OneMob Sponsoring AA-ISP Leadership Summit

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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.

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OneMob to Join Outreach Galaxy and Enhance their Integration

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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.

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Top OneMob Features to Use in 2019

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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!

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Content + Context + Call to Action

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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.

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Looking back at 2018 and toward 2019

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The last 3 months of the year always go by so fast. As we start to close out 2018, we are reminded of some of the amazing accomplishments we’ve had this year. Here’s our top 5 list and a couple predictions of what’s to come…

#5 – This was very surprising, but we were invited to the Emergence Capital Founders’ Forum to learn how they are helping some of the largest and fasting growing companies in the world (Salesforce, Veeva, Box, Zoom, Yammer, and so many more) build out their sales and marketing GTM strategy and team. They speak to 2000 CEOs each year and only invite 20 (1%) to this exclusive event. It was a company honor and we learned a bunch of valuable insight. Thanks you Emergence Capital!

#4 – One of the best things about enterprise software is that it’s a collaboration game. No one tool can do it all (and if they say the can…I’d keep looking). OneMob is no exception, we add value in certain places and lean on others to complete the flow. We are so thankful to our official (and unofficial) partners including Salesforce, Vengreso, Cisco, Microsoft, LinkedIn, Box, Google Drive, Dropbox, Outreach, SalesLoft, DialSource, Zoom, Conversica, ZipWhip, FEVO…more to come. We look forward to delivering the best enterprise platform together.

#3 – Sports has become a material vertical for us. OneMob is now used by 30% of the NBA and 20% of the MLB. We have already started to expand to other leagues including NFL, NHL, MLS and more. People go to sporting events to make experiences and memories…and Sports Sellers are seeing video as an effective way to sell the experience, not the ticket.

#2 – We released so many amazing features, here’s just a sample:

  • Document Tracking (send and track any document)
  • Record Face and Screen simultaneously with OneScreen (even on top of full screen PowerPoint)
  • Integration with MS Dynamics (we already integrate to Salesforce)
  • Email Scheduling
  • Advanced Video Editing on the Web, including Green Screen and Trimming
  • Content Security Control (i.e. password protection and expiration dates)
  • Mail Merge (use OneMob in any 3rd party emailing tool, while still tracking all viewer engagement) – check out our SalesLoft and Outreach integrations
  • Video Approval (setup approval workflow before videos are used publicly)

There are so many more to list and enjoy. Feel free to learn more here.

And #1 is OneMob makes Top 100 Fastest Growing Private Companies in the San Francisco Bay Area. We worked hard to secure our first ELA with a fortune 100 while achieving near profitability in 2018. To be placed in this list with so many amazing companies is such an incredible honor. We at OneMob are so grateful and even more motivated to continue to provide you the best video and content platform.

So What’s in Store for 2019?

Let’s start with 3 things because you know things always change.

  1. Enterprise software is always consolidating and we see this as an opportunity to evolve and grow. Look for our platform to truly become more than just video.
  2. We are moving away from self-service individuals to focus on team and enterprises. This will allow us to tailor our roadmap to features and benefits for teams of 10 users or more.
  3. Finally we want to improve the gap between Sales and Marketing. Many OneMob users are in Sales, but they lean heavily on Marketing to make content. OneMob is focused on building a product that provides: Content (Marketing) + Context (Sales) + Call to Action (Results)

Enjoy the rest of 2018 and have a great 2019!

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Sports, Video and Selling

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10% of all TV watched in the US is sports. You could argue it’s probably higher since a lot of news involves sports highlights too. That being said, it’s no wonder that video and sports go hand in hand. Sporting events are an experience. You go to make memories, be united with your common fans, and hope for the taste of victory. With something so visual, you’d expect the entire business to embrace video. Well, it’s definitely starting to…

When most people think of selling, they think of selling a product or service, not sports tickets. However, selling tickets, corporate sponsorships, premium seating, etc. is BIG business and every sports team and arena sells them. Personally, I think they have a leg up because they sell more than a ticket, they sell an experience to something fun, exciting and captivating. Many of their buyers are raised growing up watching their players, coaches, victories, and defeats…there’s a very strong connection out of the gate. But, how do you present that experience when selling? Email…Phone? Nope. Go with what they are already consuming…Video!

When we start working with teams like Sacramento Kings, SF 49ers, Oakland A’s, Chicago White Sox, Colorado Rapids, Miami Marlins, NY Jets, and more, we stumbled upon a great industry to bring something new, like video selling, to something engaging: sports! But with any big change, you need to take a step back and think about your approach to make sure you can see tangible success. Here are the 4 recommendations when leveraging video selling with sports.

1) Embrace change

Like any technology purchase, most of the effort is change management and enabling your organization to adopt new ways. Video is no different, and definitely requires a “lead by example” approach. This should start from the top with executives and management fully embracing the need to leverage video as a way to outreach to clients. I even recommend leaders use video to update and communicate to their team, especially if distributed. If reps see their leaders sending videos, reps will follow suit.

2) Leverage your brand

As mentioned before, sports is already a captivating past time. Leverage this in your videos. Seeing a video from a rep is one thing; seeing the same rep record a video but include the team logo, or the team arena, or maybe even include some of the team players/coaches, that’s takes your video game to a whole new level. Imagine receiving a video that included behind the scenes rooms/lounges in the arena, or included a player/coach asking you to attend an upcoming game, that will definitely elicit a response.

