Month: February 2018

Adding Video to Your Sales Cadence: What, Why and How?

As buyers become more sophisticated and well-researched, maintaining trust throughout your sales cycle is more important than ever. Spammy tactics and spray-and-pray messaging evaporates trust and kills your credibility as a salesperson, and it is nearly impossible to recover from that first impression. Leveraging video in your sales cadence is a game-changing way to build trust, establish authenticity, and strengthen relationships with your buyers.

In the video below John Barrows & Morgan Ingram from JBarrows Sales Training cover best practices for how to use video in your sales cadence to optimize results, and strengthen relationships with prospects.

*You can view the slidedeck here.

Why Add Video To Your Sales Cadence

The bottom line here is this: modern buyers have higher expectations of the customer experience–they want salespeople to focus on adding value and being helpful, not trying to force a deal.

Video is transforming many organizations sales processes and their results, like Terminus who saw great numbers after implementing video into their sales cycle:

  • 40% increase in email open rates
  • 37% increase in click rates
  • 216% higher response rates

Types of Video To Use Throughout The Sales Cycle

Customers are inundated with stuff coming at them a mile a minute. Personal video outreach is your silver bullet. It’s that compelling call-to-action that everyone’s talking about and it’s got a personalized message behind it that a customer can’t wait to hear.

As you move through the sales cycle, you can continue to use video at every step of the process. Think about sending a video before a call to outline the agenda. Then after the call, create a summary video addressing any follow-up questions or deliverables.

  1. Presentations and demos – Crucially important and making sure you’re conveying the right message to the right people in the organization is pivotal to moving the deal forward. Why not create a video with the right message that can be shared throughout the org to avoid that game of telephone?
  2. Custom screen captures Make sure that you’re sharing the relevant information that a customer wants to see while still remaining a part of that shot.
  3. Off-the-shelf marketing videos Chances are your marketing team is creating all kinds of great content that you can leverage throughout the sales cycle.
  4. Custom sourced videos Questions and concerns often come up throughout the sales process. Being able to source internal subject matter experts to create quick videos to address challenges quickly and in a way that a customer can really understand can make all the difference.

3 Tips for using video in your sales cycle

It has to be easy – There are so many sales tools out there that you can purchase, but if it’s not easy for people to use, it’ll ultimately fall by the wayside. The good news is tools like Vidyard GoVideo are so simple to use that many people actually prefer it to writing an email.

Be authentic If you were in front of a customer, you’d be yourself. Strive for the same on video. Don’t be scripted. You’re a sales professional for a reason. You’ve got a great personality and video is just giving you the medium to showcase it.

Create shared video libraries – Create playlists of related content for your customers to engage with. Leverage existing marketing videos that are at your disposal–customer testimonials, product, and solution demos.

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The post Adding Video to Your Sales Cadence: What, Why and How? appeared first on Vidyard.

How To Generate Authenticity In Your Outreach Videos

If you’re thinking about using video in your sales process, like outreach videos, but aren’t sure where to start–we’re here to help you out. Video Vednesday delivers industry-leading tips right to your inbox every Wednesday on how to use video to increase response rates, book more meetings, speed up sales cycles, and close more deals.

Let’s take a look at the powerful sales knowledge we delivered to sales professionals around the world last month.

Authenticity in Your Outreach Videos

No one wants to feel like they are listening to someone reading a script at them, be real and be human by customizing each video for your prospects… And don’t be worried about little “umms” and “ahs” you probably sound like that on the phone and it’s more human.

Learn more about adding authenticity to your outreach videos by watching the video below.

Video Vednesdays: Authenticity in Your Outreach Videos

Tips for Building Confidence in Front of the Camera

You may be new to selling with video so we wanted to talk about building confidence in front of the camera. When it comes to becoming camera ready try to focus on your look, your sound, and your expressions. Always try to practice what it is you have to say so that you feel more confident when it’s’ time to actually film your video.

Learn more about how to get camera ready by watching the video below.

Video Vednesday:Tips for Building Confidence in Front of the Camera


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4 Types of Messages you Must Replace with Video

Still, haven’t tried adding video to your sales cadence? Why not? You could be saving a ton of time! If you’re writing an email longer than 300 words think about swapping that out for a webcam video instead. Not only can you save yourself time writing, you save your viewer time-consuming.

