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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LinkedIn closes $10K with OneMob

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We believe there’s 3 fundamental tools to build a successful sales engine.

  1. A powerful CRM that can really grow with your business and track all the interactions your reps are having with their prospects and customers. Our favorite is Salesforce.
  2. A relationship engine. There is no reason whatsoever your reps should be selling cold, there’s just too much great data and people out there to make things a bit warmer. Our favorite is LinkedIn.
  3. A communication platform that’s evolving with the time. Let’s face it, video is the new document and it’s sweeping B2B as the new form of outreach.

So when we had a chance to work with Jesse Rothstein and Robbie Goldberg from LinkedIn, we were so excited to see the results because they get it! We asked them to try out OneMob and tell us if it really helped them connect and sell.

The results were nothing short of amazing!

Robbie recorded 6 personal OneMobs for 6 clients that had gone dark. Isn’t that the worst? What happened? Why won’t you return my calls?!?! Regardless, this was the last attempt to reach out to these 6 clients to see if there’s a deal to be made. Here’s what happened next:

What really surprised them was the meaningful responses they received. Most of them apologetic for “dropping off radar” and impressed by the personal touch. But the real delight was within 3 weeks, a response turned into a breakfast meeting, which turned into a $10K proposal and ultimately closed. Nice work fellas!

Jesse later emailed us and said, “Robbie and I closed the…deal (10K) this morning…please note that we were able to re-engage and get the ball rolling with…after Robbie’s OneMob video.”

If you’d like to experience similar results to LinkedIn, give us a shot.

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OneMob’s Spring Sponsorships

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At OneMob we’re eagerly awaiting the arrival of Spring. It’s our favorite season, because flowers aren’t the only thing that bloom. It’s a peak time for new ideas, partnerships and opportunities to blossom during the year. Events are a great opportunity for this, where we love to share the power of video messaging with Customer Success and Sales professionals in person, across the countru. Which is why we’re excited to start the season with some exciting events this March.

We’ll be at the Totango Customer Success Summit, right here in San Francisco on March 21 & 22. Soon after, we’ll be making the way to the Windy City for Salesforce World Tour Chicago on March 24.

So if you’re in either city this March, and want to learn more about how video messaging can impact your outreach, visit us. Or, contact us at hello@onemob.com.

 

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Download Now- OneMob for Outlook is here!

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Outlook users, we have good news for you! OneMob for Microsoft Outlook 365 and Outlook Client 2013 and 2016 is available now. 

With the OneMob for Outlook app, you can access all your saved video and voice messages right inside Outlook and easily embed them in your email messages. For real-time tracking, select which Salesforce Lead(s) and Contact(s) you want to email and you’ll get real-time notifications when your video is played and responded to. The best part? It’s all automatically tracked back in Salesforce.

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To download OneMob for Outlook, visit the Office Store. If you need more help with installation, visit our support page. Happy video messaging!

 

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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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OneMob Heats Up Sales Enablement with Award from Aragon Research

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DECEMBER, 2016 – While things are getting chilly in the Bay Area this winter, the Sales Enablement space is only getting hotter. That’s because OneMob was named a Hot Vendor in 2015 by Aragon Research. The technology research and advisory firm held their annual award ceremony earlier this month in Palo Alto, California, where they named the best Sales Enablement vendors who are helping sales organizations sell more effectively and predictably through innovative and cutting edge technology. OneMob was recognized at the event as one of the winners, where CEO Sati Hillyer accepted the award on the behalf of the OneMob team.

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A huge thank you to Aragon Research for this award! To learn more about how OneMob helps companies like Cisco, Yelp and LinkedIn utilize video messaging in their sales outreach and customer engagement, contact us and get started with a free trial.

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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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Get it – The New Gmail Plugin

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OneMob, Gmail, Email, Google, Plugin

 

We’re all about giving you choices here at OneMob. Whether it’s in-app, through Salesforce, on social or by email, we let you send your videos however you like. With the addition of our new Gmail plugin, you can send videos to any of your SFDC leads and contacts directly from your Gmail account.

 

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Using other plugins and extensions? No problem. Add videos to your favorite templates and send as usual, with all the viewing activity written back to your Salesforce account.

To start sending your videos through Gmail, download our plugin from the Google Chrome store. Happy video messaging!

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Get (Even More) Personal with the Custom Player Pages

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Following the release of branded URLs, we’re excited to bring you another customizable aspect of your OneMob experience. Meet, the Player Page Editor!