3) Start small

You may think video for reps is easy to rollout, because most of them are already recording videos today. They are sending videos to their family and friends using platforms like Instagram, Snapchat, Facebook, WhatApps, etc. However, the moment you ask them to use video in a business setting, things change. That’s OK. Change is good, but it’s best overcome in small steps.

I recommend start small and pick a specific use case. Perhaps you have an upcoming event and you want to drive attendance, start with that. Rally the team around this one use case, discuss the video you’d like the reps to record, have a script prepared to help with recording, add content and call to actions on the page to accompany the video, and give your reps enough time and motivation to try this first campaign. We already know sending a video in an email increases click through rates by 96%, so now you’ll be able to see those benefits as well.

4) Measure and iterate

Finally, take the first use case you decided to start with and measure the results. Explore the analytics to understand what worked. Was the video too long? Did you elicit the response you expected? Was you supporting content engaged? All of these questions will help you create better videos, content and pages going forward. Remember, if make a phone call and no one picks up, that doesn’t mean you give up on phone calls. The same is true with video. Experiment, analyze and iterate to find the perfect use cases for your team. Happy video selling!

You can see a demo and numerous examples of how sports leverage video to help sell the experience hereFacebooktwitterlinkedin

3 Reasons Why Hollywood & Green Screens Can Make You a Better Business

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If you’ve ever explored video for your business, then you’ve most likely heard of green screen. This is where you record in front of a literal green screen, then use a video editing software to replace the green screen background with something else. This is used extensively in Hollywood.

But the benefits Hollywood sees are benefits your business can have as well.

 

1) Control

One of the primary reasons Hollywood directors use green screening is because of control. Green screens allow you to control the look and feel of the shot to ensure the director gets exactly what they intended.

Much can be said with sales and marketing, it’s so important for businesses to control the look and feel of their content and ensure it’s delivered in the best light. With green screening, you can take a mundane video and transform it into something engaging and within the control of branding.

 

2) Cost

What do you think is cheaper, using green screens to simulate your actors are in Las Vegas or flying your cast and crew to film in Las Vegas? The answer is obvious. Green screens save Hollywood a ton of money when filming and this benefit can be seen in other businesses too.

Imagine you rep wants to make a personal message for a client and they want more than just “Hi FirstName.” Video is a great way to make a message personal, and green screening puts that message on steroids. That same rep can record that video “in front” of their clients’ lobby, office, or LinkedIn profile; the background possibilities are endless. And your reps never need to leave their office or home! All they need is a green screen.

 

3) Convenience

The final reason is time, which arguably is one of the most valuable resources we have. Trying to weigh effort vs. outcome is always on our mind, and the nice thing about green screening is it’s very convenient once you have one and you have the right tool.

iMovie is one of the easiest video editing tools I’ve ever used, you can literally edit a video on your iPhone. Apple is the master of simplicity. However, applying a green screen is another story, you really have to no what you’re doing and be tech savvy.

That all changed today. OneMob has made green screening as simple as 3 steps:

  1. Record a video in front of a green screen (nothing fancy, can literally be a green screen, sheet or poster)
  2. Upload into OneMob
  3. Pick a video or image background and apply.

Check out this quick demo. All you need is a computer (Mac or PC) and an internet connection to get started.

 

Allowing reps to be creative in ways that give sales and marketing control, while saving your company money, AND is convenient for the reps is a win-win-win! I encourage every organization to bring Hollywood into your business… Your customers will applaud you. Learn more about OneMob green screening here.Facebooktwitterlinkedin

Leave a Video, not a Voicemail

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As a sales guy, my relationship with my phone is truly love/hate. Don’t get me wrong, nothing is better than making a call and getting the buyer to pick up so you can finally get a straight answer, but the reality is they rarely pick up! In fact, 97% of phone calls go to voicemail and according to InsideSales.com, the average voicemail response rate is 4.8%. The odds are not in our favor.

Let’s face it, people hate unsolicited calls, that’s why you get the voicemail to begin with. And why would you expect the buyer to respond if they never even listen to what you have to say? Sales leaders are always looking to increase call time with their reps, but we think there’s a better way than just cold calling. Email is great because it’s less intrusive than a cold call, but how do you make an email personal and human? The answer is Video!

According to Syndacast, including the word “video” in an email subject line will show the following email improvements:

  • Boost open rates by 19%.
  • Boost click-through rates by 65%.
  • Reduce unsubscribes by 26%.

Video makes your email stand out and provides an opportunity for you to be remembered. Furthermore, video engagement can be tracked, so you can actually KNOW if the message was heard, something you don’t get with voicemails.

So our recommendation is to use phone, email and video together. Instead of leaving a voicemail, record a generic video (leveraging your existing voicemail script). Then when you make the call, if no one picks up, send a video email instead. You’ll be happy with the results.

BONUS: If you use Salesforce, check out our video voicemail demo:

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Happy Birthday OneMob – You’re 4 Years Old!

Facebooktwitterlinkedin4 years ago, we started OneMob to make selling more personal with video. Even though a lot of time has passed, buyers are STILL looking for a personal sales experience. I’m so glad we’ve stayed true to that mission and love the expansion our team is making. To celebrate our 4th birthday, we’ve released some updates to our website, we hope you like them.

To our employees, customers, investors, partners, advisors, families and friends, I thank you for all your support and loyalty. And to all of our users, you are true pioneers who have co-created this video revolution with us and we are excited to see what more you can do. We’re just getting started. Happy Birthday OneMob!

Of course, this update would not be complete without a video, so here’s the latest on our thinking.

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