Learn more below about the different message types you can replace with video.

Video Vednesday: 4 Types of Messages you Must Replace with Video


Tips for Creating A Killer Video Voicemail

Adding video to your outreach efforts is known to increase response rates, but there are some tips you should follow to make sure your videos are as effective as possible.

Check out the video below to learn 4 ways to make your video voicemails stand out and wow prospects.

Video Vednesday: Tips for Creating A Killer Video Voicemail

This month we delivered key tips that aimed to help salespeople become more confident behind the camera, craft even more engaging videos for their outreach efforts, and learn where they can replace traditional messaging with video to make their message more consumable for prospects.

You don’t want to miss out on all the tips and tricks so sign up now for Video Vednesdays to make sure you’re getting powerful sales knowledge delivered directly to your inbox every Wednesday!

 


Have a topic you would love to see us cover, or some advice you want to share with other salespeople who are looking to add video to their sales cycle, then leave it in the comment section below!

The post How To Generate Authenticity In Your Outreach Videos appeared first on Vidyard.

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

Welcome to this edition of Modern Sales Point of View. 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. This pair of sensational salespeople discusses what’s changing in sales development, why video is such a hot sales trend, and the continued importance of the human element in sales.

What’s the future of sales development?

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. As John quips, “most people are hiding behind the technology and they’re not putting the human element behind it.” He thinks that technologies like video will allow sales reps who make their outreach personal shine, while rendering sales reps who focus on generic, quantity-over-quality outreach obsolete. Morgan agrees, saying that he sees personal brands, social selling, and video becoming increasingly important in the next few years. People want to see the person behind the sales pitch.

Why is video such a hot sales trend?

via GIPHY

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. “Within the first couple seconds or minutes, if it’s not entertaining, you’re out,” he says, comparing video in sales to movies or TV shows.

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. Words or tone alone are only a percentage of the way we communicate, since most of what we “say” is nonverbal. “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.”

Let’s play sales word association

As a little bonus, we played word association with John and Morgan around sales buzzwords. Stay tuned to see if you can relate (and to find out how John REALLY feels about account-based marketing)!

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

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How to Create Professional B2B Videos Using a Smartphone


“In 2016 the average number of videos produced annually was 29. In 2017 the average number of videos produced annually was 38+.” Demand Metric Report

Despite video being in such high demand, and becoming the preferred B2B buyer content type, marketers still feel overwhelmed, and underprepared to meet the demand.

The conversation around video production has become paralyzing for many marketers who often assume that video production requires an outside agency, or thousands of dollars of equipment.

What if I told you that you can film quality B2B videos, with a smartphone for under $250!

You heard me right!

We recently partnered with Taylor Jackson to show you just how easy it can be to shoot high quality, B2B videos on your smartphone. In the video below, Taylor explores the Vidyard offices showing you the best ways to shoot video on your smartphone and how to do it all for under $250.

In under 2 minutes Taylor’s video explores;

  • How to get the best lighting in an office
  • When to shoot horizontal/vertical
  • How to up your video game with smartphone lenses
  • How to capture the best possible audio

We’ve broken down all the equipment used in this video below, with links to Amazon, and prices so you can get started asap. All of the recommended equipment is universal, so you can use it with almost any recent smartphone.

Smartphone Filming Equipment


Lighting Case

Efanr Selfie Ring Light – $12.99

While Taylor does recommend the Lumee (Kim Kardashian Case @ USD 49.99), we think that the $12.99 equivalent from Amazon is a much better price point and is also universal, and the Lumee is iPhone only.



Lighting Kit

Neewer® 200W 5500K Continuous Lighting Umbrella Kit – $29.99 x 2



Tripod

Jetai 42-Inch Bluetooth Wireless Remote Control Universal Tripod Smartphone – $26.99



Lens

VicTsing Phone Lens – $16.99



Mic

Rode smartLav+ Lavalier Microphone for Smartphones – $99

If you use an iPhone without a headphone jack, you will need to buy an adapter to allow you to plug this in, which you can find here!



Filmic Pro App

http://www.filmicpro.com – $18.99-21.99



Optional Stabilizer

Zhiyun Smooth-Q 3-Axis Handheld Gimbal Stabilizer – $149.00

A stabilizer is optional. Unless you are going to be capturing moving elements or moving around a lot while filming, you do not need this.



