Month: January 2018

Video Vednesday–Your Weekly Video Selling Tip!

If you’re thinking about using video in your sales process, but aren’t sure where to start–we’re here to help you out.

We are pleased to announce our new sales-focused video series–Video Vednesday–your weekly video selling tip!

Each week we will deliver a video to your inbox that will give you usable tips, tricks, and industry standards to help you become a video selling master.

Subscribe to Video Vednesday

MktoForms2.loadForm(“//”, “273-EQL-130”, 5867);

Video is your key to getting heard by buyers with the superpower of selective hearing. You’re no longer just one vendor among tens of thousands shouting in a stadium: you’re just one, sitting face-to-face with the customer who knows you have something they need.

Video Vednesday will teach you things like:

  • Steps to take to embrace video prospecting
  • How to build confidence in front of the camera
  • How to add authenticity to your outreach
  • Best practices for using video throughout your entire sales process

If you’re a sales rep looking to learn real ways to embrace video prospecting, and how to implement video throughout your whole sales process then Video Vednesday is the series for you!

What are you most eager to learn about video for sales? Have your own key tips, tricks, or hacks you want to share? Sound off in the comments.

The post Video Vednesday–Your Weekly Video Selling Tip! appeared first on Vidyard.

[Infographic] 6 Video Marketing Tips You Need To Know

Tracking the right video metrics is beyond critical. Why? Because, in the words of the world-renowned management consultant Peter Drucker, “If you can’t measure it, you can’t improve it.”

Your video marketing can’t get better until you know where you stand.

Vidyard + Demand Metric have put together the top 6 Video Marketing Tips that explore where you stand in the ever-evolving world of video.

[Infographic] 6 Video Marketing Tips You Need To Know 1

The State of Video Marketing report exists—it’s chock full of concrete statistics and benchmarks. For the fourth year in a row, we’ve partnered with Demand Metric to take a deep dive into how marketers are using video, seeing success, and what the future likely holds.

It’ll answer questions like:

  • What factors lead to a higher video ROI?
  • How many videos do other marketers produce? Is more better?
  • How are others hosting and sharing videos?
  • Do most marketers use internal or external resources?
  • How are marketers using video data to enrich their CRM?

So what do you think of our video marketing tips? Are there any we missed? Drop your questions, comments, and queries in the comment section below.

The post [Infographic] 6 Video Marketing Tips You Need To Know appeared first on Vidyard.

Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline

What’s a salesperson’s best friend? An accelerated pipeline, of course. But that has become a challenge lately as it’s harder to capture the attention of prospects.

While the amount of content competition is growing exponentially, human attention spans are fixed, making “attention” a scarcer and ever more valuable resource.

So you need to cut through the noise and command attention.

To help you get there, you can check out our video below: “Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline.” The session features the talented Todd Hartley from WireBuzz and he shares some proven ways to grab and keep attention with video.

If you want to be successful in business—you need to learn how to pattern interrupt.

Believe it or not, people are looking to find you and what you have to offer, but they don’t even know you exist. They are overwhelmed by all the other options—and it’s making it harder for sales to capture their attention.

In their 2017 State of Inbound report, Hubspot asked: “What is the more difficult thing to do in sales compared to 2 or 3 years ago?”

The #1 answer was “Getting a Response.”Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline 2

In fact, there are some other indicators that traditional methods of prospecting/selling aren’t working as well as they did 2-3 years ago. Sales have said they are struggling to engage decisions makers, connect via phone, connect via email, and keeping someone on the phone.  

What do they all have in common? They are all attention based hurdles…

It’s not just about grabbing their attention it’s also now a delicate balance of capturing attention and getting your key message across quickly.

And the person who knows the most about hacking attention and getting their message across quickly is Taylor Swift. Really!

Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline 3

A study was recently done that examined the most popular music from the 80’s until today. The research showed a big difference in our attention span when it comes to viewing video and how today’s successful artists are tuned into that.

