Content Strategy eBook. In it, you’ll find everything you need to start leveraging personalized video in your sales strategy for prospecting, booking meetings, and closing deals. Learn how video outperforms other sales content and drives more deals through your pipeline faster.

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Author Archives: Robby Schlesinger

Created With Videolicious: Hurricane Harvey Coverage by Tribune Media

It was a difficult hurricane season in the US and Caribbean. Hurricane Harvey set all kinds of new records from costliest tropical storm ever (inflicting over $200 billion in damages) to wettest storm to ever make landfall in the US (with peak accumulations as high as 60 inches of water).

For most, hurricanes of Harvey’s magnitude mean evacuation (or failing that, getting to as high of ground as possible to wait for the floods to recede). For news stations, hurricanes represent a challenging story that has to be covered regardless of road and weather conditions.

In the midst of surging floods and pounding rain, KIAH-TV, Tribune Broadcasting’s Houston, TX station faced a unique reporting challenge. When Harvey made landfall, many of its employees could not physically commute to the station, limiting the content that could be produced, edited, and distributed in the station’s coverage of the storm. With a skeleton crew manning the controls at the station, KIAH-TV needed a streamlined and decentralized way to produce video content that would allow for quick and quality coverage of the events of Hurricane Harvey as they unfolded.

Like many other Tribune Media stations, KIAH-TV had used Videolicious before, mostly for online digital and social content, but never as an on-air tool. A few contributors at the station were familiar with Videolicious, but with severe weather conditions preventing employees from getting to the station, administrators at KIAH-TV gave publisher permissions to other users and quickly developed a workflow that would allow them to broadcast video content without excessive post-production.

“It was as simple as a mark in, mark out,” says Cameron Miller, Director of News Operations for KIAH-TV, referring to all that had to be done to the content produced with Videolicious once it was uploaded. “We actually were able to get that content to air very quickly.”

Some employees who had never before been on air found themselves not only producing their own videos with Videolicious but also starring in their own segments as they covered the events of the hurricane.

The plan was to produce the videos as completely as possible in Videolicious, requiring only minimum editing before airing. “They were using their phones and trying to do these things in one take knowing the goal was we don’t want to have to do anything once we get it back,” continued Miller. “The way they got sent in is how they went to air.”

In addition to running with the Videolicious-produced packages on air, the videos were also published online and through social media. “They were nice companion pieces to the Harvey coverage we were doing,” says Miller. A total of 11 clips went on air while KIAH-TV produced 25 videos with Videolicious during the hurricane.

In addition to KIAH-TV, Tribune Broadcasting has over 25 stations across multiple markets in the United States using Videolicious, typically to produce digital content posted online and social media.

Author Archives: Robby Schlesinger

3 Benefits of Short Sales Videos

Shakespeare once wrote that brevity is the soul of wit.

That’s especially true in the world of B2B sales, where your reps are vying for the attention of busy executives in order to sell your product or service.

Early on, sales professionals are taught how to communicate the most value with the least amount of demand placed on the buyer. That’s why every sales professional has a fine-tuned elevator pitch in order to keep emails and other messages brief while still conveying what the buyer needs to hear.

So if you keep your emails and LinkedIn messages brief, why not do the same for your videos?

For some of the even most experienced sales professionals, video can be a daunting medium to adjust to. Even though it’s the most popular form of content online today and proven to be more engaging, there’s something about talking into a camera lens that makes a lot of sales folks forget how to get to the point quickly without losing the attention of the viewer. Even if videos get higher response rates than emails or phone calls, you can do more harm than good if you don’t keep your video message to the point.

Here are the top three benefits of keeping your video sales messages short.

BETTER RETENTION

Have you ever sat through a long video or movie (or at least tried to) only to find yourself lost with no idea what the point was?

Long sales videos run a similar risk. The more information you try to pack into your video message, the more opportunities there are for confusion and the less actionable information the viewer is likely to retain.

Instead, by keeping your video message brief and to the point, in a format that allows the viewer to easily digest the information you provide to them, the more likely they are to remember what was said as well as how your product or service can help their business needs.

MORE RESPONSES

Executives are incredibly busy and simply do not have time for lengthy messages, including videos. A long video that requires several minutes to be viewed in full is likely to be ignored in favor of shorter, quicker messages.

Shorter videos are more likely to be viewed in full, increasing the likelihood of receiving a response. This especially makes sense when you consider that most calls-to-action are at the end of a message; if a video is so long that the viewer never sees the part where you propose a meeting time, then there’s little chance of getting the desired reply. However, if a video message is conveyed succinctly, then the viewer has a chance to digest all the information while also hearing the call-to-action, prompting them to take the next step and reach out to speak more.

