Month: May 2019

Send 5-Star Sales Outreach with Dazzling Videos [Videoify My Pitch Tips]

You know that feeling when you walk into a store and you can see the thing you’re thinking of buying? Pick it up, run your fingers over it, play with it, taste it… (Well, maybe not that last one unless we’re talking grocery store samples.)

The point being: There’s a power in the tangible.

But it can be tough to give a digital product that same tangibility. When your prospective customer can’t touch your product, what’s the next best thing? Letting them see it. That’s where video comes in.

At Vidyard we’re always curious how salespeople can learn from different disciplines and how they can be more creative in their outreach. So we gathered our tribe—highly proficient at sales, marketing, and storytelling—to ideate.

In our Videoify My Pitch program, these experts take real email templates and phone scripts submitted by real sales reps to show how they can be transformed into engaging video pitches.

The Videoify My Pitch Panel:

  • Shawn Karol Sandy, CRO at The Selling Agency
  • Ryan O’Hara, VP of Marketing atLeadIQ
  • Jamie Shanks, CEO of Sales For Life
  • Tyler Lessard, VP of Marketing at Vidyard

They offered Videoify My Sales Pitch webinar contestant Kyleigh Parks, Account Executive at PowerReviews, some blockbuster ideas.

THE SITUATION: Upending Up the Status Quo

PowerReviews helps e-commerce businesses boost their sales by collecting and displaying user reviews. Customer-generated content engenders trust and is the currency of online commerce. A massive 91% of buyers look for reviews before purchasing, reports eMarketer.

Yet companies often think they’re generating enough reviews when they aren’t. It’s up to Kyleigh to convince them otherwise so she can help them unlock more sales.

Who are PowerReviews’ prospects?

PowerReviews prospects work at e-commerce companies and wear lots of hats. They’re strapped for time and resources and often solicit and record reviews manually. Many are convinced that their DIY efforts are sufficient, but only because they don’t actually know how good it can get.

What are their pain points?

Companies lose sales and waste marketing dollars when their shoppers aren’t convinced to buy, and bounce. Reviews are also time consuming to collect, organize, and display.

What makes the sales rep special?

Kyleigh is cerebral, curious, and compassionate. She’s a big Harry Potter fan, proud parent to a cat and a ferret, and loves cooking and travel.

What is she selling?

PowerReviews increases sales by collecting, curating, and displaying online reviews and user content.

THE ADVICE: Be Visual to Capture Attention

The team noticed right away that Kyleigh’s prospects’ world is highly visual. E-commerce is full of images, banners, graphics, and physical products like shoes that can be touched and worn.

And reviews themselves are visual. Many of us implicitly trust a full bar of five-stars. So how can Kyleigh leverage visuals and the element of trust that’s so powerful to her customers?

Video offers plenty of possibilities.

“People aren’t used to getting video messages, especially in e-commerce,” says Tyler. “It’s an instant personal connection. Whatever message you send, use the wording ‘I made you a quick video’ to show that it’s just for them, just from you.”

The team came up with nine different video pitch ideas—complete with mockup videos—for Kyleigh, pitching a theoretical e-commerce shoe store. These are three of their favorites, with Tyler playing the role of Kyleigh.

Option No. 1: Grab a Prop

Make it clear right from the thumbnail that your video is just for them by grabbing a relevant prop.

Perhaps the product is something you already own, like a sports jersey. Maybe it’s cheap enough to buy, like a beverage. Or maybe you Slack the office to see if someone owns it, like a high-end camera, and would be willing to bring it in.

For the hypothetical shoe store that Kyleigh might be pitching, the team suggested holding up a shoe.

For a company like Kyleigh’s, this approach carries a double message. It shows shoes, the prospect’s product, but it also gives Kyleigh the chance to explain that online consumers never get to physically touch items while browsing—people love to touch. Retail consultants call it petting—so they have to rely on the reactions from other consumers who have, via reviews.

Option No. 2: Go ‘On Location’

Your visuals can also incorporate analogies. Tyler recorded one video from a shoe store, both to show that he knows his theoretical prospect’s business, but also to demonstrate that their shoe store is one of thousands, and how is a consumer to choose in the face of such overwhelming abundance?

The answer, of course, is reviews.

Option No. 3: Get Meta

Kyliegh can also consider, what is a review, really? It’s someone else vouching for your product.

So why not mock up a review of herself, from one of her customers, to demonstrate that she understands the power of reviews, is trustworthy, and has gone to great lengths to appeal to her buyer?

Want more inspiration? Watch all nine videos the team generated for Kyleigh.

When working in a digital space, video is your ally for showing off the tangible (until we get smell-o-vision, that is *fingers crossed*). Use your resources, and get out there with a camera!

The post Send 5-Star Sales Outreach with Dazzling Videos [Videoify My Pitch Tips] appeared first on Vidyard.

10 of HubSpot’s Top Diamond Agency Partners Select Vidyard to Power Video Platform Service

Avidly, Digital 22, IMPACT, Revenue River, SmartBug Media, and other HubSpot digital marketing and sales agencies have partnered with Vidyard as their top video platform of choice for clients

KITCHENER, Ontario – May 21, 2019 – 10 of HubSpot’s top Diamond Agency Partners have partnered with Vidyard as their top video platform of choice to help grow their businesses, fuel growth and deliver exceptional results through video for themselves and their customers.