In the 80’s Madonna was arguably one of most prominent artists, with several big hits. When examining her music videos, the report found that it took her 26 seconds to start singing.

Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline 4

Fast forward to 2017 and take a look at any of Taylor Swift’s mega-hit music videos and she gets to the music/lyrics in 3 seconds. That is a HUGE difference in the attention spans of viewers, Taylor Swift knows that there is so much more music being thrown at her audience these days so she can’t afford to waste time, she needs to get into the song as fast as possible.

So what does this all mean? Well if you’re going after big fish, make sure to drop the right bait. Attract, tease, hook, and grab their attention, and get your message across quickly with video!

Have you cracked the code on grabbing attention? Have other topics you want to see us cover when it comes to selling with video? Leave it in the comments below!

The post Attention Hacks: Proven Ways to Use Video to Accelerate Pipeline appeared first on Vidyard.

How Are Things Changing in Sales Development?Featuring Trish Bertuzzi

Welcome to Modern Sales Point of View, a new series that connects you with industry-leading experts to hear their views on what’s working in sales, and what’s changing. In this edition, we are featuring the exuberant Trish Bertuzzi, CEO of The Bridge Group. Trish discusses her views on Account-Based Revenue, what no longer works in sales development, and some essential sales tools your teams should be using.

How Are Things Changing in Sales Development?

When asked about the changes happening in Sales development Trish was quick to point out that there is a C level change going on in sales development, and here’s why.

“Our buyers have built this massive wall between them and us,” exclaims Trish “the reason they did that is that we have bored the ever loving crap out of them with banal messaging. We’ve added zero value to our message, so you know what? Up goes the wall.”

What no Longer Works in Sales Development?

What no longer works in sales development is sending generic emails. Trish explained that sending content that has nothing to do with your buyer’s life is the problem.

“Sending emails that say “Hey I want to grab 30 minutes in your calendar to chat” don’t work anymore,” said Trish “you have to get creative because traditional emails/content has fallen by the wayside.”

What Are the Key Tools Sales Teams Should be Using?

One is video; you should be using video throughout the entire sales process. Trish believes that video is no longer just top of funnel content. It’s powerful, and if you think of how you can use video to escalate your sales process, you’ll see it can be used in many other areas of your funnel.

Number two is conversational intelligence. If you’re not recording calls then what can you possibly be thinking? There is so much to learn from every interaction and conversation with prospects that you should be reviewing all of those conversations to optimize your approach.

Let’s Play Sales Buzzwords!

As an added bonus—we played a little word association with Trish around sales buzzwords. Check it out below and see if you can relate.

We’d love to hear what’s working (or not working) for you in your sales development efforts. Sound off in the comments below.

The post How Are Things Changing in Sales Development?<br>Featuring Trish Bertuzzi appeared first on Vidyard.

Are Things Changing in the World of Demand Generation? Featuring David Lewis

Welcome to Modern Marketing Point of View, a new series that connects you with industry leading experts to hear their views on the changing marketing landscape. This episode features the wonderful David Lewis, CEO at DemandGen. We were lucky enough to grab some time to chat with him recently and get his thoughts on the changing marketing landscape. During this episode David discusses his views on Demand Generation, Full-Stack Marketing and how MarTech is expanding rapidly.

As marketers, we’re continually trying to figure out the right mix to cut through the noise to reach the right audience at the right time. We’ve set out on a quest to help others in industry figure out what’s working in the world of demand generation. It’s not necessarily about what tactics we should or shouldn’t use, but how we can be more efficient, enhance what we’re already doing—and maybe even try something new.

MarTech is Expanding Rapidly

It’s overwhelming from both a positive and negative perspective because we have to step back and understand how we can take all these available tools and leverage and/or stitch them together to help us with our marketing programs and efforts.

Full-Stack Marketing all the Way

David is a firm believer that those that are doing it right have moved to a full-stack marketing model. At the foundation of that stack is still the marketing automation system (MAP), your customer relationship management (CRM), and the closer integration of your sales and marketing teams.

