Sacramento Kings: Selling Experiences, Not Just Tickets

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Though emails have been a true and steady method of communication since the 90s (and phone calls much longer), it has lost much luster since then. Many emails go unanswered or lost, due to its very nature; in our fast-paced digital era, text based communications are not only stale, but it fails to capture the audience.

To tackle this issue, Phil Horn, VP of Sales for the Sacramento Kings, turned to videos as a solution. In an interview with Phil, he recognizes the problem: “Days of cold call or simple text based emails… it’s hard for those things to stand out”. “With something like a video, you quickly get something that is like, ‘Oh, what is that? That’s different’.”

Pioneering Video Communications

In the past 8 months that I have worked here at OneMob, I was time and time again impressed by how the Sacramento Kings have taken video engagement to the next level. In many ways, the Kings have pioneered the methods for an effective communication in the sports and entertainment industry using OneMob. From leveraging GIFs on the landing page to adopting green screen for their video, they stay faithful to their sales philosophy, “[Finding] the best way to have a conversation with each individual client”.

But that’s not all. When we say OneMob is a “personal video engagement platform”, the Kings understand that the key word here is “personal”. Click the videos below to check out some real examples.

 

Personalized Team Video

Trevor Salyers accredited Laura Lombardo for the awesome idea to create a team video. Each member would introduce themselves to clients as their personal Membership managers, while leveraging the team video to deliver important information and provide a warm welcome to the Kings family.

 

Down to the Seat

Travis Case created a video showing his client exactly where they’ll be seated, and a glimpse into the view they’ll have during the game!

 

Checking In

Cooper Farrer:

“I like the aspect of being able to check in every now and then and just give them personal messages about what is going on and quick updates about the team.”

 

Why OneMob

So why do they use OneMob? I asked Travis Case from the Sacramento Kings, who responded:

“OneMob has allowed me to be able to connect visually by linking our brand with local businesses in the community […] [and] the ability to put a face to the name […] it’s not just a transactional moment, it’s an emotional moment […] moment of opportunity we were able to create. All of that has been extremely helpful by the landing page […] the landing page allows me to put clickable content in there, all the while being able to track it while my clients look at it.”

Want to take advantage of what OneMob has to offer for your sports team? Sign up now for our one-week free trial, or contact us at sales@onemob.com.

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Video Games: The New Sales Contest

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Video Gamification

What’s the fastest way to boost revenue and grow your business? The trick is to tap into a powerful resource that you already own- your sales force. But when your employees are disengaged in the workplace, as 32% of U.S. employees aretheir full potential goes untapped. And as any manager knows, when their team lags drive, performance suffers. But in today’s data-rich, highly mobile and tech-savvy workplace, B2B representatives need unconventional and challenging training programs to motivate them, now more than ever.

As a team leader, it’s your job to keep your employees engaged. Maybe numbers are dipping or you need a way motivate CRM adoption, which is crucial in driving pipeline visibility and predictability. You’ve surely heard of or tried gamification, a concept which has gotten a lot of buzz lately. When reps get excited about competitions that align with their goals, that reward the right behavior and that set challenging but realistic benchmarks, gamification works wonders (inside sales), engagement and performance improves. By incorporating technology, leaderboards and metrics into their competitions, Sales leaders are finding success in reinvigorating their reps. A little friendly office rivalry in the already competitive sales pit helps take motivation up a few notches.

Benefits of Gamification  

  • Increase engagement during a training program
  • Drive adoption of training resources, new programs, or CRM software
  • Gain better insight into practices that are effective and ineffective
  • Inspire collaboration when reps share best practices with each other
  • Grow revenue by encouraging competition and shared goals
  • Create a culture of recognition and praise within a team

 

While we’ve shown you how video is helpful in onboarding and educating employees, it can be a real game changer when it comes to gamification. We’ll show you not only how OneMob engages reps through video, but measures their performance as well- giving reps and managers alike actionable insights.