Are you filming great B2B videos with your smartphones? Have some outstanding equipment you need to recommend? Let me know in the comment section below.

The post How to Create Professional B2B Videos Using a Smartphone appeared first on Vidyard.

How We Took $30 And Created A Killer Valentine’s Day Campaign!

Emails aren’t READ, Videos are VIEWED, from all of us at Vidyard – Happy Valentines Day to you!

This Valentine’s day we wanted to do something special for our customers, we debated how to pull something together that was personal, quick to execute, didn’t use much budget, and got the message across that Vidyard loves its customers.

Do we send them all handmade valentines day cards? Buy everyone boxes of chocolates? Hire a man with a plane to write their names in the sky (oh wait we already did that).

In the final hour, the idea clicked, a video booth! We could decorate an office and let staff use Vidyard GoVideo to quickly record Valentine’s Day themed videos on their laptops to send to customers. Using $30 worth of decorations (our only expense for this campaign) the Vidyard Valentines Day Video Booth was created!

How We Took $30 And Created A Killer Valentine’s Day Campaign! 1Throughout the day staff were encouraged (and tempted with donuts) to come down to the Video Booth and record videos for their clients/customers to show them how much we cared. We also captured some behind the scenes moments with the time lapse video below. You’ll want to watch until the end for an added treat! 

The best part was that because they were using GoVideo there was no outside equipment needed. Staff simply leveraged the free chrome extension, and recorded videos using their laptops. This made it easy for our busy sales reps, and customer success managers (CSMs) to record a bunch of personal videos for customers without needing a video production team to shoot them.

How did our videos turn out? Amazing! Clients were blown away by the gesture, and it was an unexpected treat to their Valentines Day. Here are some examples of great videos that were recorded;




There are many great ways that your organization can use GoVideo to surprise, connect with, and WOW your customers/prospects. You can use it to send holiday messages like we did (St. Patrick’s Day Video Booth anyone?) but GoVideo can also be used to welcome customers to your organization, celebrate their milestones, introduce them to their CSM team, give product updates, help with support tickets, and so much more.

Have some great ideas of how your organization can use GoVideo to enhance experiences? Already using GoVideo and want to show off your creative uses of it? Share it with me in the comment section below!

The post How We Took $30 And Created A Killer Valentine’s Day Campaign! appeared first on Vidyard.

5 Ways to Wow and Boost Conversions with Creative Video Experiences

Ebooks, blog posts, and written content are important in a marketing strategy, but it’s hard to generate a real emotional connection and emotional response with those content formats. Video, on the other hand, gives you that exact opportunity.  You have a chance to stand out, be super creative, show your brand, have some fun, and to ultimately invoke a more emotional reaction and build trust and empathy with your audience.

In the video below, Tyler Lessard, VP of Marketing at Vidyard looks to inspire all of you with different ideas for how you can use video content to take your marketing from good to great, giving you results that are amazing, and make people want to engage with your brand.

It’s harder than ever to get people’s attention, right? We’re now living an attention economy, and as marketers, a big part of our job is getting people’s attention, and keeping their attention once we’ve got it. This is where video plays such a key role, especially if you do it right and you do things that are interesting, creative, and can invoke that real personal and emotional response.

Here are 5 ways to create video experiences that help you wow your customers, and boost conversions.

#1 Humanize The Pains

Put yourself in the shoes of your audience and think about, what are some of the pain points they’re trying to solve? And maybe there’s a new content asset that’s focused on your value in addressing that pain. How could you create a video that brings those pains to life and makes it clear that you understand what they are going through, and that you can help solve those pains.

We created a campaign around a particular pain point—poor prospecting emails. Our sales fail video series, featured below, put terrible emails on blast and highlighted our solution to that common pain point—Vidyard GoVideo.

#2 Bring Your Website to Life

“Over 72 percent of businesses who use video says it has increased website conversion rates.” – Hootsuite

There are numerous opportunities for video content on your website. By embedding a video, you can efficiently reduce bounce rates and increase conversions on crucial landing pages like homepages, products, solutions, customers, demo or trial requests, campaign pages, etc. Video is a great way to get a large amount of content and story across in short amount of time.