Layered on top of that are the tools built for specific capabilities of demand generation such as account-based marketing (ABM) tools, content management tools, and analytics tools. Full-stack marketers can figure out which of the different tools are going to drive more demand for their organization.

Let’s Play Marketing Buzzwords!

As an added bonus—we played a little word association with David around marketing buzzwords. Check it out below and see if you can relate.

We’d love to hear what’s working (or not working) for you in your demand generation efforts. Sound off in the comments below.

The post Are Things Changing in the World of Demand Generation? <br>Featuring David Lewis appeared first on Vidyard.

Tips and Hacks for Selling with Video: Reel Stories from Real Sellers

Want to learn what the best in the biz are doing to sell using video? Curious what results actual sales teams have seen after using video during the sales cycle? Well, then you’ll want to watch our latest video featuring 4 industry sales leaders who share with you some of the best stories and tactics to maximize your selling capabilities with video.

Featuring Scott Ingram from Sales Success Stories, Ryan O’Hara from LeadIQ, Evan Ebert from Fannit, and Ellen Stafford from Vidyard. These 4 cover topics ranging from how did they increase response rates, the results they’ve seen with using video, to how to become more comfortable behind the camera.

How has video helped you achieve increased response rates and engagement?

Ryan O’Hara — LeadIQ

I think one thing that video enables you to do that you can’t with other mediums is entertain a prospect and that’s something that is a completely underrated thing that people are doing with video prospecting so far. We’re all just scratching the surface right now on how to do and go about getting an account to respond to you over video. What you’re going to see though is that the best people that are going to be your champion and be great at video prospecting are the ones that can stand out doing something cool.

Ellen Stafford — Vidyard

To reinforce Ryan’s  point there Ryan, it’s great if you can entertain and be human. I remember back when I was a sales development rep (SDR), I used to be able to send a one to many emails, and I used to get great response rates. Maybe they didn’t realize that I was sending the same email to many, that I was using mail merge, but you can’t do any of that anymore. We’re in a digital age, prospects know about these things, they educate themselves on all of our different products, all of our tactics and things like that sales teams are using for prospecting. So at the end of the day, humans buy from humans, and when it comes to calls, you only have your tone and your words. Emails, you just have your words. With video, you can use your body language, and you can build that familiarity, build that trust, they can see that you’re a human reaching out to another human.

What are you doing in these videos? What are the different ways that you’re using them?

Ellen Stafford — Vidyard

On my team, we’re doing cold prospecting. We’re doing a mix of both sending selfie-style video, as well as screen capture videos. Our message is all about the value we can offer to those prospects, and we always want to be personalized. If somebody has something specific on their LinkedIn, they just wrote an article about an interesting topic that’s top of mind for us as well. We’ll make sure they know that we’re talking to them as a human not just as a title or whatever it may be.

Let’s talk about the results and what’s working

Evan Ebert — Fannit

I resent any opinion out there that video is a trend. I wrote a blog for HubSpot about this, about video being built on a biological mechanism that’s not going to go away anytime soon. Because it’s just in your DNA. I was able to sit in on Vidyards VP of Marketing, Tyler Lessard’s session at InBound this year, and he was talking all about the psychology of video, he’s obviously tuned into it. The fact is, it’s going to give you the richest way to connect with people. So, like the handwritten note, video is not going to go out of style.

Ellen Stafford — Vidyard

Around specific tactics, it’s still important to keep in mind your messaging and the length of your video. You want to make sure you’re always honing in on it, what’s going to work for your prospects. For us, we’ve seen incredible response rate increase from using video. Before GoVideo was a platform or product for us, we were making them in QuickTime, we were finding ways to do it, and that’s really where the need came from.