 

Run a Successful Sales Contest with OneMob

  • Recording the Best Video
    • Video allows reps to try out different approaches, and really see how they look and sound. Challenge them to make the most creative introduction, or the compelling break-in video. See who makes the best follow up to a cold call, or see who can revive the most dead leads
  • Customizing Player Page
    • Creating different video player page layouts lets reps figure out what — works best for them. Testing out different combinations of content types, external buttons, and CTA messaging let’s reps experiment to find what approach works best, and in what situation. Experimenting with different email subject lines and video thumbnail images helps reps determine what gives them that extra advantage.
  • Sending Internally & Externally
    • By asking reps to send their best pitches, managers can instantly provide direct feedback with a response or a follow up example. Or, reps can send to their prospects, and A/B test their different video/layout combinations to see what resonated best.
  • Tracking & Analytics
    • Managers can see how their reps are performing based on the metrics that matter most to them. Number of email opens, watches, button clicks and responses are all automatically written back into the rep’s individual Salesforce accounts, and tied to existing Opportunities. Over a longer period of time, managers can easily determine which accounts got (the most videos/ highest video watches) per rep, or who closed the most deals with video.

To be successful, contests must not only be motivational and moral boosting, but efficient and effective as well. Whatever your approach, make sure that it addresses key business objectives, is data-driven and can be managed in real-time within your CRM. With the OneMob platform, you can be sure all three of these requirements are met. To help your reps to embrace their full potential through video, contact us to get started.

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How to Record a Killer Personal Video (On Your First Try!)

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At OneMob, we know a thing or two about creating videos. We use them in all aspects of our business communication, and have had plenty of practice in front of the camera. But when it comes to making personal recordings, we know not everyone is privy to the selfie game. Here are our best practices for recording professional and flattering personal videos. Take it from us, the guys who know how to sell ourselves with video

Preparation is Key

  • Know Your Audience: It’s important to know who you’re talking to, and what your message is. Whether it’s a cold video or a friendly follow up, adjust your tone accordingly. Keep in mind not only what you want to convey, but what you want action you want your recipient to take.
  • Practice Makes Perfect: Performing a practice run helps. Write a short script or make a list of talking points if you need help staying on track or a prone to rambling. OneMob’s script field in our web app recorder allows you to do just that, so you don’t have to look beyond your screen.
  • Dress for Success: Less is more. Stick to simple, sleek attire while avoiding logos and busy patterns.

*Insider Tip: “Avoid wearing the same colour as your surroundings, which are usually either black or white. For example, if you’re wearing a black shirt against a black backdrop, you run the risk of being a “floating head”. Stick to solid neutrals and blues. – Madeline, Marketing

  • Prepare Your Surroundings: Whether you’re in a studio or a cubicle, make sure your area is optimal for recording both from a lighting and sound standpoint. Reduce surrounding noise. Avoid backlighting, direct lighting or sunlight on the face, as that tends to wash/darket out the subject. For best results, have light diffuse from both sides of the subject, and not directly beating down

*Insider Tip: “Turn on “Do not Disturb” to disarm incoming notifications from distracting you while you’re recording.” – Sati, CEO

Action Time

  • Choose Your Equipment: The good news is that you no longer need professional equipment to produce great quality videos. With better resolutions and faster recording speeds, smartphone cameras are doing the job just fine. Set up a tripod, or take your recording on the go with a selfie stick. If you’re using your computer, choose a flat, stable surface.

*Insider Tip: “No tripod? No problem. Open your laptop, and stand your phone up on the keyboard, against the screen for a stable recording area. Tilt your computer screen to adjust the angle – and watch out for double chins! ” – Kyle, CSM Lead

  • Frame Your Shot: Next to lighting, framing is the most crucial step. When recording, 1) Set the camera about 16 inches in front of your face, directly at eye level, 2) Frame your shot medium to close-up, closing in on your head and shoulders and 3) Tap your phone screen to make sure you’re in focus.
  • Body Language: Even if it’s you’re just doing a head shot, body language is crucial. Sit or stand up straight and avoid any sudden hand movements. Speak clearly at a normal pace, enunciate your words and smile. Lastly, don’t forget to blink or breath!
  • Keep it Short When it comes to a personal recording, keep it short and sweet. Nobody wants to look at a talking head for 10 minutes. The videos that get watched the longest are about 15-30 seconds long. Especially when viewers are watching their videos on mobile, brevity is key to keeping viewers attention.

