Why sales engagements need video - Vidyard

Video is new for many; we discuss what is holding people back
Non-negotiable tool now, having the human connection is so important.

4:58 How can you get more comfortable?
To be good at what you do, we have to adapt to the way people are buying now.
What creates the best buying experience in the remote world, video is a no brainer there.
It does not replace all communication, getting good and comfortable with it for 2021 will be a
gamechanger!

14:15 What do I need to get started?
Low barrier to entry, very little tech required
 Webcam in computer
 Build in mic
 Internal headsets
 Vidyards’ chrome extension is free to get started right away.
Framework required, not a “spray and prey” approach. Take a methodical approach, review
different stages in the sales process that different videos make sense in.

19:00 Vidyard GameChanging Customer story. Thomas Buchanan’s story on how he uses
video in a creative way to closes 6 figure deals.
1) Cold call first touch. Opens up call, ask for permission to send personalized video to how
he can potentially help
2) Records 90 sec demo on his Ipad, casual, authentic, shared more about their platform
shares customer story of how he has helped a similar customer to them
3) Open rate is 100%, common video is circulating internally across other stakeholders
4) CTA if this is interesting, let me know if it makes sense to jump on a call

Prospect is now pre-qualified; involving different stakeholders, not relying on one champion.
Infiltrated rest of organization, built that influence and now you can control the narrative.

23:47 Vidyard as a business communication tool, use analytics to track results of how video is
performing- tying it back to efforts of a sales person.

26:35 Manage a remote team is new, engage new hires, onboarding remotely. Need higher
touch, ways to feel included use VIDEO.

28:35 How can Sales leaders leverage asynchronous video to cut down sales meetings?

31:19 Those just getting started
1) Download Vidyard chrome extension, no investment
2) Create a nice space in your home
3) Think of video as being another skill you have to learn
4) Block off time

38:34 Advanced techniques:
There is a huge opportunity using video throughout the entire sales process, not just in
prospecting. Look at Awareness, Consideration, Close
Mid funnel- Micro demos, product overview. Create a playlist of most commonly asked
questions, send a quick video from your pre-recorded library.

Close- Insert customer testimonials, a 30 sec selfie video about their experience.
Welcome message from CEO.
Post Sales- keep your clients informed of new feature being released
On boarding process- make warm introduction, showing your client who their new contact is
through video
Proposal /pricing stage, gives you access to person behind the curtain- someone you may
never would never otherwise get the chance to meet

Parting words: It’s not about tech, audio or lighting, it’s about saying Yes and committing to
something that is out of your comfort zone. Commit to getting 1% better every day.
Growth doesn’t occur when there is comfort.3

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