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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.

Ready to adopt video selling as part of your social selling strategy? Download our 5 step guide to adopting video selling now and start engaging your buyers with personal video!

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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).

Ready to adopt video selling as part of your social selling strategy? Download our 5 step guide to adopting video selling now and start engaging your buyers with personal video!

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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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Author Archives: Robby Schlesinger

The Alexander Group CSE Annual Forum 2017 Recap

Last week, I attended the Alexander Group’s Chief Sales Executive Annual Forum in Dana Point, CA, where senior executives from companies like GE, Philips, Cisco, and many more gathered to share innovative ideas about the digital transformation of their organizations and the evolving world of B2B sales.

We joined in many of the high-level conversations that took place over the course of the week, hearing directly from top sales leaders about some of the challenges their companies face in the changing landscape of ubiquitous digital data and emerging buyer trends. Throughout these conversations, some topics emerged over and over: Internal Alignment, the Go-To-Customer Mandate, and Driving New Customer Value.

Internal Alignment

Much of the focus last week centered on internal alignment of sales organizations to increase transparency, reduce redundancy, and optimize impact.

One such area of recommended improvement was between sales operations and sales enablement. While the two roles share a common charter (namely enhancing the skills, credibility, and visibility of the sales organization while delivering improved performance and productivity to the business), each must be clear on their individual functions and deliverables in order to increase efficiency and accelerate results. Establishing a clear distinction of responsibilities between the two roles is essential to running a smooth sales organization while empowering a sales team to achieve results.

Greg Archibald, EVP Americas at Criteo, cited the oft-quoted study that 70% of sales decisions are made before the initial conversation. As the sales process shifts more toward self-service, the alignment of sales and marketing has never been more important. Sal Patalano, CRO at Lenovo Software, mandates that sales and marketing attend one another’s meetings, going so far as to have marketing folks chase down unqualified MQL’s in order to learn the sting of frontline sales rejection. In today’s infocentric society, marketing and sales have to be armed with consultative knowledge of their given industry in order to attract and retain good customers.

Another key area of focus was the alignment of data and other digital resources. Cate Gutowski, Vice President of Commercial & Digital Sales Transformation at GE, spoke at length in her keynote about her journey in driving digital change and creating opportunities for GE’s sales team by discerning actionable data from noise and empowering their sales teams with the tools they need to act on the insights from the data. Albert Lao, VP Americas and Global Channel at Verizon, stressed the need for marketing to consistently provide sales with bite-size data that can be distributed on demand to customers and prospects alike. Again and again, we see the imperative to align internal resources in order to make value propositions and their delivery malleable and impactful.

Driving New Customer Value

Sales leaders also discussed creating new value for customers as part of a larger go-to-customer mandate.

Whereas a go-to-market (GTM) strategy focuses on developing and delivering a product or service to attract new customers, a go-to-customer (GTC) strategy focuses more on monetizing and retaining those customers. Many of the companies in attendance last week have established products and services already brought to market, placing the onus on keeping existing customers while simultaneously maximizing revenue brought in from those customers by creating new and additional value.

One such company innovating in this way is Philips. As explained by Joe Robinson, Senior Vice President of Health System Solutions, the once fragmented electronics giant is recasting itself as a health technology company, selling solutions over products and making a business centered around relationships instead of transactions. By working with customers directly to continuously innovate and improve, Philips is selling long-term sustainability, quality, and efficiency, for which customers are willing to pay premium prices.

Transformed Selling

By now, the term “digital transformation” has been repeated so many times that it’s almost just a buzzword as sales leaders from all industries continue to experience the rapid pace of change that’s being driven by digital technologies.

In his keynote, Jim Walsh, Senior Vice President of Global Enterprise Sales at Cisco, borrowed the B2C example of buying a car, comparing the buying experience of the Model T Ford to the buying experience of the Model S Tesla. The Model T offered no customization options and required a face-to-face purchase of a car identical to every other car sold, whereas now Model S buyers can digitally customize the color, options, and payment plan of their car all without ever speaking directly to a seller.

B2B buyers are increasingly expecting an experience like when making B2C purchases. Walsh argued that B2B sales organizations must adapt to the customer’s expectations in order to survive. In his three-staged customer intimacy campaign approach, he explained how Cisco was able to make its selling practices fit the expectations of its customers, scale that change across regions and verticals, and then finally integrate those changes into other aspects of Cisco (its production, distribution, etc). The key to Cisco’s transformation is customer centricity, as the customer gains more and more control of the process, we must sell to them in the way they want to be sold. And that means taking the time to truly learn their goals, i.e. sell them a solution to their problem, not a product which may be helpful in a vacuum.

Our Takeaways

While all this discussion was centered around the changes that B2B selling are undergoing, these themes all point to things that have always been central to successful sales: resources and relationships. Are your sales teams equipped with right tools to best sell? How can your reps (and success managers) create person-to-person relationships based on trust and value?

Of course, the tools and resources needed are changing. Your buyers no longer want your text-based materials. Your long emails are not being read. Your white papers are piling up in their downloads folder. This doesn’t mean your content is not important (it is more important than ever); you just need to give it to the buyers in the format they want.

Sales relationships are also changing. Face-to-Face meetings are becoming rarer and rarer in the buying process. Even phone meetings are getting harder and harder to get on the calendar. And as I said above your emails are not being read with the attention you’d want. Even if they were, are they really building the kind of relationship that at GTC strategy demands?

Video can help provide that missing element. Your messages can convey more of that personal touch, putting a face to the faceless rep, providing context and building trust by providing a voice and body language that is missing in emails and getting you in front of your prospects and customers in-between meetings.

Personalized Video also allows your reps to provide the right content that the buyers need on their journey and provide the context and explanation they need to understand and digest that content.

