This year at the Health IT Marketing and PR Conference (HITMC), Clarity Quest CEO Christine Slocumb presented on the how to shorten sales cycles - and she wasn't monkeying around.

1. Get Speedy:
Shortening Sales Cycles
with Video Personalization
HITMC
April 2017

2. Clarity Quest: Agency Overview

4. Long Sales Cycles

5. Health IT Purchasing Decision Makers

6. Proven Ways to Shorten Sales Cycles
1.Disqualify more than qualify.
2.Talk to the right person.
3.Build consensus.
4.Increase trust and credibility.

7. Segmented emails
Need-based offers
Website personalization
ABM ad targeting
Group content targeting
First Personalization Efforts

8. Companies Shy Away from Video

9. Videos Drive Buyers to Take Action

10. Videos Get C-Level Interaction
Source: Consensus (goconsensus.com)

11. Why So Few Videos?
Take too long to produce
Expensive
Not easy to update
Can’t agree on
subject/theme/messaging

12. Our First Experiment with Personalized Video

13. Why A Personalized Video Platform?

17. Video Platform Stats

18. Video Stats: Vertical Interest

19. Video Analytics: 4 Months Post-Launch

20. AdvancedMD Personalized Demo Success

21. Shortening the Sales Cycle with Video
Using the word “video”
in an email subject
lines boosts open rates
by 19%.
Target a company or
individual, not just a big
sector.
Use video in sales
and marketing
workflows.

22. Keeping Video Production Costs Down
Produce Internally: Go Animate
Starting at $299/year
Low-Cost, Semi-Custom Video
Based in Utah
Free Videos with Annual Consensus
Platform Subscription

23. Video Personalization: Lessons Learned
Don’t gate or
personalize too early
Watch music
volume
Homepage might not be
ideal location for videos

24. Questions?

26. Thank You.
@CSlocumb @CQMarketing