Video Wins
How and why using video in all stages of your sales process helps to win more deals
Did video kill the email star?
I’ve been collecting posts, podcasts, and published pieces on this subject for several months now. Knowing this topic/theme was inevitable.
Seems like we were all forced to adapt to virtual selling much quicker than we had anticipated.
Thank goodness for tools like Zoom, Vidyard, and CloudApp and others that quickly came to our rescue with solutions and best practices to cope. And data from Gong, Chorus to shine a light on selling with video.
So what’s the best way to utilize video in our sales process? Why does it even matter? How do we improve our video selling skills to win more deals?
In this week’s edition of Stretch Weekly -
Devin Reed @ Gong on How Video REALLY Impacts Remote Sales.
Guide to Crushing Your Quota With Video via Tyler Lessard @Vidyard
Learn how Conor McCluskey started BombBomb before Video selling was even a thing.
Plus a VCR-sized vault of snippets to help you in your efforts to get better selling with video. It doesn’t look like it’s going away anytime soon, so let’s dive in - video wins.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
THANKS for reading!!
-Grant
STRETCH SHARES
How Video REALLY Impacts Remote Sales
Devin Reed w/ Gong released this study a few months back, and I’ve been saving it for today. (There’s also another article from a couple of years ago that is equally eye-opening)
In this study - Gong analyzed 12,282 sales opportunities from 2020 and looked specifically at video - hot’s used and its connection to win rates across both SMB and Enterprise sales cycles. Check these stats out:
Deals are 127% more likely to close when video is used at any point in the sales process.
Win rates are 94% higher for deals where sales pros sell with video on
There’s much more to the study than this so check it out below and learn more on why video is important and how to best utilize more video in your selling process.
But video was a differentiator that had nothing to do with the product. It had everything to do with helping the winning rep build a relationship with me.
- Devin Reed
Quick Guide to Crushing Quotas with Video For Sales
Vidyard seems to be incumbent when it comes to Video for full-cycle sales. I’m not talking just product demos, but videos at every stage of the sales cycle from outreach through to closed-won and handed off.
Why use asynchronous video in your sales process? Amongst others Vidyard suggests:
Break through inboxes and can earn 3x more responses.
Build relationships at a distance. Video makes people feel like they know you, which makes them more emotionally committed and responsive.
Explain complex topics simply. Video allows you to show, not just tell, and explain more thoroughly.
Save time. Higher response rates mean more time spent actually selling.
Accelerate deal cycles. Some companies cut their deal cycles in half with video.
This guide by Vidyard is something to pin, bookmark and reference for later with all sorts of how-tos, examples, and case studies to learn from.
Custom Prospecting at Scale with Video
Having planned this weekly topic for months now, I was excited to see this Startup Stories episode with Conor McCloskey, founder of video software provider- BombBomb, come across my feed.
While this episode does offer some insights into using video in your journey as a sales pro, I’m mostly including it because the story is fascinating.
Imagine building a SaaS company offering videos for prospects at scale BEFORE YouTube was even a thing?
Hear from Conor and host Andrew Warner as they discuss the early days of video prospecting and what we can do now as sales professionals to capitalize on the wave.
STRETCH SNIPPETS
🎸 Pitch Perfect: 25 Tips for Virtual Sales Calls with Julie Hansen
🗣 Join Morgan Ingram and James Buckley for a LIVE Masterclass: How to Build a Video Prospecting Framework tomorrow January 21st! (can’t make it? Morgan confirmed there will be a recorded option to follow)
🎯 Vidyard created the Video for Remote Sales Training Kit. Use it to educate and inspire your sales team at your next training session or Sales Kick Off (SKO).
✅ Chorus paints an excellent picture in this infographic of how to Win More Deals with Video.
👀 A recent e-Marketer survey found that 4x more people prefer to watch video over reading text, citing video as a much easier format to consume information.
👉 Gong also likes video. Check out this infographic with 10 Tips for having great video calls, as well as this post: If You’re Selling Without Video, You’re Doing it Wrong.
🎧 Jason Bay with Blissful Prospecting discusses the state of video prospecting and selling moving into 2021.
💪 Nick and Armand (30 Min to Presidents Club) talk with Kayla Cytron-Thaler on how she books 85% of her meetings through video. And recently with Tyler Lessard on leveraging video to take your sales process to the next level.
📹 Still not sold on video? Check out Vidyard’s 6 Benefits of Video for Sales Emails, and 2021's Top Trends for Virtual Selling and Video Marketing, and this PODCAST with John Barrows on why video works.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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