Chris Ortolano and Steve Richard break down why you should be using video in your sales cadence plus tips for making a good video is less than 60 minutes. Video examples: Gunjan Marwah, Vidyard - https://youtu.be/FZYAiNhvKXw Jason Dhami, Dooly - https://youtu.be/ganICeWPep0 Ryan O'Hara, LeadIQ - https://youtu.be/auKKXo3TxHA

1. CALL CAMP™
Stories in Focus: Unlocking the Power
of Video in Sales
June 27th, 2018

2. Why Video?
Video selling is no longer an outlier,
it’s a game changer.
@ExecVision_io @salesnerdo #CallCamp

3. Steve Richard
CRO, ExecVision
@SRichardV
@ExecVision_io @salesnerdo #CallCamp
Your Guides
Chris Ortolano
Founder, SalesStack
& Outbound Edge
@salesnerdo

4. Questions or Comments?
Tweet us #CallCamp
@ExecVision_io @salesnerdo #CallCamp

5. How to Narrate a Screencast
● Do some 3 x 3 research to know your buyer
● Open one or more browser tabs to reference
● Tape your talking points above your camera
● Practice the talking points as you scroll down each tab
● When you’re ready, record and go with the first take
● LEAD with rapport, SHOW how you add value, THEN ask
@ExecVision_io @salesnerdo #CallCamp

6. How Gunjan Marwah
with Vidyard used
video selling to
prospect Execvision
@ExecVision_io @salesnerdo #CallCamp

8. Discussion: Time block
30 minutes and commit
to 1 or 2 vids each day!
Live Audience QA
@ExecVision_io @salesnerdo #CallCamp

9. ● Scroll down a LinkedIn profile
● ID common concerns and build rapport
● Introduce the problems you solve
● Reference key customers
● Bonus: mention outcomes they have
achieved using your product / service
Video Selling & Storytelling
@ExecVision_io @salesnerdo #CallCamp

10. How Jason Dhami
with Dooly used
video selling to
prospect Execvision
@ExecVision_io @salesnerdo #CallCamp

12. Discussion: Creating a
compelling narrative
without much effort
Live Audience QA
@ExecVision_io @salesnerdo #CallCamp

13. ● Start with a short, persona, selfie
● Build rapport add value, then ask
● Bump first for second touch
○ Thoughts on video below?
● Add account based, stripline vids
Using Video in Outbound Sequences
@ExecVision_io @salesnerdo #CallCamp

14. How Ryan O’Hara
with LeadIQ used
video selling to
prospect Vorsight
@ExecVision_io @salesnerdo #CallCamp

16. Discussion: How top
video selling BDRs set
meetings on first and
second touches!
Live Audience QA
@ExecVision_io @salesnerdo #CallCamp

17. ● Overthink it
● Say “I don’t know how”
● Pitch features and benefits
What NOT to Do with Video
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18. ● Produce your vids the day before
● Refer to the vid in the email,
voicemail, and social touches
● Focus on your buyer, and engage
with visuals, narration, and
scrolling text. Make it dynamic!
Video Pro Tips
@ExecVision_io @salesnerdo #CallCamp

19. Questions or Comments?
Tweet us #CallCamp
@ExecVision_io @salesnerdo #CallCamp

20. ❏ Personalize your videos for higher conversions
❏ Build rapport, add value, and then the ASK
❏ Always establish context before asking for the
meeting. Don’t push features and benefits!
❏ Be your honest, authentic, and sometimes
imperfect self. Little mistakes are human!
What We Learned
@ExecVision_io @salesnerdo #CallCamp

21. ❏ Don’t wait as video is hot new play that will
be more and more common in 2019
❏ Don’t hesitate to get started, you will learn as
you go and get better along the way.
❏ Your buyers will absolutely love you for
taking time to personalize your videos
Call to Action : Video!
@ExecVision_io @salesnerdo #CallCamp

22. SalesStack
Join the SalesStack community
on Slack & catch their weekly
video workshops at the link in
the chat box.
SalesStack.io
@ExecVision_io @salesnerdo #CallCamp

23. ExecVision
Visit our resource center for
more great sales insights
www.execvision.io/resources
@ExecVision_io @salesnerdo #CallCamp