5 Ways to Wow and Boost Conversions with Creative Video Experiences 2

#3 Get Very, Very, Personal

Video is an inherently engaging medium, and when you personalize it, it becomes doubly so. We’re social and animals who like to watch stuff—including each other—but when you show buyers a video that includes them in it, they’ll be awestruck. They’ll wonder how you did it and you’ll have both their attention and interest, for as Dale Carnegie reminds us: “A person’s name is to that person the sweetest and most important sound in any language.”

5 Ways to Wow and Boost Conversions with Creative Video Experiences 3

#4 Stop Trying, Start Connecting

There is no better way to ruin an opportunity than for a sales rep to send an obviously templated email. You should have your sales team sending out one-to-one video messages that connect with that individual.


With tools like GoVideo, it’s easy for reps to quickly record 1:1 videos that increase response rates, and give your leads a unique, more personal experience during their buying process.

#5 Culture Videos

I know a lot of companies where marketing kind of ends once customers are acquired, but I think all of us need to get better at making sure the long-term customer experience takes that wow factor throughout the entire journey.

There are lots of ways that we incorporate video into our ongoing outreach to existing customers, like introducing them to their Customer Success Manager (CSM), congratulating them when they hit milestones, giving them product updates, and more. We even make sure to film fun culture videos, like the one below, that leaving our customers feeling more connected with our staff, company, and brand.



What ways are you using creative video experiences to WOW your customers? Let me know in the comments below.

The post 5 Ways to Wow and Boost Conversions with Creative Video Experiences appeared first on Vidyard.

You Can’t Buy a Beer with a Marketing Qualified LeadFeaturing Matt Heinz

Welcome to this edition of Modern Marketing Point of View. Today we hear from the one and only Matt Heinz, President of Heinz Marketing. He discusses what’s changing in demand generation and how your marketing team should be measuring success.

What’s Changing in Demand Generation?

As Matt cheekily notes, “you can’t buy a beer with a marketing qualified lead.” Leads aren’t the end game—sales and revenue are. That’s the rationale behind the shift he’s been noticing in demand gen: a shift towards quality and results over volume and activity.

What’s Working in Demand Generation?

If you’re aiming for quality and measurable results over quantity, Matt argues that the most effective tactic you should be using is simpleengaging your leads in conversation. Ask yourself: what are you doing to engage your prospects in a conversation, not necessarily about your product, but about the problem that they have?

In his opinion, the difference between successful and unsuccessful B2B marketers is that successful marketers are focusing on the conversation.

What’s Working in Sales and Marketing?

Matt’s number one recommendation is to educate your audience first and sell to them second. “What’s the insight you bring that they would’ve paid for?”—that’s the question he thinks marketers and salespeople should focus on. “Someone that can help make me better and educate me, I’m more willing to listen to,” he says.

Not to mention that customization is key. Spending a little time on your prospect’s bio and learning a bit more about their organization can go a long way.

 

We’d love to hear what’s working (or not working) for you when it comes to demand gen. Sound off in the comments below.

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Get Your Pipe Right – Advice From Sales Bootcamp Lead Instructor Ryan Reisert

As we approach the start of Q4, we embark on a special time of year that has major implications for every member of growing organizations who have responsibilities for hitting revenue targets.  For those who have hit your numbers in Q2 and Q3, congratulations (for now) and for those of you who missed your numbers, it is important that you pay attention to the message we are about to share. While struggling reps, managers and leaders may start coming up with excuses as to why they are behind, and believe me the excuses will start coming, top 5% of sellers know exactly what they need to do NOW to ensure they still meet their Q4 2018 targets.

Last year we attended an AA-ISP event hosted by the Silicon Valley Chapter in San Mateo, CA that concluded with the exact same message we are about to share.

Sales organizations today are blessed with an arsenal of sales acceleration, enablement and training technologies/solutions. When these tools are used correctly, this can make a huge impact on a companies ability to scale quickly. However, even after making the investment in tools and training, managers and leaders fail to hit their targets. After completing all of your Q1 and Q2 win/loss analysis and determining that you need more opportunities, do not blame marketing, do not blame the lack of technologies you have available to you, take ownership and GET YOUR PIPE RIGHT.