Ryan O’Hara — LeadIQ

The more powerful thing is being able to follow-up about it afterward, and that was, an excellent example of what made me ultimately choose to become a Vidyard customer. The thing that we noticed that was big was, I sent my email, and I didn’t hear back from a lot of prospects, but I saw that I had six people of the 20 I emailed,  watch my video right when I sent it. I thought well that’s great, what do I do with that? I decided to call some of them and email them right after. All six of them turned into meetings. So the important part of the video isn’t just making a video and hoping for a response, sometimes you have to do a little extra work to get that person that watched your video to come back to you and reply.

If you’re a sales rep looking to learn actual ways to embrace video throughout the entire sales process then “Tips and Hacks for Selling with Video: Reel Stories from Real Sellers” is the video for you!

Are you using any of these sales hacks in your cadence? Have others to share? Sound off in the comments.

Header image curtsey of Music Oomph

The post Tips and Hacks for Selling with Video: Reel Stories from Real Sellers appeared first on Vidyard.

How to Produce the Perfect Customer Testimonial Video

There is a lot of power in a customer’s opinion. Why? Because when a customer is about to make a purchase, they’ll trust their peers’ opinions more than anyone else’s. And that is why customer testimonial videos work so well. A video testimonial shows a real person, a customer of your brand giving their honest opinion about your team and your product. But if you want to produce a video testimonial that closes deals, it needs to be done right. It’s about how you plan for it, from pre-production to post-production; and in which stage of the buyer’s journey your prospects watch it. Let me show you how!

It’s all about perfect timing: The Decision Stage

Video content is the best friend of the buyer’s journey, and there are specific video types that work best for every stage of it (awareness, consideration, and decision). So, what you use is very important.

Customer Testimonial Videos work great for the third stage of the journey, the decision stage.

Because during this stage, your prospects haven’t yet made the much-awaited buying decision, and this kind of video will give them the final incentive they need to make the purchase. Now, let’s cover all the steps needed to create a great testimonial video.


As with all types of video production or recording, pre-production is the first step in organizing all the details of your project. Here, the key lies in asking the right questions to get the right answers. You want your interviewee to tell you what you need to know about their experience with your product, so a good list of questions must be made. Remember to prepare your interviewees for filming, by letting them have a general idea of the topics you’ll be discussing during the interview. Notice that I said ‘a general idea of the topics’ and not an exact question list: You want them to have time to think about their answers, but not too much. If they know the exact questions, they’ll be tempted to learn their answers by heart, which may result in a robotic and fake attitude. Don’t forget logistics! You must coordinate the time and date of the filming, in addition to the location. Choose what kind of environment you’ll be filming in because this will be associated with your brand, and it should support the message you’re looking for.

Technical Considerations

Now, we’ll cover the ‘holy trinity’ of filming: lighting, sound, and camera. Lighting Consider whether you’re going to be shooting indoors or outdoors. When shooting indoors, you can create the right lighting arrangement for your video by adding or removing lights, but usually, you should consider a three-point lighting setup, which consists of a main light, fill lights, and a backlight. When shooting outdoors, it’s good to use a scrim, which is a device used to modify properties of light. With a scrim, you can reduce the intensity or harshness of it. Sound There are a lot of different types of microphones. Some mics capture sound from all directions (like Omnidirectional or Lavalier mics), and mics that capture sound coming from specific directions (like Shotgun mics). You should use the one that goes best with the environment you’re shooting in. If you’re shooting outdoors, you should take into account the sound of the wind. All mics are susceptible to wind and to minimize this; you can place a windscreen made of acoustic foam rubber over the mic (which is called a ‘Zeppelin’). Camera Be sure to position your camera correctly. You want your camera to be at the same height as the subject, so it doesn’t look up or down on them. Using two or more cameras is the easiest way to create a variety of angles in your video, but it can be done just as well with only one camera. If you’re going to use only one camera, though, you’ve got to plan it carefully. You can use a traditional medium shot for the interview, which gives your footage a clean look, but you can also mix it up a bit with some close ups to point out important parts of the message, or emotional moments. After all of this is set, you’re ready to film. Action!


