KZO Leveraging Video for Effective Sales Enablement Webinar
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KZO Leveraging Video for Effective Sales Enablement Webinar

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In this webinar, we’ll be discussing the benefits and best practices of using video for your company’s sales enablement.

In this webinar, we’ll be discussing the benefits and best practices of using video for your company’s sales enablement.

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  • 1. KZO Innovations Presents: Leveraging Video for Effective Sales Enablement The benefits and best practices of using video for your company’s sales enablement. November 7, 2012This is a free webinar. Please feel free to tweet @KZOInnovations, retweet and invite your friends using the #KZO hashtag. Share link: http://go.kzoinnovations.com/webinar/ Create, Share & Socialize Your Business Video sm 1
  • 2. Today’s PresentersBrian Kelly• Vice President of SalesJeff Fissel• Vice President of Solutions/Co-Founder Create, Share & Socialize Your Business Video sm #KZO 2
  • 3. Today’s Agenda• What is Sales Enablement?• Trends in Sales Enablement• Challenges in Sales Enablement• Video as Part of the Sales Enablement Process• Types of Video to Support Sales Enablement• Benefits of Using Video for Sales Enablement• Best Practices• Q&A Create, Share & Socialize Your Business Video sm #KZO 3
  • 4. What is Sales Enablement?Goal: Increase individual sales rep performance and increase sales• Technology: Applications (and information) that can help sellers to gain insights into their territories, accounts, and buyers.• Training and Communication: To ensure every seller has the insight, expertise, and information necessary to ultimately increase revenue.• Sales Tools: Enables sellers to build trusted relationships, increase top-of-mind awareness, and gain market insights.• Management: The day-to-day management of the sales resources required to achieve goals. Create, Share & Socialize Your Business Video sm (Source) #KZO 4
  • 5. Trends in Sales EnablementTechnology• Proliferation of mobile• New technologies are emerging: • Sales enablement platforms, social media applications, sales intelligence applications• Integration across multiple sales systems• Increase use of metrics and business intelligence• On-demand video becoming widely available as a platform for collaboration and information sharing (Source) Create, Share & Socialize Your Business Video sm #KZO 5
  • 6. Trends in Sales EnablementTraining and Communication• Sales teams have traditionally been provided with a large amount of training and information during formal training sessions • Reducing formal classroom training sessions • Greater move to continual learning • On-demand access to training and sales content • Informal learning gaining acceptance • Peer to peer knowledge exchange • Companies are embracing social media to encourage communication and collaboration Create, Share & Socialize Your Business Video sm #KZO 6
  • 7. Sales Enablement Challenges• Technology: Making technology easier to use and provide benefit• Training & Communication: • The way people learn is changing • Generation gap – millennials tend to embrace self-paced learning & communication• Budgets: Most companies are reducing sales enablement budgets• The Market: Highly educated buyers with a high level of information• Environment: Speed of change – industries, companies, and competitors Create, Share & Socialize Your Business Video sm #KZO 7
  • 8. Video as Part of Sales Enablement Technology• Video being integrated into the sales enablement process• Customer Relationship Management • Integrating video into your CRM system can provide sales with a convenient library of videos that’s organized and easily searchable • Makes finding information to address customer needs quick and streamlined • KZO’s Salesforce app• LMS and Collaboration Software • Video can also be integrated into a Learning Management System (LMS) or collaboration software such as SharePoint, Yammer Blackboard, Plateau • This anchors video content into the company’s enterprise applications, making it accessible to all Create, Share & Socialize Your Business Video sm #KZO 8
  • 9. Video as Part of Sales Enablement Training & Communication• Video is a key component in • Continual learning  Video content can be recorded and accessed by sale steams in hours  Provides opportunity to train and update sales teams as the landscape changes  New product launches, competitive updates • Informal learning  Valuable training content can be developed by your in-house experts  Top sales reps and engineers  Video is the easiest method to capture and distribute this knowledge Create, Share & Socialize Your Business Video sm #KZO 9
