Nimesh and I took a big bet on video 5 years ago and we’ve learned a TON along the way. Like the saying goes, it takes a village to raise a child, and it’s taken a village to build this company. We are so grateful to our team (present and past), customers, investors, advisors, partners, families and friends.

5 Things We’ve Learned Along The Way

1. Video is here to stay! Even if you’re not using it (what’s taking you so long!), you’re definitely consuming it. And we love the growing appetite businesses are having toward video in sales.
2. Don’t give up! Everyone is looking for a quick success, but it’s the long game that’s most rewarding and demonstrates the real winners. You may stumble along the way (if you didn’t, you’re not taking enough risks!), but if you can weather the storm, you will eventually see the most beautiful rainbow.
3. Be courageous! Startups are not for the faint of heart, they are full of risks and uncertainty. However, they are also an opportunity to flex your “muscle” and make bold, courageous and defining moves in your life. And often times, that’s when things get exhilarating and fulfilling.
4. Surround yourself with amazing people! Life’s too short to dread where you work. Find a team that inspires you…and that you can inspire…and then do amazing things together.
5. Don’t limit your thinking! Bill Gates said, “Most people overestimate what they can do in one year and underestimate what they can do in ten years.” We feel the same way Bill. We hope we can continue to amaze all of you over the next 5 years.

Happy Birthday OneMob!

We are so excited to see OneMob sponsoring AA-ISP Leadership Summit (LS2019) in Chicago April 16-18.

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If you’re an inside sales professional, this is the event to attend. Learn more and register here: https://lnkd.in/g_MT5VU Promo code: OneMob$100

We can’t wait to show you what we’ve been cooking!

The AA-ISP LS2019 is the Inside Sales Leadership Event of the Year! As the world of sales advances, the skills of our leaders must follow suit. Data analysis, technology, sales skills, prospecting tools, personalization, artificial intelligence and (most importantly) leadership, are just a few of the activities and goals that leaders are focusing on each day. LS2019 will help leaders prioritize their own mission for their team and organization while also focusing on personal leadership development.

In 2006, Salesforce had a grand vision to turn their CRM into a platform. As powerful as their CRM had become, there were always specific request that would arise from customers. So instead of Salesforce building everything, they opened their platform to partners to build native and composite integrations that would run seamlessly in Salesforce UI, while providing their customers with a new array of features and benefits. Salesforce benefited by quickly expanding their footprint via partners…and partners benefited by accessing their valuable customer base…and customers benefited by having new capabilities all in one place. It truly was a win-win-win. I was fortunate to be part of this team and we ultimately built the Salesforce AppExchange from an idea to over 2000 apps. 2 years later Apple would release their App Store.

Fast forward to today and there are more platforms becoming the home for the modern sales rep. One in particular is Outreach. Outreach, the leading sales engagement platform, automates and prioritizes customer touch points throughout the sales process, resulting in increased productivity for sales teams. Thousands of customers rely on Outreach to transform the sales process, drive collaboration between sales and marketing, and deliver higher revenue per sales rep.

OneMob has partnered with Outreach to allow sales people to record a personal video and create a web page of content that can be delivered in their Outreach sequence. The end results will 1) make Outreach more personal and effective, resulting in more responses and opportunities and 2) provide sales people with real time insights around which content is being consumed by the buyer during their journey. Additionally, all this OneMob engagement data can be tracked to your Salesforce or MS Dynamics CRM, enriching your customer database.

Today, OneMob will be redesigning their current integration to work with the new Outreach Galaxy to greater improve efficiency and effectiveness. On average, customers engage with 11.4 pieces of content prior to making a purchase (Source: Forrester). When we learned this, we immediately knew the sales rep’s voice was missing from all this content. We know sales reps are looking for the most human and efficient way to get in front of their buyer and provide the right content, context and call to action. This is why we designed OneMob to give sales reps a simple way to record an engaging video (context) from your mobile phone or computer, pull together marketing approved assets (content) and add the necessary steps (call to actions) to move their buyer along the path to purchase. Partnering with Outreach Galaxy allows sales reps to streamline this process in one place.

Take advantage of the OneMob Outreach integration today.

We know there’s A LOT you can do in OneMob, so we will be releasing quick tips regularly to help you get the most out of OneMob. Bookmark www.onemob.com/tips so you have easy access to this page.    

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2019 is in full swing, so we want to help you use our top features to get the best results.