Make the interview a conversation, and don’t be afraid to ask follow-up questions. You want your interviewee’s answers to be real and provide true value, so let them speak freely. You can (and will!) edit any uninteresting parts later. Be careful with the backgrounds in the shot: a busy background, with activity running behind your subject will distract the audience. It doesn’t have to be a white background (in fact, don’t use a plain white background), just find a nice context that’s not too distracting. Also, make sure the background is out of focus.This will give depth to your shot and focus the attention on your subject. In order to give your viewers some context, it’s important to film some extra takes to use as inserts. This inserts will provide context of a location (are you filming in an office, a coffee shop, a park? And is it in Sydney, in Madrid, in Tokyo?), and examples of what your interviewee is saying (you can film some takes that show the process of the work being done with your client, or the final results). Besides context, insert takes also give a certain rhythm to your video: you’ll be breaking up the monotony of nothing else but showing a person talking.

Editing and Post-Production

Now it’s time to take all the videos you’ve shot and mix them up to create a customer testimonial masterpiece! But in order to make it, you must consider these tips:

  • A good customer testimonial video is able to communicate a message in 2.5 minutes or less.
  • Remember to use your brand’s colors. You should have an intro and an outro for your video, using your brand’s colors and/or logo. And also for any other graphic elements you add.
  • Edit your video in a smart way—the magic of post-production lies in the fact that you’ll have all this raw material, and with your expertise you’ll be able to make an interesting and informative video that helps you close sales.

Make it enjoyable and credible, and always respect the spirit of what your interviewee has said.

Let’s wrap it up!

You can tell by now that there is a lot of work in creating a great testimonial video! But hard work always pays off. Remember: It’s important to plan your content carefully. This means, preparing your questions beforehand, choosing the perfect background to film in, and being aware of all the technical stuff, like correct lighting and sound. When planned and done right, a testimonial video is a great tool. It will cement your future customer’s trust in your product and in your brand. And this, of course, translates in more sales!

How are you currently tackling customer testimonial videos? Any tips to share? Questions? Sign off on the comments section below.

The post How to Produce the Perfect Customer Testimonial Video appeared first on Vidyard.

8 things HR and internal comms teams can learn from marketers

“If you build it, they will come” may work in the movies, but as any team that’s launched an employee portal, an internal newsletter, or benefits workshop can attest, it’s a recipe for an empty stadium.

In reality, if you want your company’s attention, you must realize that everyone is already incredibly busy. The average person gets 121 emails, 32 texts, and who knows how many notifications every single day. To compete with all this, you have to phrase things in a way that’s interesting and drives them towards action.

Simply, you have to do some internal marketing. And here’s what a great marketer would advise:

8 things HR and internal comms teams can learn from marketers:

1. Keep it short

Tell people only what they need to know. Readers today are practically allergic to text blocks over 3-5 sentences and they expect you to curate outreach for them. Make it easy and limit most communication to just the highlights. The New York Times does a great job of this. It now offers digital readers a daily briefing, the title of which is simply three keywords and contains a series of short, bulleted facts with links to learn more:

8 things HR and internal comms teams can learn from marketers 5

2. Use spacing, breaks, and graphics

Readers today skim. According to research by Nielsen Norman Group, people’s eyes follow an “F” shaped pattern on web pages or emails. They read the first header, skip to the next subheader, and then they scan the left side of the page from top to bottom. What are they looking for? Keywords that snag their interest.

Source: Nielsen Norman Group

To adapt your content to readers’ habits, use large, bold headers and subheaders, ample spacing, and eye-catching visuals—either graphics that highlight your point or GIFs that make your readers chuckle and keep them coming back for more.  

3. Front-load value

Another implication of the F-shaped reading pattern is that users spend the majority of their very limited time reading the top of the page and the beginning of sentences. If you want their attention, put whatever is most interesting or most valuable up front. This is known as front-loading value.

For example, write:

Save more for retirement by signing up for our 401k workshop.

And not:

Sign up for our 401k workshop if you want to save more for retirement.