 

Post Production

  • Edit the Length: If you’re recording on mobile, trim the beginning and end of your videos to cut out the awkward finger touches when pressing the recording button.
  • Choose a Thumbnail: Select a good frame for a compelling thumbnail image, which will be the first impression of your video.
  • Apply Special EffectsOneMob allows you to use Instagram-like filters with character and text overlay, so you can get creative and make your video as personal as you like.
  • Create a Custom Player Page: We know that it’s important to personalize beyond the video itself and into the viewing experience, which is why you can now customize the content of your video player pages in our web app. 

*Insider Tip: “Hold a smile during the first few seconds and again the last few seconds of your recording. Then, when you go to select a thumbnail or title image for your video, you aren’t stuck with frames of blinking eyes or an open mouth.” – Nimesh, COO

 

As you can tell, there’s a lot of thought that goes into creating the perfect video. In addition, limited budgets, time and expertise have deterred marketing and sales professionals alike from producing more video content. However, the benefits that you reap; increased email opens, better quality replies, shorter sales cycles and stronger relationships, make the effort well worth your while, which is why 96% of B2B organizations are using video content (reelseo).

At OneMob, we’ve come up with a solution that takes the hassle out of producing videos, and helps you tie your effort to results by tracking activity back into Salesforce. We’ve had plenty of practice on both our laptops and our iOS and Android apps, which allow you to create, edit, send and track your videos, all from your mobile device. For ideas on how you can use personal videos in your outreach, check out our Ideas Gallery. To start creating your own videos, contact us today.

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Watch Me OneMob – Pt. 3, Email, Social & Beyond

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You know how OneMob helps you engage with prospects and keep up with customers. But did you know how video can enhance your everyday email communication, social media presence and more? Check out our tips below to easily make video a part of your everyday.

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Over Email

Give your text-based emails a much needed facelift.

  • Signature line: Whether you include your own message or your company’s latest marketing video, a video thumbnail image below your name drives more engagement. 
  • Auto reply: If you’re out of office, let your contacts know when you’ll be back and how to reach you. If you’re out for the holidays
  • Adding a new person to a thread: Eliminate any confusion by introducing new characters to the conversation.

 

On Social Media

Become the ultimate social seller.

  • Twitter: Whether it’s one to one or one to many, express yourself beyond 140 characters.
  • LinkedIn profile: Let your connections meet the real you with an intro to yourself and projects you’ve accomplished.
  • LinkedIn InMail: Not a contact in SFDC? No problem. Link a video in your message to make a warm introduction. 
  • Facebook and Blog: Have your own blog or page? Stand out as your own thought leader by creating your own video and viewing experience.

 

Everywhere Else 

When you realize how easy and fun it is, you’ll be looking for excuses to use it.

 

For more examples of how you can use video, check out our Ideas Gallery below. Or, contact us to start using video with OneMob today.

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Did You Know? Educate your Employees with Video

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You know that video is a powerful medium when it comes to connecting with prospects and customers. While you’re using it to think outside the box, consider using it inside the box – that box being your business. Thanks to video’s visual nature, it serves as an effective medium for communicating large amounts of information that is better absorbed and retained. This makes it a great training resource for any department- saving time, maximizing efficiency and eliminating the need for long drawn trainings. Here are a few examples of how you can keep continually educate and empower your employees with the help of video.

