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Connect More and Close More Deals Using Content and Video Prospecting

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These slides cover:

The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.

Published in: Sales
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Connect More and Close More Deals Using Content and Video Prospecting

  1. 1. Connect More and Close More Deals Using Content and Video Prospecting
  2. 2. Brittni Kinney Ratliff Vice President Influence & Co. Benny Hua Manager, Business Development Vidyard
  3. 3. Agenda The Value Content Can Bring to Your Outreach What Sales Enablement Content Looks Like How to Create Sales Enablement Content Specific Ways to Use Content for Optimal Success Why Video Is the Future of Sales and How to Easily Incorporate It Into Your Existing Cadence Best Practices for Creating Prospecting Videos How to Track the Success of Your Video Outreach
  4. 4. The Value Content Can Bring to Your Outreach Why is sales enablement content important? ○ Saves time ○ Allows sales reps to focus on selling ○ Showcases knowledge and credibility ○ Builds trust ○ Adds consistency to the sales process ○ Correctly sets expectations for new customers
  5. 5. The Value Content Can Bring to Your Outreach o Overcomes common objections o Educates prospects about your company, processes, services, benefits of partnering, etc. o Primes prospects to become good customers after they sign o Provides tangible, valuable information prospects can pass along to other decision makers on their team
  6. 6. What Does Sales Enablement Content Look Like? o Blog posts o Guest-contributed articles o Whitepapers o Case studies o Infographics o Webinars o Email drip campaigns
  7. 7. What Does Sales Enablement Content Look Like? Blog Posts
  8. 8. What Does Sales Enablement Content Look Like? Guest-Contributed Articles
  9. 9. What Does Sales Enablement Content Look Like? Whitepapers
  10. 10. What Does Sales Enablement Content Look Like? Case Studies
  11. 11. What Does Sales Enablement Content Look Like? Infographics
  12. 12. What Does Sales Enablement Content Look Like? Webinars
  13. 13. What Does Sales Enablement Content Look Like? Email Drip Campaigns
  14. 14. How to Create Sales Enablement Content Tap into your marketing team. Make communication easy: o Slack o Regular meetings o Email chains o Leadership sync-ups o Brainstorming content ideas as a group
  15. 15. How to Create Sales Enablement Content Keep track of the following and provide answers to your marketing team in your meetings: o What sorts of questions do our leads most often ask? o What is it that we do that our leads find the most confusing? o What are the biggest reasons for leads passing on working with us? o What part of our process could use some sort of visual representation?
  16. 16. How to Create Sales Enablement Content Have sales and marketing work together to create this content. Content idea submission forms (Typeform) Sales call shadowing Knowledge sharing
  17. 17. How to Create Sales Enablement Content Have sales and marketing work together to create this content. Make sure you understand each other’s motivations. Build trust through team building. Align the goals of your marketing director with your head of sales. Share wins.
  18. 18. Specific Ways to Use Content for Optimal Success o To answer questions o As an excuse for follow-up o To educate leads about your product/service via a drip campaign ○ This helps prime them to be more profitable customers. o To showcase credibility via bylined content o To upsell customers into bigger packages o To set expectations and overcome objections o To educate other key stakeholders
  19. 19. Prospecting isn’t easy.
  20. 20. We keep doing more of the same. Text emails. Phone calls. Social messages. Too much noise and too many distractions Cold and impersonal Information consumption has changed
  21. 21. The Attention Economy is here. The average person receives 100 business emails per day. People watch 1 Billion Hours of video on Youtube per day. Almost 60% of company decision makers would rather watch a video.
  22. 22. So, how can you get their attention and introduce yourself?
  23. 23. By interacting with your prospects through video.
  24. 24. Why video works. Grab attention and evoke delight Form a genuine connection Make it personal (for real)
  25. 25. Vidyard GoVideo Create custom video messages. Connect with customers and prospects. Track each and every view.
  26. 26. Create Enable sales to easily create compelling & personalized video content. Selfie Introductions Put a face to a name and form a connection early on.
  27. 27. Create Enable sales to easily create compelling & personalized video content. Personalized Screen Share Use screenshare videos to capture more than just your pretty face.
  28. 28. Create Enable sales to easily create compelling & personalized video content. Meeting follow-up Stay top of mind, and respond to any follow-up items from your meeting.
  29. 29. Connect Put your video to work to form connections and drive action. Easily share your video Share your video through email, on social networks, or using your favourite apps.
  30. 30. Connect Put your video to work to form connections and drive action. Stand out with Thumbnails Add engaging video thumbnails to sales outreach to improve CTRs.
  31. 31. Connect Put your video to work to form connections and drive action. Add a call-to-action Make your video interactive and define a next step.
  32. 32. Understand who is engaging with your videos, so you can prioritize your follow-up. Track In-app Notifications Receive notification when someone watches your video. Advanced Analytics Obtain rich viewing data on how your content is being consumed.
  33. 33. Track Understand who is engaging with your videos, so you can prioritize your follow- up. CRM Integrations Access video view data without leaving your CRM.
  34. 34. Increase Your Meeting to Opportunity Conversion Rate ● Meeting-to-opportunity conversion of 200% ● 12.75% positive response rate ● Inspired her whole team to adopt personal video messaging Vidyard helped us increase response rates and reduce meeting cancellations from 50% to less than 10%” Lauren Wadsworth Global Account Development Manager Dynamic Signal
  35. 35. ● Cut Through the Noise ● Convey Your Message Precisely ● Vidyard GoVideo Is Impactful at Every Touchpoint Vidyard helped our team see 3X response rates and zero-in on the most engaged prospects.” Kyle Norton VP of Sales League Using Personal Video to Boost Response Rates
  36. 36. Resources: Influence & Co. ● The Content Marketer’s Guide to Sales Enablement ● The Ultimate Guide to Content Marketing for Lead Generation ● Set up a call! If you set up a call between now and November 22nd and decide you want to work with us, you’ll receive $500 off your first month of services! https://offers.influenceandco.com/vidyard-webinar-promo
  37. 37. Resources: Vidyard ● GoVideo: Create engaging presentations for clients, onboard new customers, keep your teammates in the loop, and more! https://www.vidyard.com/govideo
  38. 38. Thank you! Any questions? Brittni Kinney Ratliff Benny Hua

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