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Video For Sales Enablement

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Using video as part of your sales enablement programs allows your sales professionals to be fully prepared to have productive conversations with their prospects and to move opportunities forward. …

Using video as part of your sales enablement programs allows your sales professionals to be fully prepared to have productive conversations with their prospects and to move opportunities forward. Video can be used to augment and support existing sales tools, from the traditional phone call to interactive web conferencing. Video support enables sales professionals to easily capture and share the products, solutions and customer stories that help win contracts.

This presentation will help you gain an understanding of:
gain an understanding of:

• How sales organizations just like yours are using video successfully.
• How to capture and disseminate video across your enterprise.
• Solutions to bridge the gap between your sales kick-off and sales enablement.
• Why video is more effective than document-based solutions for sales

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  • Over 11.000 hours of sales content in our system
  • YouTube is being used for lots of marketing related videos.But it is not secure and not well suited to long form video
  • Sales Enablement is the ability to leverage the collective intelligence of a company’s sales organization so inside, field, SEs and channel reps can understand and position all of the organizations products and services.
  • Any sales force has a distribution of low, medium and high performers with the bulk of folks in the middle. Sales enablement seeks to give your entire sales organization the advantages top performers have. Access to the best information, product experts, etc, that they need to close deals.
  • And your prospects and customers are noticing. According to IDC research, 57% of sales people are at best only somewhat prepared to have a conversation with them.According to research conducted by IDC, sales reps are typically not prepared for meetings with prospects and customers.
  • One in three deals is lost due to factors that sales reps control.
  • Customer stories, updates, win stories, etc that is locked in the heads of the organization
  • Allows all the communication in a sales organizations to be part of sales enablement Sales kick-off is not a stand – alone event but a searchable, reusable resource Not just for your sales – but can be used for your partners as well.
  • Increases sales rep productivity--- because they can find what they needOne message, at the same time---no waiting for the roadshow to work it ways around the worldShortens the sales cycle/time to revenueRamps new hires fasterDecreases training and travel costs
  • They had a great quarter - 2009 Global Sales Kick-off delivered on-line to global sales force in November 2009Oracle outside and insides sales have can access on-demand knowledge from any location at any timeWere able to deliver sales content to entire sales forceEffectively saved over $10 million dollarsSales kick-off content fully searchable down to the spoken word for instant access to sales knowledgeUsers can view content live or download audio or video files for remote learning
  • NetApp is a little unique in that it shares extensively with its partnersContent is recorded throughout the year from a variety of locations and made avaiable from their sales portal but also their secure partner portalEvery word from every presentation is fully searchable so NetApp sales and their extended partner community is prepared to have a meaningful conversation about NetApp hardware and software.By video recording content and disseminating it via vSearch, they are able to provide cost effective training to their 3000+ selling partners.
  • Transcript

    • 1. Video: An Effective Tool for Sales Enablement
    • 2. Altus Learning Systems
      • Founded on Enterprise Video for Sales Enablement
      • 3. Leading provider of enterprise video search and management solutions
      • 4. 250,000 users currently leveraging Altus for sales enablement. 
      Gold Winner: Best Innovation in Learning Technology
      Gold Winner: Best Use of Video for Learning
      Gold Winner: Best Use of Web 2.0 Tools for Learning  
    • 5. Corporate Video….
      Is This
      Not This
      Corporate video is not entertainment
      Sales does not have time to watch long videos
      Video needs to be readily accessible and reusable
      Searchable to the point of interest
      And Secure
    • 6. What Video in the Enterprise Looks Like
      Consumer
      Corporate Training/Sales Enablement
      • Format: Short flash video
      • 7. Feature: “Click and play”
      Consumer Presentations
      • 2.5 minutes in length
      • 8. Format: Longer flash video w/ assets
      • 9. Feature: “Searchable Video”
      Corporate Presentations
      • ~47 minutes in length
      • 10. Presentation w/PowerPoint: 93%
    • What is Sales Enablement?
      “The delivery of the right information to the right person at the right time and in the right place– to help move specific opportunities forward”
    • 11. Who Benefits from Sales Enablement
      C
      Low
      Performers
      B
      Average
      Performers
      A
      10%
      Generate
      80-90% revenue
      • Top Performers know how to leverage the organization
      • 12. Average Performers need more organizational support to improve performance and drive incremental revenue
      • 13. Sales Enablement benefits the “B” Performers the most
    • Enterprise Sales Challenges – Unprepared Reps
      Q: In your initial meeting with a sales person, what percent of employees were:
      Source: IDC Customer Experience Panel, January, 2009
    • 14. Enterprise Sales Challenges – Lost Revenue
      Q: What Percent did not win your business primarily due to:
      Source: IDC Customer Experience Panel, January, 2009
    • 15. What Sales Needs
      Fast Access to Knowledge (Be Prepared!)
      Knowledge from the tribe
      Sales
      Pre-Sales
      Services
      Marketing
      In a form they can use
      PowerPoint (with usable content)
      Mobile Downloads
      Need everyone share what they know
    • 16. Video: The Sales Enablement Game Changer
      Ideal solution for capturing content
      Complements or replaces text for training and education
      Appealing way to consume content
      Accessible on a variety of devices
      Mp3, mp4, streaming
      Web Conferences
    • 17. Continuous Sales Enablement with Video
      All content should be accessible and reusable by sales
      Kick-off
      (Presentations)
      Regional Training
      Update
      Webcast
      Playbooks
      Sales Enablement
      Presentations
      Product Webcast
      Call Sheets
      PMK
      Webcast
      Value Prompters
      Competitive Guides
      Tribal
      Knowledge
      RVP
      Call
    • 18. Video enabled sales enablement benefits
      Increases sales rep productivity – can find what they need!
      One message, at the same time
      Shortens the sales cycle/time to revenue
      Ramps new hires faster
      Decreases training, travel costs and opportunity costs – sales does not need to come out of the field for training
    • 19. Enterprise Video with vSearch
    • 20. Searchable down to the spoken word
      ExactSentence
    • 21. Content is Reusable
      Stream Knowledge from On Demand media portal
      Download mp3 audio or mp4 video to a mobile device
      Mash up custom PowerPoints (with embedded transcripts)from any slide in the Portal
      Collect videos, user created content into communities of interest
      Secure content with custom permissions
      Employees
      Partners
    • 22. Oracle Global Sales Kick-Off
      $10 Million
      “Altus extends the shelf life of our content, making it easy to find information and create new assets from it. That’s the advantage their tool provides to the Oracle sales force.”
      --Paul Salinger, Vice President of Marketing
    • 23. NetApp Continuous Sales Enablement
      200 products from 6 divisions
      Captures, Shares and Delivers Sales knowledge to sales and Partner Community
      Anytime access to sales information
      “And I’ve told our partners candidly, if you’re going to be a NetApp reseller and you want to maintain your knowledge, confidence, and efficiency, the best way to do that today is to invest the hours to learn our solutions, virtually, on your own time, using Altus.”
      Jim Coleman
      NetApp
    • 24. Video Based Sales Enablement
      Video provides organizations with the ability to systematically capture, share and deliver knowledge
      Training and Performance Support
      Content is readily available when sales needs it
      Content can be added during any point in the sales year
      Everyone can contribute to the knowledge base