If your team does not have a video sales strategy you may be ignoring valuable opportunities. Discover three key benefits that come from integrating video into your sales strategy.
Does your sales team have a video sales strategy? If not, why?
Video is a salesperson’s most powerful sales tool. 75% of top performers agree that video increases their response rate. While reading a lengthy text-filled email can make prospects bored and disconnected, watching a video helps to reverse that effect, making them more receptive to your pitch.
1) The strengths video can have in your sales strategy
By coordinating a selling strategy and incorporating video, your team can maximize the potential benefits. Indeed, in addition to offering a personal and authentic approach to communicating with clients and prospects, video helps teams collectively increase engagement, spend more time selling and improve operations.
Prospecting using video is one of the key skills that every sales development representative should master. However, SDRs are certainly not the only ones who find video sales content impactful. Every member of your team has something to gain by learning how to create and upload great videos.
You may not have a video-selling strategy yet, but by the end of this article, you will understand precisely why it is crucial to your team’s success.
2) The advantages of a video sales strategy for salespeople
It is worth learning how to incorporate video into your sales process. Here are three major reasons why video should feature prominently in your sales and marketing strategy:
#1: Earn more Mindshare.
It builds a strong brand image, grabbing the attention of prospects and helping your reps maintain positive positioning in their memory.
Despite the prevalence of technology in our everyday lives, a personalized video message is still a unique thing to receive in your inbox.
Sales video emails are more likely to be opened and responded to:
Receiving a video in your inbox is unexpected. But receiving a video message from several different people from the same organization? It is memorable. When account managers, business development reps, and sales consultants collectively use video, their business gains a reputation for having a personalized and authentic approach.
Regardless of whether prospects respond to your first message or not, videos help to build familiarity. A new rep prospecting lost closed accounts has one major advantage: They use the same distinctive format (videos) as the previous rep. This method creates continuity and increases the chances of getting a response.
If prospects do watch your video, know that visualization is worth more than a verbal description. Video sales content transmits information in three ways: images, audio, and text. A minute spent reading an email containing a screenshot is nothing compared to a minute of video that effectively demonstrates the simplicity of your software.
#2: Spend more time selling.
It allows your team to spend more valuable time selling by making their outreach more impactful and scalable.
Teams armed with a purpose-built video platform purpose-built for sales benefit from economies of scale. Rather than recording a new video every time they send an email or LinkedIn InMail, sales teams can save them and create separate playlists. They can reuse the videos and combine them. If a marketing video perfectly explains the product, why reinvent it?
Video platforms can also feed data directly to your customer relationship management (CRM) and marketing automation systems. Teams can view data on when prospects watch a video or when they watch a certain percentage of that video. On the other side, marketing teams can score leads and accounts based on the number of videos they have watched, allowing them to better personalize their account-based marketing campaigns.
Here are some ideas your teams can try:
- Create an alert when a lead or account watches a video, so your reps can follow up immediately.
- Incorporate your video data into your lead-scoring rules to get a complete view of lead engagement.
- If your sales reps spend less time recording and monitoring who watched what, they can spend more time selling.
#3. Measure sales success.
It makes it easier to measure success by leveraging video viewing analytics to know who is watching, for how long, and how engaged.
Sales teams using a video platform can measure relevant metrics:
Opening emails: How often do prospects open emails with videos?
Response rate: Do prospects respond to video messages sent by your sales reps?
Meeting rate: Are your sales reps’ video messages driving meetings?
Win Rate: Do videos help your team win more deals?
Watch Time Percentage: How long is each video being watched by prospects?
How can top management incorporate video into their corporate strategy?
So far, we have discussed how your team can use video as part of their sales strategy, but video content also has many benefits for sales managers.
3) What are the benefits of video for team leaders and managers
Referring to the overview of video analytics. Managers can add these reports to their CRM dashboards to track the performance of individual reps and even entire teams.
For example, are only a select few salespeople generating the bulk of appointments for the entire team? Is a single salesperson getting an abnormally high response rate? This information is critical when determining what strategies are working and what are not.
These analytics allow you to view the performance of your reps’ videos, determine what the most successful individuals are doing differently, and coach the rest of the team based on what you have learned.
For example, when testing a video’s effectiveness, try applying it to a single sales team or even a small segment of individuals, then monitor how it impacts their performance relative to the rest of the organization.
Leaders can also track the performance of the video content for the entire team and answer questions such as “How are videos impacting my team’s deals?” or “Where are videos most effective in my team’s sales cycle?”.
Business development managers can see how video influences responses and prospect sales calls. Sales managers can see win and renewal rates and measure the ROI (return on investment) that video adds to the sales pipeline and revenue.
For sales assistance: Organizations focused on continuous sales development can see which video sales content is most effective at each stage of the sales process and advise sales reps accordingly.
Data can be as granular as needed. Sales enablement teams can see which parts of the video’s prospects are viewing, skipping, or replaying, to fully understand how viewers are consuming your videos and how the team can use these metrics to increase sales.
Do you want to set up a video sales strategy?
Practice will make your video strategy perfect. Implementing video into your teams’ operations takes it from a mere tactic to a full-fledged sales strategy that stands on its own. Video content allows everyone to gain notoriety, spend more time selling and maximize their success.
Take the first step to elevate your team’s sales efforts and get in touch with one of our Momindum sales experts today. Don’t miss out on valuable sales opportunities any longer, and maximize the benefits of video in your organization’s strategy.