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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Make the Most of Events with Video

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Trade shows and conferences are one of the best ways for sales reps to meet new prospects and connect with existing clients. Conversations that go down in person are more meaningful and have lasting results, especially since face to face interactions are becoming rarer in this digital age. However, sponsoring events can be costly, making them fewer and farther in between. So when your company does sponsor that premier event and sends you cross-country, you better make it worth their while and score some big deals. No pressure. How can you ensure that you’re making the most of the experience, every step of the way? The answer is video. 

Motion picture is a powerful medium that’s a game changer when it comes to events, and is applicable throughout every phase. Here are some tips on how best to use it:

 

Leading Up to the Show

  • Send an appealing invitation: a unique and unsolicited way to stand out to those prospects or clients, who are getting plagued by tons of other cold calls and templated emails.
  • Inform without being boring: highlight all the details of where you’ll be, what you’ll be showcasing, etc. Promote any special plans, such as prize giveaways or after parties.
  • Prepare prospects to meet you: attendees will recognise you at the show, taking out the initial awkward guessing game.

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On the Floor 

  • Entice and engage with attendees on the floor: Show live demos, conduct interviews and capture the action, all on your smartphone and without leaving your booth.
  • Record message with your new leads: By capturing your conversation on camera, you and your prospect will remember what you spoke about.

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Following Up After

  • Stand out from the rest: While attendees are getting bombarded with follow up emails, video breaks through the mass of boring, plain text emails.
  • Revive the conversation: Sending your prospect the video that you recorded on the floor will refresh their mind of you and your conversation, keeping the post-show momentum going.

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There are a million ways to get creative with video. Tell a good story, make it upbeat and incorporate calls to action. Perhaps the most important thing to remember is to not get over complicated. Keep it short and sweet, because engaging viewers in those first few precious seconds is crucial. So what’s the easiest and most cost effective way to do this? With OneMob. Our mobile platform allows you to: 

  • Capture prospect and customer feedback in the moment to leverage later
  • Share the experience with attendees in real time and post to Chatter & communities
  • Brand with your company or event logo

Want to know more about how OneMob can help you at events? Sign up now to try it for free.

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Sending a OneMob Video from Gmail

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When reaching out to prospects and customers, are your emails all starting to look the same? If you were on the receiving end, would YOU be enticed to open your email? If you’re like most sales and CSM reps, you’re probably sending some variation of the same email day-in and day-out. Let’s face it, it’s boring for you, and it’s boring for your reader… and “boring” won’t drive engagement.

I’m here to help you crawl out of your rut, be different and add a little personality to your emails. Different draws attention, and when you’re trying to book a meeting with a prospect, revive a dead lead or better engage with customers, you need to get their ATTENTION!

With Gmail making it so easy to add media content to emails, ever think about sending a personal company-branded video when doing your outreach? Seeing a video thumbnail with your friendly face and a company logo is way more enticing and WILL increase your CTRs and response rates.

OneMob and Gmail are a match made in heaven. In addition to recording a hi-def professionally branded video in under 60 seconds,  you can easily drop that video into Gmail. Oh, and did I mention that all viewer activity gets tracked in Salesforce?

Ready to give it a whirl? Here’s how:

STEP 1: In your Activities or Saved Feed, find the message you want to send, then swipe to the left and tap the green Link icon.

Swipe your message to the left and tap the green “link” icon.

STEP 2:  Associate your link to a Lead or Contact in Salesforce, whoever you want to send the message to. This allows all of the recipient’s activity to be tracked on the Lead or Contact record in Salesforce.

Pick the Lead or Contact you want to send the video link to

STEP 3: Save the link. OneMob will send you an email with the link you requested.

STEP 4: In Gmail, compose a new message. Drag and drop the video thumbnail into your new email. Then copy the video link provided and use it to hyperlink the thumbnail. Now you have a clickable video thumbnail. Easy!

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How to Send a OneMob Message from Outlook

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There have been a lot of questions about whether or not a OneMob message can be sent from an email created in Outlook. The answer is YES! OneMob allows you to create what is called a “Link” for any videomail or voicemail. Creating a Link allows you to embed a URL in another email client (e.g., Outlook) or any social media channel. The embedded URL will then link directly to your OneMob message. Here’s how to create a Link in OneMob:

1. In the Activities or Saved Feed, find the message you want to create a link for, then swipe the message to the left and choose the green Link icon. Another way is to tap into the message, then choose the Link icon.

2. Link to Salesforce (Pro-tip: this is optional, but highly recommended so you can track activity back to Salesforce)* – you can associate a Link to a single Lead or Contact in Salesforce. This allows all of the recipient’s activity around your message to be written to the Lead or Contact activity related list in Salesforce.

*Note: if you do not associate a Link to someone in Salesforce, we cannot write the activity to the respective Lead/Contact in Salesforce.

3. Give your Link a name. This is an internal reference name only.

4. Tap Save. The message you just created a Link for will appear in your Activities Feed. But don’t worry, your message has not been sent to anyone yet!

5. After creating a Link, you’ll receive an email from OneMob with the Link URL and video/voice thumbnail.

6. Copy & paste the thumbnail image into a newly composed email in Outlook, then use URL provided to hyperlink the thumbnail image.

Use the guide below to determine when it’s appropriate to associate a Link to someone in Salesforce, when to use the URL alone when embedding the Link in Outlook, and when to use the video thumbnail with hyperlink. Note: some email clients don’t display images by default, so it’s always recommended to include the Link URL and thumbnail, so the recipient has multiple options to play your message.

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How Do You OneMob? Get Some Ideas Now!

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It’s the start of a new month or quarter (if you’re on the calendar year), so let’s take a moment to reflect on the last three months, and then focus on the biggest sales opportunities ahead.

It’s not uncommon knowledge that video is the most engaging type of media. It lets you connect with people in ways that plain text doesn’t allow. You can get expressive, evoke emotions and connect on a deeper level. So why not leverage such a powerful tool in your sales strategy, especially with these stats:

  • 36% of what keeps customers loyal is a personal experience (Oracle)
  • 53% of what drives the purchase is the sales experience (The Challenger Sales)

Video helps personalize the experience, and it’s exciting to think about all the places you can use it in the sales cycle. At the onset of OneMob, we saw video as a powerful tool for prospecting and breaking in. And sure enough, we are seeing amazing results. But our customers have taken this idea to new heights (thank you customers!), and the possibilities are endless.

Check out our new Ideas Gallery for use cases and examples of what to say.

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