1. Green Screen: Anyone can record a video, but if you want your video to STAND OUT…use a green screen. OneMob will let you choose any video or image, and make it your custom background. All you need is a green screen and OneMob.
2. Script Teleprompter: Don’t wing it, use our scripts to stay on track and perfect your pitch. Just write it and read while recording.
3. Screen Record: Need to show a demo or presentation? Use OneScreen to record your screen with or without your face showing.
4. Document Tracking: Now that you have their attention, find out what they are looking at with our document tracking. OneMob will track which of your PDFs are being viewed and for how long. Just upload, add to a page and send.
5. Import Contacts: Build your email group in seconds with our contact importer. Upload a CSV or import directly from Salesforce (requires Salesforce add-on).
6. Schedule an Email: Not quite ready to send? Don’t worry, just write your email and Send Later. OneMob will schedule your email to go out at the desired day/time and alert you when there’s engagement.
7. Mail Merge: Using another email client to send like Eloqua, Mail Chimp, Outreach, Salesloft, etc.? Create a link instead and use our Mail Merge feature to put OneMob in your other tools. OneMob will still track all the engagement back to your CRM.

Learn how to use the features above here. As always, let us know your feedback!

Selling is an art. But even the best masterpieces start with a foundation, outline or framework. Selling is no different. I believe those 3 pillars are:

1. Content
2. Context
3. Call to Action

As you think about your selling strategies for 2019, I recommend you think about your foundation and optimize your technology accordingly. The right foundation will not only equip your sellers for success, but it will combine the right departments in the organization to work together. Because selling is a team sport, especially B2B selling.

Content

Content is King! If there’s one thing we can learn from Hollywood, great content wins. Even as Netflix, HBO, Amazon Prime, and many others battle it out for consumer mindshare, it’s the engaging content that gets consumers to return (or binge watch all night). Same is true with selling, buyers are looking at content to help them make their purchase. These 3 stats say it all:

1. 82% of buyers viewed at least 5 pieces of content from the winning vendor (Source: Forrester)
2. 94% of B2B buyers view multiple pieces of content from the vendor they ultimately select (Source: DemandGenReport)
3. On average, customers engage with 11.4 pieces of content prior to making a purchase (Source: Forrester)

As a seller, content should be as important (at least top 3) as the CRM/tools you use to do business. And if your company is large enough, you should be leveraging your Marketing team to give you access to the latest, greatest and most relevant content.

But let’s be honest, what really happens? Tell me if this sounds familiar.

1. Seller finds some random PDF/PPT or web link, and sends it blindly to a buyers (expecting it’s some magic bullet to seal the deal)
2. Marketing has no idea what sellers are using and if it’s even the latest and greatest
3. Seller and Marketing have no idea if buyers even looks at it

As a result, you buyers have no context with all the content being shared. Buyers are busy, and it’s not realistic to expect them to make sense of all your content out there…without context. This is an opportunity to start working smarter, not harder. More on that later.

Context

Context is relevance. If the buyer doesn’t see WIIFM (What’s in it for me?), they are going to move on. The best content in the world can mean diddly-squat if there’s no context for the buyer reviewing it. So how do you provide context. Well, ideally you do that in person. This is why it’s rarely a good idea to send over a PPT cold. You need to add a storyline. You could attempt to write that out in the email, but that’s going to be too long and likely won’t be read.

So if you can’t be there in person, be there virtually through video. Video is a fantastic medium to add context such as:

1. Who you are: If you’re asking for money, at least have the decency to tell the buyer who you are
2. What you want: Time is precious, tell the buyer what you want and…
3. Why should the buyer care: Remember WIIFM…yes, this is about the buyer, not you
4. What next: What do you want the buyer to do next if interested

So you’ve put together the perfect content, and you’ve added some personal and engaging context. Last but not least, you need a call to action.

Call to Action

Call to Action is the close. It may not be the close of sale, but it should be moving the buyer in that direction. Ask the buyer what you want (remember, if you don’t ask, you won’t receive). But the ask needs to match the content and context. If you’re just starting the dialog, maybe the ask is to register for an event or book a time to meet. If you are further along, maybe it’s to review and approve the order. If this is post-sales, maybe it’s to review the 30-60-90 day rollout plan. Always have a call to action (unless it’s a purely informative message) that’s appropriate to the state of the buyer journey.

Summary

By 2020, customers will manage 85% of the buyer’s journey without interacting with a single human being (Source: Gartner). This means that content will only become MORE important, and so will the need for context and call to action. And remember, 80% of buyers want to continue to receive content after a sale is completed (Source: MarketingProfs), so this approach will help you in both net-new sales and support/renewals/growth.

If you’re looking for a platform to provide your sales, customer success and marketing teams a way to quickly pull together content, add personalized and relevant context, and display engaging call to actions, check out OneMob. OneMob allows sellers to pull together multiple pieces of content on a single company branded web page, add a personal video for context, and display multiple call to actions to elicit a response from your buyer. Every action made from the buyer is tracked, so the seller (and Marketing) know what content is being viewed, by who, and for how long. And all these activities are automatically logged back to your CRM like Salesforce and Microsoft Dynamics.