As the leading video platform for business, Vidyard has teamed up with agencies Avidly, Digital 22, IMPACT, New Breed, SmartBug Media, Penguin Strategies and others to deliver video strategies and programs that attract, engage and delight customers throughout the entire customer journey.

Today, it’s harder than ever to get engagement from prospects

HubSpot’s State of Inbound 2018 Global Report found that while salespeople are focused on closing more deals, prospecting is getting harder and harder. Salespeople say they’re sourcing most of the leads themselves, showing a potential rift with marketing who should generate the most leads for sales teams to work. Meanwhile, the report also found that marketers are investing more in video channels, social networks such as Instagram, and messaging applications such as Facebook Messenger, in a bid the reach customers and prospects where they prefer to be online. This is why many clients turn to top HubSpot Diamond Partners to develop and implement video marketing strategies that are driving leads cross-functionally.

“Video is powering the inbound marketing strategy of the future, so we’re building a powerful, dependable, and reliable partner ecosystem now. Not only does video help you stand out, but it also helps skyrocket response rates, improve prospect engagement rates, and close more deals today,” says Annette Iafrate, VP of Alliances and Partners at Vidyard. “We’re thrilled to be partnering with HubSpot’s top agencies. Together, we believe each and every client can realize outsized revenue results that are powered by video.”

HubSpot Diamond Partner agencies turn to Vidyard as their video platform of choice:

  • Avidly: As one of the world’s largest inbound marketing agencies, Avidly help companies in the Nordics achieve inbound success.
  • BabelQuest: Your HubSpot Service Provider, 100% HubSpot, Diamond certified and all-in on Inbound. We’ll help you grow with full-flywheel services for the world’s best marketing, sales, and service software. HQ Oxford, UK – serving the world.
  • Digital 22: As the largest UK 100% HubSpot Diamond agency and winner of HubSpot’s 2018 Partner and 2018 Sales Enablement Grand Prize Winner, Digital 22 are specialists in inbound marketing and thrive on seeing companies reach their full potential.
  • IDS Agency: HubSpot’s 2018 Agency Partner of the year in Latam is here to help you grow and scale your business better by providing award-winning Inbound strategies.
  • IMPACT: As HubSpot’s 2017 and 2018 North American Agency Partner of the Year, IMPACT empowers hundreds of companies to achieve inbound success through its agency services, education, annual conference, and community.
  • New Breed: As a top HubSpot partner, this strategic B2B marketing and sales partner focuses on optimizing the entire customer acquisition lifecycle for some of the fastest growing SaaS companies.
  • Penguin Strategies: Penguin Strategies combines technology and marketing know-how to align sales and marketing for B2B Tech companies. With innovative campaigns and purposeful marketing experiments, they increase sales velocity and drive revenue.
  • Revenue River: A true full-stack services agency, they’ve won six HubSpot Impact Awards in four categories, including 4 annual grand prize wins for inbound growth, sales enablement, and integrations.
  • Six & Flow: A Manchester-based growth agency that works across a range of current and emerging digital channels, Six & Flow helps businesses grow their brand, audience, and their revenue.
  • SmartBug Media™: As the highest-rated HubSpot partner and most decorated Intelligent Inbound™ marketing agency in the world, SmartBug™ also won HubSpot’s 2018 Global Partner of the Year.

HubSpot partners with thousands of service providers in their global community who work with their clients to implement successful inbound strategies. This may include education on the latest production tool recommendations, gaining a stronger understanding of video marketing best practices, implementing sales enablement techniques and video-selling solutions, and powering video hubs to create custom channels.

“Video has become democratized across businesses, and marketing and sales teams are now more than ever expected to create, manage and measure its success. Today, while having an effective video strategy can support the full customer lifecycle, the actual video strategy deployment can be a challenge,” says Digital 22 Director, Mark Byrne. “We’ve partnered with Vidyard because they understand how our clients can get the most out of their video content. We’ve seen a 20/1 return in our inbound video investment over the last 12 months.”

“In the first three months after partnering with Vidyard, we’ve felt and seen such positive impact with how we are able to transform our video marketing efforts for our clients,” says Tom Burgess of Revenue River. “Our relationship is focused on growth and support for our agency to confidently move the needle for our clients and our agency, which has helped us grow several of our full stack retainers by 40% or more.”

Agencies interested in harnessing video to grow their business are encouraged to learn more about the Vidyard Agency Partner Program by visiting www.vidyard.com/partners.

Additional Information:

About Vidyard

Vidyard is the leading video solution for businesses looking for new ways to engage their audiences and drive more revenue. Make video a seamless part of your marketing and sales outreach, create interactive and personalized video experiences that drive more engagement, and track video engagement directly within your HubSpot solutions. HubSpot Diamond Agency Partners, including IMPACT, New Breed Marketing and BabelQuest, and Vidyard customers, including ExperiencePoint, Paradigm Learning, Symbility Solutions, ABC Packaging and Deputychoose Vidyard to power their marketing and sales strategies and turn viewers into customers.

Media Contact:

Sandy Pell, Head of Corporate Communications and Public Relations, Vidyard
press@vidyard.com

 

10 of HubSpot’s Top Diamond Agency Partners Select Vidyard to Power Video Platform Service 2

10 of HubSpot’s Top Diamond Agency Partners Select Vidyard to Power Video Platform Service

The post 10 of HubSpot’s Top Diamond Agency Partners Select Vidyard to Power Video Platform Service appeared first on Vidyard.