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. 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.
  • Video For Sales Enablement

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