 
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 Employee On Boarding 

Shorten on boarding time and quickly get new hires up to speed on policies, procedures and product. With OneMob’s video and voice messaging platform, new hires can quickly access a library of video assets that cover everything they need to know from corporate policies to benefit programs and more. Managers also can ensure that employees watch the videos and comply with on boarding procedures by tracking viewer statistics for each new team member.

 

Product Education

Upload your existing product update videos or tutorials. This type of content will educate and enable your reps to knowledgeably discuss your product and better communicate those benefits in sales or customer calls, meetings or on the trade show floor. For companies with wide spread teams or a growing product with changing offers, frequent and current video content will keep everyone on the same page. Keep them brief, easy to digest and varied in topics. When stored in the OneMob cloud, reps can quickly access videos for quick refreshers whenever they need, from the web app or their mobile devices.

 

Professional Development

Once employees are transitioned and trained, the improvement doesn’t stop there. Through video, managers can easily share knowledge with multiple people at once, and educate new and existing reps on current market trends, best practices and further professional development practices. When it comes to improving tactics, OneMob is a great tool for reps to practice with. Reps can record their practice pitches, mock conversations or sample voicemails and send to managers, who can then reply with feedback, all in one loop. This gives managers insight into how their reps are pitching to prospects or addressing customer needs and allows them to gauge performance, address problems and adjust trainings- with greater efficiently and impact.

The possibilities of getting creative with video training are endless. To get inspired by our video examples, see our support page. If you’re not already training your employees with video, get started with OneMob today.

 

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Break Through the Noise with Video – Feat. Jacco Van Der Kooij [Video]

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What’s one of the biggest problems in sales outreach? According to Winning by Design’s founder Jacco Van Der Kooij and OneMob’s Devin Reed, it’s breaking through the noise.

Today’s buyers are overwhelmed with the spamming of meaningless information by unskilled “professionals” faking that they know you, faking that they care and faking that they can offer valuable insights.  The result of this email onslaught is that your prospects have become accustomed to ignoring you. But not all hope is lost. In this video, Devin and Jacco show how you can incorporate insightful video into your outreach approach to stand out both professionally and personally, all the while having fun.

Break Through the Noise

Watch Video

This video originally appeared in a post on LinkedIn by Dan Smith from Winning by Design. The article, which names video as the singular tool that reps wish they’d known about earlier to break through, also includes:

  • How to put the human element back in the relationship and start having real conversations
  • Tips on how to train your no. 1 asset, your sales team, to effectively reach out to prospects through video 
  • Use cases for Sales Development Reps, Account Executives and  Customer Success Managers
  • A live demo where Jacco and Devin show how record and send videos through OneMob

You can read the full article here to learn more sales strategies from Winning by Design, which helps design, build and scale sales teams for SaaS organizations. Together with OneMob’s video messaging platform, the two have made a powerful case with video to improve your outreach. Contact us to get started with video messaging today.

 

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Watch Me OneMob – Pt. 2, Customer Success

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You learned how to engage and win over prospects in Part 1 of Watch Me OneMob, but don’t let the ball stop there. In the second part of our series, learn how video messaging can help you engage, educate and keep customers coming back for more; over and over again.

 

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Guiding the Purchase Path

Kick off the trial period on a strong note.

  • Welcome new trial participants: Make the next phase of the experience just as sincere as the first by continuing the warmth and support.
  • Schedule activation and/or training: Get them excited by hyping up the kickoff and training dates.
  • Offer your support: Let them know you’re there for them to address any questions or concerns.
  • Gather feedback: Don’t just tell, but show that their opinion matters to you.

 

Making the Transition

Guide them through the early stages to ensure they’re successful.

  • Handoff from the Account Executive: Seamlessly introduce the next character in the relationship, the Customer Success Manager.
  • Outline upcoming support: Rather than sending over bulleted lists, quickly describe your support plan.
  • Answer support issues: Provide a clear explanation to any questions and show that you’re there for them every step of the way.
  • Provide training: Give them the guidance they need to get started and be successful.
  • Show new or underutilized features: Help customers make the most of your product to ensure they get maximum results.

