Chalk Talks: Using Video Analytics for Smarter Selling

Chalk Talks: Using Video Analytics for Smarter Selling

Source: Vidyard One of the keys to a successful sales team today is understanding as much as you can about your prospective buyers’ interests so you

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One of the keys to a successful sales team today is understanding as much as you can about your prospective buyers’ interests so you can send them tailored messaging and get a relevant and timely conversation started.

My name is Terrance Kwok, and this is another episode of Vidyard Chalk Talks, and in this Chalk Talk episode, we’ll be talking about how your sales team can use video to better understand what their buyers are interested in so that they can send that tailored messaging out and get those tailored, relevant, and timely conversations started.

Today, your sales team is probably tracking a bunch of data. They’re looking at what prospects are posting on social, what emails are being opened and clicked on, what web pages are being viewed, and which PDFs are being downloaded. That’s fantastic. That is the digital body language of your lead. And digital body language is important, because now you can prioritize the right leads, send them the right content, at the right time.

However, most companies are actually missing a key part of digital body language, and that is video. They’re not understanding which leads are watching which videos, and for how long. And this is absolutely critical.

Take a look at these two leads as an example.

A Real Example of Why Tracking Video Matters

Say you have two leads today. The first lead comes to your website, they look at a couple web pages, they check out a PDF, they read a couple articles. That’s fantastic. Your marketing probably sent that lead over to your sales team, and your sales team was happy to give them a call.

Now take a different lead. Say this one comes to your website, they watch your product demo, they watch it again, then they watch a customer testimonial video, and then they watch a webinar. There’s a high chance that your marketing team isn’t even sending this lead to your sales team, because it looks like a lead came and looked at one page, looked at a second page, and then looked at a third page and bounced.

But you and I both know this lead actually spent like 30 minutes looking at your content, educating themselves on your products and services, and is actually way more qualified than the first one.

And that is why…

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