4. Use video

When you email employees, you’re battling for their inboxes with the likes of BuzzFeed, and it takes fire to fight fire. You’ll notice that they and much of the world are turning to video—it will account for 82 percent of all internet traffic by 2021—and you too can harness people’s obsession with it. It’s also much easier than you think to create.

Simple video recording software takes less time than writing lengthy emails and gets you higher engagement, better retention, and conveys a tremendous amount of information in a very short span of time. Plus, if you send the video as a thumbnail within an email, you’ll get 5x higher click-through rates.

8 things HR and internal comms teams can learn from marketers 6

5. Use many touches

Marketers know that a message sent is rarely a message received—it takes a campaign to capture attention. According to Salesforce, it can take an average of 7-8 touches for someone to become a marketing lead. Hopefully, you’ll need fewer touches internally, but when delivering messages about new programs, upcoming system changes, and new policies, do as marketers do and create a nurture track of emails to gently remind people many times over a long period.

6. Use multiple channels

Today, people are migrating away from the email inbox and toward their “channels of choice.” This is what marketers mean by the buzzword, “omnichannel”: customers expect you to communicate with them on their favorite channel on their terms. It’s a huge ask because you must use multiple channels, but if you want to reach everyone with your message internally, you’ll have to reach them where they want to be reached. And speaking of alternative channels …

7. Turn employees into advocates

Great marketers know that word of mouth is the most persuasive channel there is. Recommendations carry tremendous weight—92 percent of people seek them out—and they’re always perfectly targeted because they get passed from interested person to interested person like homing missiles. Encourage sharing within your internal communications campaigns by explicitly telling (and perhaps even rewarding) employees for spreading the word.

8. Use the empty-suitcase method for headlines

This is our final marketing trick, and it’s a good one: leave a key fact out of your email subject lines and article headlines. Litmus, an email analytics firm, calls this the “empty suitcase method,” whereby you sell a suitcase, but neglect to mention what’s in it. For example:

  • This will make you jump for benefits joy
  • Can you guess what benefit 70% of employees forget to use?
  • Did you know you could buy a new car with this % increase in your retirement savings?

This approach creates curiosity and inspires them to click, read, and learn more.

And there you have it! If you’ve made it to the end of this article, you’re a real champ—20 percent of readers across most websites don’t, and those are the busy, attention-starved readers that you must tailor your HR and internal communications to.  

If you build it, they will come, but only with the right degree of brevity, formatting, video, many touches across the right channels, advocacy, and the empty suitcase method.

Want to boost internal employee response rates? Read 11 Simple Ways to Improve Your Internal Communication With Video.

The post 8 things HR and internal comms teams can learn from marketers appeared first on Vidyard.

ATM and Your 10 Digit PIN

As a sales development rep or anyone who is responsible for top of funnel lead generation, you need to pay close attention to your daily ACTIVITIES, the accounts you are TARGETING, your MESSAGING and your MINDSET (ATM).  Similar to the way you monitor your bank account, this is where your MONEY lives!

If you had a chance to read my last post, I outlined a simple strategy that I call “Bucketing Leads for Success” to help anyone who is responsible for lead generation find massive success over time.  If you missed the post, you can read it here.

Once you have your four buckets setup and you begin engaging your leads there are four key levers you can control to make sure you are maximizing your success.


I hate to beat a dead horse, but do not get sucked into all of the hype around COLD CALLING IS DEAD, Social Selling, or hyper personalized emails are the only way capture your prospects attention.  If you are not putting in enough ACTIVITIES each and every day regardless of the channel you will not find success.  It is important to note that these ACTIVITIES are not random but are hyper focused on a list of accounts that meet your Ideal Customer Profile and on contacts that align with your key Buyer Personas.   You need to be doing at least 100+ ACTIVITIES (hopefully more) each and every day.  If you are in your first 1-2 years of selling,  I highly recommend that you subscribe to the phone first and leave email and social to the marketing and demand generation team because ……… Spending time making these calls, having the hard conversations, and learning how to engage cold prospects will help you develop into a seasoned and successful sales professional. Also believe it or not, the phone works!