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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Author Archives: Robby Schlesinger

Three Benefits To Using Video in Account-Based Selling

In B2B sales, more and more companies are switching their focus from traditional lead generation to a more concerted approach in which sales and marketing work together to target, engage, and convert key accounts. Rather than casting a wide net and waiting for fish of all sizes to take the bait you’ve laid out for them, account-based selling is more on par with Captain Ahab going after Moby Dick, identifying an ideal account and pursuing it with the combined resources of sales and marketing in hopes of catching and converting the account into a paying customer. In this way, account-based selling flips the traditional sales funnel on its head, starting from a single identified entry point and expanding to serve tailored resources to others in the targeted organization.

A key element of effective account-based selling is tailoring your messaging to specifically meet the needs of the account you’re going after. This means personalizing your outreach in a way that speaks to your target’s needs, as well as making them feel like more than just a name on an email list. The challenge is communicating value in a personalized way that’s easy to digest.

That’s where personalized video comes in. Here are the top three benefits of including video in your account-based selling.

Drives Engagement

Video is the most engaging form of content out there, and including it in your account-based selling efforts is a powerful tactic to increase responses and book more meeting. Take a look at this pre-meeting video made by ABC Corporation. By addressing the prospect’s specific business needs, the video effectively gets the attention of decision-makers, igniting conversation inside the organization while at the same time prompting responses and decreasing cancellations.

Increases Content Sharing

There’s another key benefit to including personalized video in your account-based selling efforts: content sharing. If the goal of account-based selling is exposure, creating content that can be quickly produced and highly personalized is key to saturating a target organization with your brand or product’s message and value proposition. This kind of content is easily consumed and easily shared, creating a ripple effect that other forms of content can’t hope to replicate. This drives the account-based selling process, growing out outreach from a single decision maker to many.

Fosters trust and relationships

Video quickly puts a face to the reps reaching out to those in the target organization while at the same time allowing for customized messaging specifically addressing the decision makers in the target organization. By proliferating this targeted messaging across the target organization through email and social media, your marketing and sales efforts saturate the organization while at the same time building a foundation of trust that, leading to faster responses and shorter deal cycles.

Ready to adopt video selling as part of your social selling strategy? Download our 5 step guide to adopting video selling now and start engaging your buyers with personal video!

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Author Archives: Robby Schlesinger

Ghosting Prospects and Other Sales Nightmares

It’s Halloween again, when witches and monsters and other things that go bump in the night stalk the streets in search of tricks and treats.

But for sales leaders, it’s not goblins or ghouls that keep them up at night. Their fears are much harder to combat than turning on the lights.

These fears affect sales forecasting, quotas, and bottom lines. These fears haunt next year’s budgets and projections and keep coming back from the dead like zombies.

Fortunately, these sales nightmares are curable. We’ve listed some of the top fears of sales leaders with helpful tips on how to face and fix them, so that your Halloween (and your pipeline) will be a little less scary.

Prospects Ghosting

Are you haunted by that prospect that never called you back? This was someone who had seemed interested and maybe even verbally committed to purchasing from you, when suddenly, they ghosted you and you never heard from them again.

So what happened? Did the prospect disappear after an ill-fated drive down a country road one moonlit night? Or did they just get busy and forget to call you back?

The question is: how can you summon the prospect from the great beyond to reignite the deal and close the sale?

Don’t break out the Ouija board just yet. Follow up with a personalized video message. A short video letting the prospect know you’re thinking about them goes a long way to cut through the noise of their day-to-day itinerary and increases response rates by as much as 267%, allowing you to lay the sale to rest instead of marking it closed-lost for all eternity.

Want to learn more about reaching ghosted prospects and reviving Deals Gone Dark? Download our free ebook to start closing more deals today.

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Not Being Seen

With so much digital content circulating online, it’s hard to not feel like a vampire looking into a mirror: invisible. After all, there’s so much competition these days, and with multiple competitors all vying for the attention of prospects, it can feel almost impossible to be seen enough to sell to your would-be customers.

While it’s tempting to draw the curtains and climb into your coffin, a far more effective strategy is using video to stand apart from the crowd. Video is consistently proven to be the most engaging form of digital content. Employees are 75% more likely to watch a video than to read documents, emails or web articles (Forrester Research), while 59% of senior executives would rather watch a video than read text (Forbes).

Video especially has a huge impact on emails. Just including the word “video” in an email increases click-thru rates by 7-11%, while including a video in an email increases conversions by as much as 21% (Experian).

So polish those fangs and get ready for the camera, because as these stats suggest, you’d be batty not to start producing your own video content in order to be seen by potential customers.

Need help getting started making your own videos? Check out our free Video Content Strategy Ebook to learn how to start making your own video content for your sales outreach.

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Not Reaching Goals

Have you ever had that nightmare where you’re being chased down a long hallway towards an open door, but no matter how fast you run, the door only seems to get further away?

You’ve probably had similar nightmares when chasing deals. Are you doomed to run through the forever without closing that deal, or is there a way to bridge the gap and step through to the other side?

There is and video can help.

Video allows you to create deep emotional connections with prospects, allowing you to better engage with prospects throughout different stages of the buyer’s journey. Not only is video more engaging than other mediums; it also helps you communicates personally with your prospects, rather than another one of those automated sales zombies that clog up their inbox. With video, you can lead the prospect down the buying hallway, by telling and showing the prospect what they need at each stage in the process.

Shrink that hallway back to normal size and reach your goal, all with the power of personalized video.

Want to learn more about creating emotional connections with video? Download our free Emotional Engagement ebook and start connecting now.

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With these tips in mind, you can stop worrying about your recurring sales nightmares and start focusing on something truly terrifying: running out of Halloween candy.