 

Carrying the Relationship

Lead into the renewal period and reduce chances of churn.

  • Survey to assess NPS (Net Promoter Score): Ask customers what worked and what didn’t. They’ll be more likely to reply back when they can see that you really care.
  • Engage before the renewal: Make sure satisfaction is high and address any outstanding concerns.
  • Share success stories: Show them ways other customers use your product to solve similar issues.
  • Product training videos: Provide tutorials and how-to’s to keep customers educated and up to speed.
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Did You Know? Adding OneMob to Email Signatures

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If you think video messaging is just a sales tool, think again. With a little thought and creativity, the possibilities for implementing video in your everyday business applications are endless. Thankfully, we’ve done all the brainstorming for you. Each week, we’ll bring you fresh ideas on how you can use OneMob everyday, in every way. First up: how incorporating a video improves your email signature. 

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For most, email is the main method of workplace communication. Given its high volume and wide reach, there’s a lot of opportunity for sharing content and increasing brand awareness. Opportunity also lies beyond the message of the email body itself. Maybe the phrase “email signature marketing” rings a bell. You may choose to promote your company’s website, blog, social media channels, upcoming events, new marketing offers, product demo, free consultations, etc. Without making your email signature longer than your actual email message, video is an unexpected but effective medium to share something extra. It’s also beneficial for you as a professional. Adding a video thumbnail makes your signature more attractive and personal, allowing you to really introduce yourself. Most importantly, video helps increase engagement, drive opportunities and promote brand awareness. With OneMob, you have the ability to track this activity, with all the analytics written back to your Salesforce accounts. 

Make the most of all your digital communications with a personal touch, even in your signature line. To learn how you can link your OneMobs to your email signature, see our support page.

 

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Watch Me OneMob – Pt. 1, Sales

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Welcome Watch Me OneMob, a three-part series bringing you all the best ways to use OneMob across the entire customer lifecycle. Check out the video below to learn how you can start selling with video.

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Breaking In

Make that first impression count and get that first meeting.

  • Prospect cold outreach: Warm your prospect up to you with a video that shows you’re not an automated robot- no phone required
  • Welcome an inbound lead: Introduce yourself as a person and a resource  for their needs and questions
  • Follow up to an unreturned call: Send a video reminder that they can watch on their own time.
  • Final outreach before “closing file:” Make your last shot your best show with a personalised approach
  • Revive dead leads: Get yourself back on the radar. Take it from these reps at LinkedIn
  • Introduction after referral: They know who referred you, now it’s time to know you

 

Building the Relationship

Now that you’ve got the ball in motion, keep the momentum going.

  • Introduction: Make a smooth handoff from the SDR to Account Exec
  • Confirm meeting with AE: You’re less likely to get stood up
  • Agenda set for an upcoming call: consider it a warm up
  • Summarize meeting: follow up with a quick recap and visual/verbal reminder
  • Trial status update: Save time by verbally summarizing reports and progress
  • Share best practices: Show them what works to increase activity and engagement
  • Stay top of mind: During long sales cycle, don’t let yourself be forgotten

 

Closing the Deal

The buck doesn’t stop when pen goes to paper.

  • Show a demo: Whether it’s a product or experience, showing goes farther than telling
  • Introduction: Make a smooth handoff from Sales to Customer Success or Account Manager
  • Trial summary: Reinforce the value that you deliver with statistics and improvements
  • Closing proposal: Be less pricey and more personal. Create a relationship and not just a transaction!
  • Thought leadership: Share meaningful content or messages from executives
  • Thank new customers: This is the perfect way show appreciation to customers as well as get referrals and introductions to new opportunities
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Why Video Works For (All) Sales Reps

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OneMob Head of Sales, Randy Yabes, has been in the B2B sales game for 15 years. Here’s how video messaging helps him perfect his outreach and ultimately close more deals.

