Using Video to Boost your Sales Pipeline Ellen Stafford, Vidyard at The Sales Development Conference 2017 September 21st, 2017 tenbound.com/conference

1. USING VIDEO TO BOOST
YOUR SALES PIPELINE

2. Ellen Stafford
Manager, Business Development
ellen.stafford@vidyard.com

3. 20,000,000,000

4. 20,000,000,000
videos viewed online everyday

5. “Video is a mega trend, in a
decade, video will look like as
big a shiH in the way we share
and communicate as mobile
has been.”

6. “There is a f**k ton going on in
video right now, and it’s the #1
way to capture the aSenTon of
your audience”

7. 71% of marketers say
video converts best

8. 27% higher click
through rate

9. 2 mins longer
on a page

10. 8x response rates

12. why?

13. Engages our minds
Touches our hearts

14. If a picture is worth
1000
words

15. A video is worth
1.8 million
words

16. Gives us the
feels

17. so…

18. Why are less than 1 of
3 sales team using
video?

19. State of sales today

20. The compeTTon

21. The compeTTon

22. Capturing and
retaining aSenTon is
hard

23. AutomaTon and
“personalizaTon”

24. Boost your sales
development with
video

25. Humanize sales

26. Video enhances your
exisTng outreach
channels

27. Day 1 – Hyper Personalized Video

28. Day 1 – Hyper Personalized Video

29. ProspecTng
Early Sales Cycle
Late Sales Cycle
Hand off

30. ProspecTng

31. Sample Cadence
Day 1 Day 5 Day 7 Day 10 Day 14 Day 18
Hyper-
Personalized
Video
Email
Hyper-
Personalized
InMail
No-Ask Email
Account Based
Video
Re-use Account
Based Video OR
Email
Phone Phone Phone Phone Phone
Social
Engagement
Social
Engagement
Up to 4x Video | Up to 3x Email| 5x Phone | 1x InMail | 2x Social Engagement

32. Hyper-personalized video introducTon
Personal introducTon
Build familiarity
Humanize your efforts

35. Account based video
One video for mulTple recipients
Use across a target organizaTon
Show and tell

37. Follow up video
Summarize call
Micro-demos, customer tesTmonials
Remove the roadblocks between you and
decision makers/influencers

39. “hand off” videos
Introducing key members of your team
ExecuTves, Account ExecuTve

41. Keep in mind…

42. 1. Your thumbnail
2. Tone, body language
3. AuthenTcity

46. What if they watch my video?

47. • With video, you get insight into
whether your prospect has
actually consumed the content
• Pick up the phone and make a
call
• PrioriMze your hoNest
opportuniMes and leads
Got a view. Now what?

48. Video is hard. Video takes
too long. I’m not good on
camera.

49. Rolling out video

50. 1. Team buy in
2. Create and send videos internally
3. Video cerMficaMon – pitch perfect
4. Track, measure and reiterate
5. Ongoing video coaching
Roll out plan

51. QuesRons?

52. • Select slide layouts from the top leT menu > Select the arrow to the right of “New Slide” >
Select layout
• Change Rtle page background in document Master Pages > View > Master > Slide Master
• Remove layouts that go unused
• Drag photos into empty placeholders
• Beware: DeleMng all content pages will delete document master pages (program bug)
• Bugs to kaMe@vidyard.com
• 3x4 version coming soon!
Vidyard 2.0 Template V1.1

53. Basic Table
Basic Plan Professional Popular Xtreme UlRmate
First Service First Service First Service First Service First Service
- Second Service Second Service Second Service Second Service
- - - Fourth Service Fourth Service
- - - - Fi`h Service
$49 $99 $149 $199 $249
Right click on the table to add/remove columns and rows

54. Right click on the diagram to add/remove shapes
Process
Think Sketch Work Deliver

55. Editable Graph
0
1
2
3
4
5
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1 2 3 4 5
Right click on the diagram to edit data in Excel or change chart style

56. Device Library
Copy and paste images to desired slide