How The Top B2B Video Sellers of 2018 Use Video to Book More Revenue

How The Top B2B Video Sellers of 2018 Use Video to Book More Revenue

The winners of the 2018 Video in Business Awards Sales categories. Runners-Up: Forrester, LeadIQ Honorable Mentions: KPA, Pipefy Combining personalized videos with experiential account-based marketing (ABM) campaigns—like the Sherlock Holmes themed video and campaign below!—the sales development team at Punch! Winner: Listen360 Runners-Up: AlayaCare, Datadog Honorable Mention: Bizible (a Marketo company), TimeTrade Listen360 challenged their ordinary sales outreach process by getting their reps to interact more directly and personally with key target accounts. From 1-to-1 video messages to customized demos and sales proposals, they use the power of video to personalize their message, build trust, and close deals, all while boosting their sales efficiency. The Video Selling Innovator: Rant & Rave These sales teams impressed us with their creative approach to targeting key accounts and to ensure they got the attention they deserved. How is the IMPACT sales team using video? “Simply put, video has been a game changer in helping us increase our number of meetings booked, shorten deal cycles, increase overall customer engagement and close more deals, faster! It’s impacting literally every stage of our customer lifecycle in a positive way.” Like the team at IMPACT, runners-up 1Huddle and Call One have found success using a variety of video types across their sales teams to increase response rates, book more meetings, and accelerate deal cycles. From marketing and sales to success and support, they use a wide range of video content to humanize their brand, educate their buyers, accelerate sales cycles, and connect with customers in more personal ways. But what about those Video Marketing award winners?

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Sherlock Holmes. Frenchies. Cacti (or is it cactuses?). Sick rhymes. 94% response rates. And millions of dollars in new revenue. The 2018 Video in Business Awards had it all, and we’re thrilled to share the stories of this year’s Video Selling winners so we can all learn from their video awesomeness.

Video has emerged as a powerful tool for modern B2B sales teams. Unlike email, phone, and social media, video offers a highly creative way to cut through the noise and build more personal relationships with buyers. It’s a great way to stand out, a better way to educate, and the next best thing to being there in person when it comes to connecting on an emotional level.

This year’s edition of the Video in Business Awards recognizes 12 marketing and sales teams using video in creative ways to deliver some pretty incredible results. No budget? No problem! The results achieved by this year’s winners were a result of big ideas, smart execution, and in some cases, a tremendous amount of courage to try something new and put yourself out there.

Five finalists were selected for each category, the winners and runners-up were selected by celebrity judges Jamie Shanks, Jill Rowley, Morgan J. Ingram, Marcus Sheridan, Trish Bertuzzi, and Max Altschuler. Without further ado, join us in congratulating—and getting inspiration from—the winners of the 2018 VIB Awards. The winners of the 2018 Video in Business Awards Sales categories. The video game is afoot.

The Video Selling Connector: Punch!

The Connector knows that it takes more than a catchy subject line to warm up a cold prospect. These team of sales development representatives (SDR) are using personalized 1-to-1 videos to stand out, book more meetings, and cush their quotas. They understand how to deliver a personalized message that will drive action, and aren’t afraid to try something new to get the attention they deserve.

Winner: Punch!
Runners-Up: Forrester, LeadIQ
Honorable Mentions: KPA, Pipefy

Combining personalized videos with experiential account-based marketing (ABM) campaigns—like the Sherlock Holmes themed video and campaign below!—the sales development team at Punch! is clearly differentiating themselves from competitors and booking more meetings with key prospects.

Video also allows their team to track and score actual content engagement within target accounts, providing a better understanding as to which prospects are spending the most time engaging with their content and expressing the most buying intent. Each video also contains a strong call-to-action such as providing prospects with the ability to book a discovery call straight into a calendar which is displayed as part of an integration at the end of each video.

“We’re experiencing a CTR of 31% across our campaigns when sending personalized video emails. Better yet, one in every 20 videos sent results in a discovery call. As a result of the human and unique approach, 50% of these discovery calls convert into opportunities. When you add it up, these video campaigns are more than 2x more effective than other tactics we’ve tried.”

Punch! Isn’t the only one using video to connect in a better way. LeadIQ’s top performing sales development rep, Jeremy Leveille, recently recorded 24 custom songs and raps for targeted accounts resulting in 23 responses (that’s a 96% response rate, folks) and 17 qualified opportunities. Ellie Twigger at Forrester is boosting attendance at events and booking more meetings for their account team with authentic one-to-one video messages.

The Video Selling Attractor: Listen360

The Attractor is fearless, fun, and extremely creative when it comes to standing out from the noise and attracting new prospects. This memorable sales team uses fun and creative videos to leave a lasting impression. No unsubscribes here, the Attractor is simply irresistible.

Winner: Listen360
Runners-Up: AlayaCare, Datadog
Honorable Mention: Bizible (a Marketo company), TimeTrade

Listen360 challenged their ordinary sales outreach process by getting their reps to interact more directly and personally with key target accounts. Targeting businesses with physical retail locations, they had their sales reps capture ‘on-the-street’ videos showcasing themselves interacting with their prospect’s brand at one of their physical store locations.

“The results of this campaign were incredible! First, they went viral within the accounts, with key contacts sharing with others in their organization. We also had 100% watch each video and half of them replied expressing interest. Those that re-engaged resulted in demos scheduled. What’s incredible is that these were accounts we haven’t been able to connect with in over 2 years.”

Now THAT’s how you attract attention as a sales rep. The runners-up also have their unique approaches to standing out and building an audience. AlayaCare isn’t shy to record parody music videos for their key prospects to the tune of I Will Survive, while Datadog’s Jon Levesque is using thought leadership video posts on LinkedIn to attract his fair share of attention.

The Video Selling Engager: Imagine Business Development

The Engager drinks coffee, rings bells and uses video to stay one step ahead of their competition. This epic Account Exec (or entire team) uses targeted videos to create more opportunities, accelerate deal cycles, and increase close rates. From 1-to-1 video messages to customized demos and sales proposals, they use the power of video to personalize their message, build trust, and close deals, all while boosting their sales efficiency.

Winner: Imagine Business Development
Runners-Up: Igloo Software, Modus
Honorable Mention: Bluleadz, New Breed

Imagine BD already had a strong playbook to guide their sales process, but they knew that by incorporating video throughout the sales cycle they could improve even further. They took a strategic approach to consider where the video…

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