Why Video Selling is So Hot Featuring John Barrows and Morgan Ingram

Today we hear from John Barrows and Morgan Ingram of J. Barrows Consulting who provide sales training to some of the fastest growing tech companies. To view this video please consider upgrading to a web browser that supports HTML5 Video Our dynamic duo agrees: the future of sales is going to be much more personal. Right now, there’s a lot of noise in sales, generated from an excess of template emails and generic cold calls. People want to see the person behind the sales pitch. Zoolander jokes aside, Morgan and John have slightly different perspectives on why video is exploding in sales. Morgan attributes video’s success to its ability to engage and grab a prospect’s attention within in a very short period of time. If you can add value within the first ten seconds, he believes people are going to listen to what you have to say. For John on the other hand, it’s all about the human element. John argues that video captures emotional nuance and allows salespeople to build relationships with potential buyers better than other forms of communication, such as phone or email. “Video, you’re dealing with 100%,” he says, “I can see your sincerity, I can tell that you care, I can get a feel for you as a person.” As a little bonus, we played word association with John and Morgan around sales buzzwords.