If you are depending on someone else to bring you the opportunities you need to meet your sales targets, you deserve to miss your targets. Revenue is directly related to the number of opportunities YOU are working which is directly related to the number of opportunities YOU are creating, which is directly related to the number of sales conversations YOU are having on a daily basis. If you want to be a top 5% seller, stop making excuses and start putting in the work that that drives the results and get you that high six figure on target earnings salary you deserve!

So what do YOU need to do ——

Take a moment to develop your dream list of 100 accounts in your territory that need your product or service. Find the people who own the decision to purchase your product or service (hint, look at your previous closed won opportunities and who was involved in the decision-making process / signed the agreement). Finally, pick up the phone and call them. If you find that it is impossible to get through over the phone, then try other channels like email, social media, direct mail, events, etc. If you are not picking up the phone first, you are wasting time and losing out on opportunities.

Good luck starting off Q4 ,  We are looking forward to hearing from those of who have hit their numbers and those who are going to start picking up the phone to make sure they hit their 2018 number! The top 5% are already doing this.


This article originally appeared on the Sales Bootcamp Blog

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Lights, Camera, Action! Video Production 101

Back in the day, we used to have brick and mortar retail stores, where organizations were able to connect with people on a personal level. They would have two minutes to market their products in person—we don’t have that luxury anymore.

Lights, Camera, Action! Video Production 101 4

With prospects moving towards an “If I can’t see “it” then “it” doesn’t exist” mentality, and brick and mortar stores fading away, how do organizations connect with prospects on a personal level? How do they cut through the noise of all the other offers out there to prove that “it” exists?

With Video!

According to Google, almost 50% of internet users look for videos related to products or services before visiting a site/store, and by 2019, 80% of the world’s internet traffic will be video. With statistics like that, and information pouring in about the overwhelming success of using video, why are so many organizations still not building out video libraries?

The conversation around video production can be paralyzing for many organizations who often assume they need an agency to produce videos, that video production requires a big budget, or that they need to have an in-house video studio with thousands of dollars of equipment.

This simply isn’t the case.

We are going to talk about how you can insource your video production and use the talent inside your own four walls to shoot fantastic video content, on a budget!

Let’s take a look at four different budgets and the options/tools within them that will ensure you’re able to produce excellent video content:


Beginner Gear

Under $200

Very portable and cost effective, with the ability to shoot great interview style videos

I know what some of you will say “woah, a smartphone is NOT for shooting real videos,” but I am here to tell you that it most certainly is. You can shoot 1080p, 4k, and 360-degree videos with a smartphone. You can also shoot different frame rates—including the ever-popular slow-mo video.

  1. Smartphone (You already own)
  2. Rode Videomicro ~$59
  3. Moment Lens ~$99
  4. Joby GorillaPod ~$25

Guerilla Gear

Under $1000

Mobile and super portable, allowing you to shoot a variety of higher quality videos

  1. Smartphone (You already own)
  2. Beastgrip, Lenses, and DOF Adaptor ~$335
  3. Rode Videomic Pro ~$229
  4. Beastgrip Light ~$59
  5. Beastgrip Tripod ~$189

Prosumer Gear

Under $4000

A step above smartphone cameras, with more versatility in the types of video you can create

  1. Canon XA35 ~$2,100
  2. Rode Videomic Pro Plus ~$299
  3. Manfrotto Spectra900F ~$259
  4. Sennheiser Wireless Mic System ~$699
  5. Manfrotto Tripod MVH502 ~$349

Professional Gear

$8,000 +

For organizations with video studios/professional video teams to shoot large-scale productions

  1. Canon EOS 5d MkIV w Lens ~$4,200
  2. Sennheiser MKE-600 Shotgun Mic ~$329
  3. Ikan IB508-V2 Bi-Color LED ~$1,500
  4. Sennheiser Wireless Mic System ~$629
  5. Manfrotto Tripod 504HD ~$799

So now that you know what gear you should consider picking up, and how affordable in-house video production can be (at any budget), dive deeper into the topic of video production and learn about composition, audio selection, framing, and more in our latest webinar “Video Production 101.”

Have some tips or tricks for building a video library on a budget? Have some video gear you are dying to recommend? Let us know in the comments below!

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