Bonus Read: If you want to be a top 5% sales development performer make sure you are doing 120+ calls per day and read this article posted by Execvision to understand the how they are producing 26 meetings every month.


Now that you know your ACTIVITY goals, focus on reaching out to accounts and contacts that meet your Ideal Customer Profile and key buyer personas. As you track your activities it is important to pay attention to your dial to conversation rates.  If you are not within a 1:20 – 1:30 ratio you will need to find better phone numbers (direct dials can be purchased today) or attempt personas who might be more likely to answer your calls. Check out the SDR Math video below:



If you are doing the right amount of activities to the right accounts you should be producing enough conversations every day to fill your pipeline … if you are delivering the right message … This is a BIG IF.

A few important questions: Are you working off of a script?  Is your script personalized to the types of accounts and personas you are reaching out to at these accounts?

If you are not consistent with your messaging you will struggle to know if your lack of success is because you are targeting the wrong accounts and contacts or even worse you might think COLD CALLING IS DEAD.  If you look at the math on the Top 5% from the Execvision article above, you will see that they have an average dial to conversation rate of about 3.5% or about 1:30, but they are making those conversations count. Their conversation to meetings complete rate is about 30%.  The average rep only converts between 10% and 15% of their conversations to meetings.  Over the course of a month, this will have a significant toll on your success. The Top 5% of reps are setting 26 meetings and the average is only bringing in between 8-12 on the same number of activities and conversations. If you are putting in at least 100+ activities each day, MESSAGING is by far the most important lever to optimize and will have the largest impact on your long term success.

Bonus Resources:   Read Ch.8 of Mike Weinberg New Sales. Simplified and go through his power statement exercise.   You can also leverage Jill Konrath’s free value proposition generation kit.


Out of all of the levers you can control, your MINDSET is easiest to master early in your career but can also be the most detrimental for first time reps.  A Sales Development Job is not easy.  Be prepared for people to say some nasty things, hang up on you, no show on appointments, lie to you, and more.  Do not get discouraged because this is all apart of the profession and it only takes one positive outcome every day to set yourself up for a lifetime of success.  It is vital that you do what you can to keep a positive MINDSET.  Putting in all of the ACTIVITIES to your TARGET accounts with the right MESSAGE but having the wrong mental MINDSET can be detrimental to your success.  When you are feeling down or beat up from a few bad calls remember to take a walk, do a power pose, get out of the office, or do whatever it takes to shake it off.  Focusing on the positive and getting back to work with the right mental MINDSET will make a tremendous difference on your next call!

Bonus Resource – Andrea Waltz “Go for No” Philosophy on David Dulany’s Sales Development Podcast

Now that you know the levers you can control you will have an easier time managing your buckets for success.   As you track your ACTIVITIES to the right TARGETS, and improve your MESSAGING with a positive MINDSET you will establish a baseline for your top of funnel conversion metrics.  To maintain constancy over time it is important that at the end of each day you replenish your lead list with the right amount of accounts and contacts.  If your conversation to meeting rate is 10% and you are able to set up a meeting a day, how many leads need to replace that lead that converted to a meeting?  The answer is not 1…  If you remove a lead from your list where you only convert 1/10 to meetings, then you need to replace that 1 lead with 10 new ones so that you can keep the funnel metrics moving.

By leveraging the “Bucking Leads Strategy” and controlling ATM, I challenge you to maintain at least 120 outbound dials per day.  You will find that you might stop fearing the phone as a sales weapon and start seeing every new phone number as the next PIN that unlocks life changing wealth in your sales profession!

If you adopt the framework, send me a note and let me know if it makes a difference in your performance. If you want to learn more tips and trick to launch your career you can join our Free Online Bootcamp at We also have a growing community on #SLACK you can join at

This article originally appeared on the Sales Bootcamp Blog

The post ATM and Your 10 Digit PIN appeared first on Vidyard.