MORE SHARES

Content that is easily consumed is easily shared.

The same goes for sales videos, which can be a huge advantage when trying to sell across an organization. By keeping your video messages succinct, not only do you increase the likelihood of getting a response from the original recipient, but you also increase the likelihood of the original recipient passing on your video message to other interested stakeholders. This can greatly help your sales process as you speak with other key parties in the organization, helping you to accelerate the conversation (while also differentiating yourself with engaging, informative content that speaks to the business needs of your buyers).

Looking for other great tips on how to get the most out of video in your sales efforts? Check out our free Video Content Strategy eBook. In it, you’ll find a step-by-step guide on how to implement video in your sales efforts to book more meetings, drive more deals, and grow sales.

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Author Archives: Robby Schlesinger

Dreamforce 2017 Recap

Every year, thousands of sales professionals flock to San Francisco for Dreamforce, Salesforce’s massive conference that basically shuts down the city for four days. Everyone is there to learn, to get a glance at new and disruptive technologies, to network, and to sell.

The sheer scale of the event is overwhelming. There are so many attendees, speakers, sessions, and exhibits that it’s physically impossible to experience it all in such a short time. And when it comes to getting face time with key decision makers, prospective customers or partners, it’s even more difficult. After all, you’re just one of many thousands of people, all vying for a chance to pitch a product or sell a service.

Being there in person, I got a much better understanding of the plight of modern B2B sellers, who everyday must battle to be seen by potential customers and differentiate themselves enough to convince customers to buy from them instead of their competitors. At least at Dreamforce, you have the chance to physically get in front of buyers. In the day-to-day operations of most sales organizations, meeting face-to-face is a rare luxury that few sales professionals can rely on now that so much of the buyer’s journey is completed online without any interpersonal interaction. With that digital divide, we as sellers lose the chance to connect with our customers personally.

THE CHALLENGES

Over the course of four days, I spoke with many sales leaders about their challenges and consistently heard the same struggles:

“We want to differentiate, but we don’t know how.”

“How to we optimize both our process AND the buyer experience?”

“We have so many great conversations at events and conferences; how can we replicate that digitally?”

Having experienced these challenges personally, I understand where these sales leaders are coming from. I too had some great face-to-face conversations at Dreamforce and know firsthand the value of being able to look a customer in the eye and speak to their business needs directly. In the world of digital sales, you don’t always have that opportunity. Instead, you have to rely on tools and strategies that will allow you to reach your prospects in a way that makes you stand out, communicating value to their business while also connecting with them in a way that establishes trust.

THE SOLUTION

This focus on differentiation at Dreamforce reinforces the need for personalized video in B2B sales.

Video is much more than a flashy trend. According to a new study by Kaltura, 69% of large companies are leveraging employee-generated video in 2017, and that number is rising. Meanwhile, 46% of large companies use video for sales, and another 35% use video for lead nurturing. 75% of large companies use video in at least one way, while 17% of companies use video in more than five ways.

Looking forward, video will play an increasingly important role for companies of all sizes. 88% of participants in a Kaltura survey agree that employee-generated video will become a critical business tool. 90% agreed that mobile devices will become the primary device for creation and consumption of enterprise video, and another 94% agreed that video will become more important across all business departments.

This increase in video usage is easy to understand when you consider the engagement video generates. According to Cisco, 76% of executives watch business videos at least once a week, including 40% who view them daily. Overall, business professionals are 75% more likely to watch a video than to read documents, emails or web articles. This has huge implications when considering strategies to stand out in a sea of competition to differentiate your efforts and win the business of new customers.

While video can certainly improve the buyer experience and differentiate your sales efforts, it must also mesh with your existing workflows and accelerate efficiency. In another Kaltura survey, 87% of respondents rated ease of use as very important in a video solution, while 63% rated being able to control the look and feel of videos while customizing workflows as equally important.

This is why a solution like Videolicious is so vital to the success of modern sales organizations, empowering sales leaders and their teams to produce high-quality video content that engages and differentiates without sacrificing control or speed. It’s not enough to produce video content for the sake of having video content; in order to get the attention of today’s buyers, video content must be produced quickly, easily, and with the utmost quality.

If you’re ready to join other sales leaders in solving some of the challenges facing B2B sales organizations today, schedule a demo of Videolicious with one of our video experts to learn more about how personalized video can spearhead your digital transformation.

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