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The B2B landscape is continually changing. Since the 2000s, we’ve seen the birth of social media, smart phones and SaaS. We’ve also seen the decline or end of the flip phones, rolodexes, fax machines and mostly everything dealing with paper. In order to succeed, you have to adapt. Call it survival of the fittest. Today, sales orgs are inundated with new tools for sales enablement on the daily. Seasoned reps stick to the tried and true since they know what works. But there are some unique ways out there to stand out from the noise. These ideas aren’t only applicable to progressive millennials, and shouldn’t be ignored. Every rep has their preferred methodology, and my new outreach method is video. Here are 5 ways that implementing video in my sales methodology has helped me adapt, break in, form lasting relationships and ultimately close deals.

 

1) Gives Cold Calling a Break

Cold calling is monotonous and energy draining. It’s awkward, impersonal and often inconvenient for the person on the other end of the line. Reaching out via video is a successfully proven alternative. In this on demand age, sellers need to understand that buyers want to buy on their own time, so why not present information in a way that they can receive whenever they want? Video allows you not only to pitch your product, but really yourself- as a professional, an adviser and as a personality.

 

2) Shows More Empathy

The tone in your speech affects people’s perception, instantly. Many times, sellers forget what the experience is like for the buyer. Reps are so concerned with delivering the pitch so perfectly that they forget to ask enough questions and really learn about the buyer and their needs. During the middle of a sales cycle, I use video to re-state the purpose of our partnership. Summarizing gets all parties on the same page. Can I do this via email? Probably. But there is no “empathy” font. There is no “insert joke” button (and no, emojis don’t count). Video allows me to deliver a message in a way that says I am here to help, but in a more personal way than text. Stop treating deals like transactions and more like relationships. Showing empathy affords you trust and credibility, which is key to maintaining relationships and ultimately closing more deals.

 

3) Affords Honest and Direct Feedback

Once I’ve established credibility with my contacts, communication becomes much more direct and efficient. You’re guaranteed to get more direct feedback from someone that knows and likes you – even if it is a “no”. I just want to avoid the two statuses that all salespersons dread – “maybe” and “gone dark”. It’s easier to blow off a response or beat around the bush with someone you don’t know on the other end of the line. Video provides that familiarity. Receiving direct feedback and quicker answers unsure that both of our our times aren’t being wasted.

4) Improves My Pitch

Every salesperson has their signature style and approach. After years of practice, it’s comfortable to get stuck in the same, “proven” routine. But remember, we have to adapt. Since the ways in which we buy, sell and communicate are continually advancing, can you truly step back and see if you are caught up with the times? Training to enhance your routine is best done through video. It’s a crystal clear mirror to see how you look and sound. Golfers record their swing to analyze that hitch. Singers record their voices to hear those flat notes. Why don’t sellers record their potentially stagnant presentations? Seeing my pitch forces me to listen to how I present, poking holes in my normal speech and highlighting possible bad habits and making improvements. It also gives me the opportunity to try something new, such as a new line or sign-off.

 

5) Keeps Me Optimistic

Selling is one of the toughest jobs because your success is instantly measurable, and success is dependent on buyers making decisions that are in your favor. It’s daunting. It’s tough. But remember this; you are the tip of the sword. You are the first impression that your company makes in a partnership. What inspires me about using a video is this statistic alone: that the average person receives 121 emails a day, a number that is still on the rise. Sending a video itself is already entirely fresh approach to initiating those new conversations and fostering communication. I’m confident and optimistic knowing that I’m delivering something unique from other sales reps because I’m reaching out in a way that’s sincere, unexpected and engaging. The positive feedback that I get from prospects affirms this.

 


About the Author: Since the early 2000s Randy Yabes has been tasked with building pipelines, growing sales teams and developing structures for companies like Staples, IDG, Extole, Experian Information Solutions, and now OneMob. Connect with him on LinkedIn to see how he’s adapted in the SaaS sales world at startup’s and the Fortune 500’s.

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