  • 10. • Types of Video to Support Sales Training & Communication • Studio-Produced • Desktop Capture • Recorded Classroom & Events • User-Generated Content Create, Share & Socialize Your Business Video sm 10
  • 11. Types of Video to Support Sales Studio-Produced Video ContentExamples of studio-produced video:• Technical Video Example• Executive Interview ExampleWhen to use studio-produced video: • Executive leadership • Content that doesn’t require frequent updates • The sales team is expecting a high quality production • Subject requires technical or detailed video capture Create, Share & Socialize Your Business Video sm 11
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  • 14. • Types of Video to Support Sales Training & Communication • Studio-Produced • Desktop Capture • Recorded Classroom & Events • User-Generated Content Create, Share & Socialize Your Business Video sm 14
  • 15. Types of Video to Support Sales Desktop Produced Video ContentDesktop Produced Video Content • Video produced using content authoring tools on a single computer • Video can be webcam quality and screen captures • Tools include: Camtasia, Captivate, Articulate and KZOExamples of desktop produced video: • Software Tutorial • Sales TrainingWhen to Use Desktop Produced video: • Single presenter • Application/screen capture based training • Short video segments • Time sensitive information • Informal video is appropriate: subject matter and intended audience Create, Share & Socialize Your Business Video sm 15
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  • 18. • Types of Video to Support Sales Training & Communication • Studio-Produced • Desktop Capture • Recorded Classroom & Events • User-Generated Content Create, Share & Socialize Your Business Video sm 18
  • 19. Types of Video to Support Sales Recorded Classroom & Events Video ContentRecorded Classroom & Event Video Content • Filming live in-person events or classroom sessions • Recording virtual events or classroom sessions (WebEx, Go-To-Meeting) • Conference Recording • Sample Adobe ConnectWhen to Use Recorded Classroom video (virtual or In-person): • One-time events – some sales teams cannot attend • For attendees to review • Limited access to instructional designersWhen to Use Recorded Event video (virtual or In-person): • Special guest speakers/One-time events • Sales event content is applicable to learning objectives Create, Share & Socialize Your Business Video sm 19
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  • 22. • Types of Video to Support Sales Training & Communication • Studio-Produced • Desktop Capture • Recorded Classroom & Events • User-Generated Content Create, Share & Socialize Your Business Video sm 22
  • 23. Types of Video to Support Sales User-Generated Video ContentUser-generated video content is produced and submitted by anyone that is not a trainer, instructional designer, or video production professional (Informal learning)Examples of user-generated video: • How To • Best PracticeWhen to Use User-Generated video content: • To gather field level content and expertise • Large, geographically dispersed groups • Distributed knowledge base Create, Share & Socialize Your Business Video sm 23
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  • 26. Benefits of Using Video for Effective SE• Benefits to Leveraging Video • Timely • Easy to update • Supports mobile • Provides Consistency • User-generated content • User engagement/feedback • Helps reduce costs Create, Share & Socialize Your Business Video sm #KZO 26
  • 27. Best Practices Using Video for Sales EnablementTechnology • Integrating video into your enterprise applications is an effective way to share sales information with your entire sales team  CRM and Collaboration platforms • Accessible on mobile  Mobile compatibility allows salespeople to access this content wherever they are, and on any device • Security  Match the level of security to the content • Search  Must provide search of all content including video Create, Share & Socialize Your Business Video sm #KZO 27
  • 28. Best Practices Using Video for Sales EnablementTraining and Communication • Leverage video content to support sales training & communication  eLearning  Should be reviewed and updated frequently  Promote continual learning  Informal learning  Encourage content development by your in-house experts  Share with your sales teams  Record live sessions for on demand viewing • Provide a mechanism for social interaction Create, Share & Socialize Your Business Video sm #KZO 28
  • 29. Q&ACreate, Share & Socialize Your Business Video sm #KZO 29
  • 30. Information About KZO Innovations• Thank you for attending! We will send you a link to a recording of today’s webinar.• For more information about The KZO Video Suite, please contact Brian Kelly at bkelly@kzoinnovations.com. Create, Share & Socialize Your Business Video sm #KZO 30