OneMob users are finding success using not only personal video, but all types of video- from customer testimonials to product demos. So we’ve given you the ability to control how your video player pages look and read. Yes, that’s pages with an s, because users can now create multiple layouts for any occasion. The possibilities for customization are endless.

 

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Highlights include:

  • Edit subject line: Write custom greetings and choose how formal you want to be
  • Change body text: Whether it be personal or product, specify your type of video
  • Add a call to action: Direct your viewers to the landing page of your choice with a custom button
  • Hide response form: No reply needed for a certain video? No problem, just toggle it off.

 

OneMob’s Player Page Editor is live and in Beta now. To start customizing your layouts, log into your OneMob account now. To start sending videos with OneMob, contact us.

 

 

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“After the Beep, Shoot Me an Email”

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Cold calling. You’ve done it a million times, and will probably do so a million more. But we keep hearing same the questions pop up in trending sales discussions and articles everywhere. Is it effective or is it outdated? Will we ever move away from it? Is there a better method? A practice endangered to extinction, social sellers everywhere are pronouncing cold calling nearly dead. With so much back and forth, what’s a salesperson to do? The answer isn’t to stop cold calling- it’s to stop leaving voicemails.

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The Challenge

As every salesperson knows, making initial contact is the hardest part. Picking up the phone has long been the first step in this process. If someone answers your call, great. But when you’re sent straight to voicemail, that’s where things start to go downhill. It used to take about three to four calls to reach a prospect. Given our increased mobility and new modes of communication, the number of attempts has doubled. On average, less than 1% of calls get returned and less than 2% of those calls result in booked meetings. So what does this mean? It means that there’s a fundamental hole in the way sales teams are reaching out to prospects.

 

Communication is Broken

Simply put, leaving voicemails is no longer very effective. We’ve all been in the situation where, upon seeing a missed call and voicemail from a friend or relative, you choose to call back without listening to the message. “Did you get my message?” they ask. “No,” you reply, “but I saw that you called.” Unfortunately, the business world doesn’t operate in the same way, and your prospect is not going to call you right back. According to Business Insider only 33% of people listen to voicemails from business contacts daily, and only 18% listen to voicemails from numbers they don’t recognize. Meaning, four out of five of your cold voicemails aren’t even being played. I’m not suggesting that you put down the phone indefinitely. Real-time verbal communication is absolutely essential. But when you do get sent to voicemail dungeon, you need to be more strategic with your follow up.

 

Resolution

As evidenced by text and email, much of our communication has evolved from verbal to visual. InsideSales reported that the top three forms of messaging that people respond to are email, office phone calls and cell phone calls. Clearly, people are choosing their email inboxes over their voicemail boxes. But even those are becoming inundated with mass amounts of generic messaging. As text becomes less compelling, what is the next medium that will catch, and hold, our attention?

It’s time to take a step back and re-examine our methods. Don’t let an unreturned voicemail slow down your sales cycle. Following up with email is still more effective, but even those can get lost in the mix. So how can you ensure your emails are not only being read, but eliciting more and higher quality responses?

 

Personalize Your Outreach

Putting a face to a name goes a long way. When someone sees a smile and hears a voice, a sense of trust and a layer of objectivity is established around that individual and their context. Not like in an email, where a text-based barrier makes it difficult to accurately express yourself in letters, fonts and whitespace. And more often than not, your messages are being misinterpreted. With video, this is unmistakable. You’re essentially unmasking yourself and gaining more credibility with your viewers. People don’t want to be sold to. Buyers want to be engaged on their own time, in a new way that’s more dynamic, less about products and more about their business application. They’ve gathered enough information on their own to form an educated opinion. What they need is an expert, trusted advisor and source of guidance. So how are you going to elevate yourself, get more attention and receive more responses? By personalizing your outreach.

 

Thankfully, we live in an age where new tools and technologies are making communication easier, more engaging and enjoyable. Video messaging allows people to record, send, watch and reply to each other whenever and wherever it’s convenient for them. Technology has advanced enough to the point where we’re not limited to recording videos on our webcams and uploading them to YouTube. Nor are we required to own expensive DSLRs to record high-quality videos. Look no further than to your smartphones. You use it every day, in x amount of ways. The practice of moving the phone from the ear to the front of the face is becoming less of a novelty, and more of a norm.

At OneMob, we practice what we preach. By incorporating video into our email outreach, we’ve seen increases in our open rates, click-through rates and higher quality responses. See how our customers are getting results with video messaging and contact us to learn more.

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