Podcast episode
Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
30 Minutes to President's Club30 Jun 202128 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk. * Get your pleasantries/introductions out before the meeting with a quick video covering the agenda. * Send micro-demos after the call by recording yourself highlighting key points and next steps. * Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video. ====================== Josh’s Path to President’s Club: * Manger, Emerging Sales @ Vidyard * 255% of Direct Quarterly Quota Attainment * Led sales team to achieve 125% of Team Quarterly Target RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
profile that they're really into water. I mean, I'm just bringing that up because actually one of the guys on my team right now really likes different kinds of water from different areas of the world. So just random fun fact kind of thing, right? Maybe you notice something different on their LinkedIn profile. Bring that out. “Maybe show them, draw them a picture.” I know one of the clients that I work with out of support, they just became a unicorn last week. I drew them a unicorn on a whiteboard. That video has over 30 views already within three days, right? Another thing that I've always liked to do is go through somebody's LinkedIn profile, their company website.
last week. I drew them a unicorn on a whiteboard. That video has over 30 views already within three days, right? Another thing that I've always liked to do is go through somebody's LinkedIn profile, their company website. How can you be more personal than when you open an email and you see your face? “That's a great way to kind of help personalize that outreach.” And again, it doesn't have to be a whiteboard and marker. Get creative with how you're looking to actually communicate with people. So when someone opens your video, whenever I see someone open my video and watch it, but then don't respond, I usually ask them, was the video that bad? Do you have any tactics for when someone's opening your video 30 times and not responding
study that we've done with somebody, I can send them the PDF. But what I've been doing recently is actually opening up the case study in a PDF and filming a video of me almost annotating it with my voice and pointing out areas that I think are particularly interesting. So instead of it just being like, yep, here's a six page PDF, there's at least a little “personality. And I can tailor the way that I describe what's in the case study to where” I know the customer is interested. Yeah, well, I think it almost goes back Nick to what you're mentioning about that call recap. And if you're asking a new stakeholder who maybe isn't 100% invested in what we're doing yet to read a six minute case study on how you can help, that could be a daunting
From there, it's either the second or third step that we definitely recommend to add a video. So you put in a name, add your pitch and why you're reaching out. From there, as you're doing your call steps, you can start to relate back to that video in the email you sent over. And you can use that as the excuse to why you're reaching out to that person at the end because you notice they haven't watched it. “Or when they do watch it, that's the exact reason why you're reaching out to them too.” And one of the really big things that we've seen a lot of success with here at Vidyard is actually something called the second first touch. So we'll send somebody an email, put the video in it in our second step on the first day, and then probably about halfway through our cadence, we actually will send the exact same video.
episode with Josh Kirkham include, number one, be a one-take wonder. Do not re-repeat your video 17,000 times. One take. 60 Seconds 2. Preview videos before your demo calls. Go and introduce yourself, get all the pleasantries out before your discovery call, “and send them a 1- or 2-minute video giving them an overview of what you do” and what you're going to cover in that call. 3. After the calls, you can use micro-demos as a follow-up. Hey, here are the three main points we had. Hey, you had a question about this. Here's how that would work inside of your software. 4. If someone watches your video, call them or even ask them, hey, was the video that bad?