Lots of sales professionals are capitalizing on the value of video as a sales training tool. In fact, video’s impact is being felt even before the beginning. In other words, video as an onboarding tool is paying dividends even before a sales rep starts calling on clients by smoothing their entry and integration into the company.
Once new salespeople are on board, it’s in everyone’s best interest to get them on task—as soon as possible. The name of the game is sales force productivity, and the quicker you can train and aim new reps, the better. Again, video to the rescue.
Clearly, video is playing a central role at the front end—getting new sales reps introduced to the company and streamlining their training. But savvy sales teams are also finding ways to leverage video at other points within the sales cycle.
1. Lead scoring and qualification. While you can use research papers, white papers and the like to capture prospects’ contact info, video’s sophisticated tracking options mean you can look a lot deeper. “Videos allow you to look deeper to monitor not only WHO is viewing your content, but also WHAT they’ve watched and WHERE and WHEN they saw it.”
You can even know which parts of your video were watched for how long and if the video was shared. All of this adds up to valuable insights to help you pinpoint which prospects are the most likely to buy.
2. During presentations. What better way to showcase your product and nail the messaging than to share a powerful clip of video? Depending on the content of the video, it can take the pressure off of the sales rep, provide a nice change of pace during a presentation, and showcase your product or service in a way talking and physical demonstration simple can’t.
3. Communication after the sale. Okay, almost everyone sends a follow-up communication after a presentation from the sales team. Predictably, most of these are emails. But why settle for predictable? Sales teams who want to separate themselves from the crowd are using video, it’s a great way to personalize post-sale conversations. Use it to share helpful research, explain services, demo products or video with a presentation deck, to do just that.
Video is gaining traction in sales training, but why stop there? Why build fences around video’s value? Look for more ways to use it throughout the sales cycle.
Love the idea of using video during sales presentations?
Check out this motion graphics video we made for Stryker.Watch the video now!