Leveraging Video to Get More Sales Meetings [Podcast]

Leveraging Video to Get More Sales Meetings [Podcast]

The more we talk to sales people, the more we realize that cold calling just isn’t cutting it anymore. There really are a ton of tools out there to help with research, and I think you really need to pick and choose which ones are going to benefit your style most. How are you using video for prospecting? And I often see people sharing screenshots of poor BDR or SDR prospecting emails, so I try to really think differently and a huge part of doing that is including video in my email strategy. First off are a few Chrome extensions that I find that really help me out. (Editor’s note: If you’re looking for free tools to accelerate your sales process, check out 11 of them in this post!) When I’m focusing, a big part of that is trying to think differently and strategically to differentiate myself. I include video in my emails, and I like to try and blend my personality with video to cut through the clutter. So we’ll be put into groups and have specific stats that we are measured against for the month. video creation tool, a cheat sheet for creating your first prospecting video, and tips on how to make the most of video as a sales tool!

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The more we talk to sales people, the more we realize that cold calling just isn’t cutting it anymore. And when you’re targeting large, enterprise companies, you need every edge you can get just to get your prospects’ attention — let alone land a meeting.

That’s why we’ve been implementing a video-first approach to sales here at Vidyard; video is engaging and helps cut through inbox clutter. After we started using video in our sales process, Scott Ingram, host of the Sales Success Stories Podcast took notice. He recently sat down with Reid Oliver, Business Development Rep here at Vidyard to learn about his sales strategy and how he uses video to land coveted meetings with enterprise prospects:

And in case you’d rather read some of Reid’s answers, here are a few that stood out from this awesome interview:

What kind of research do you do to ensure you consistently get meetings with prospects?

There really are a ton of tools out there to help with research, and I think you really need to pick and choose which ones are going to benefit your style most. (Editor’s note: If you want to learn more about researching companies for prospecting with video, check out this post!)

We use Salesforce, so I will often look into accounts and run specific reports on whether we’ve had conversations with them in the past, or whether we have met with them at conferences. If we have never had any sort of interaction with them, I will go even deeper. I’ll follow the company on Sales Navigator or set up Google Alerts, so I can understand what people are interested in.

If I can understand when a company has a reason to invest in video or to invest in their digital strategy in our case, I’m going to be more likely to have that conversation. So I really try to be there with the research phase and try to understand — does it make sense to be reaching out at this point in time?

How are you using video for prospecting?

To drink my own Kool-Aid here, video has been a game changer for me in terms of cutting through the clutter. I think I see a LinkedIn post every day about how many emails executives are getting. And I often see people sharing screenshots of poor BDR or SDR prospecting emails, so I try to really think differently and a huge part of doing that is including video in my email strategy.

I’ve found just including a thumbnail of myself, or even me with a white board with the person’s name on it, increased my email click-through rates by 5 to 7x. (Of course that thumbnail links to the…

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