Podcast episode
How to Scale Personalized Prospecting with Video (Even in SMB)
30 Minutes to President's Club11 Dec 202525 min
Description
Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that stand out inside crowded inboxes. 🎙️ Actionable Takeaways: Prospecting video formula: <45s → Who you are, why you’re reaching out, value + CTA. Send meeting confirmation videos day-of to humanize yourself and reduce no-shows. Use video for case studies & pricing so your message lands directly with decision makers — not lost via champions. When ghosted, use creativity (even humor/spinning in a chair) to reignite the spark and restart conversations. These Courses Will Get You to President’s Club 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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is the number one AE in the new business segment over at Vidyard. Welcome to the show, my friend. Thanks, Armand. Let's start with prospecting. Talk me through your prospecting video framework that you use. “Yeah, absolutely. So keeping the time limit to 45 to 60 seconds tops, this is somebody new you're” introducing yourself with. We live in the TikTok era, attention spans are short, so we got to deliver as much value as we possibly can. And so how I like to structure my video prospecting efforts would be introducing myself. So an intro, why you're reaching out right away, what's the trigger.
Thanks, Armand. Let's start with prospecting. Talk me through your prospecting video framework that you use. Yeah, absolutely. So keeping the time limit to 45 to 60 seconds tops, this is somebody new you're introducing yourself with. We live in the TikTok era, attention spans are short, so we got to “deliver as much value as we possibly can.” would be introducing myself. So an intro, why you're reaching out right away, what's the trigger. For us here at Vidyard, we work with a lot of our free users to try to upgrade them through our plans, et cetera. So for us, it's like, hey, my name is Michael Vidyard. Notice your team at 30
Yeah, absolutely. So keeping the time limit to 45 to 60 seconds tops, this is somebody new you're introducing yourself with. We live in the TikTok era, attention spans are short, so we got to deliver as much value as we possibly can. And so how I like to structure my video prospecting efforts “would be introducing myself. So an intro, why you're reaching out right away, what's the trigger.” For us here at Vidyard, we work with a lot of our free users to try to upgrade them through our plans, et cetera. So for us, it's like, hey, my name is Michael Vidyard. Notice your team at 30 Minutes of Presence Club has three folks already using our free version. There's our why I'm
reaching out. Here's like the why is there value in a conversation would be as a result of upgrading to our business plans. We're helping teams double their meetings booked and accelerate deals forward and then close with your call to action, which is, hey, at the end of this video, my calendar “link's going to appear where we can cover all this and get you all the information you need.” Looking forward to scheduling some time soon. Nice. I really like the call out of you have the benefit of you have a free version. And we have something similar here at 30MPC, where for our paid training and enablement plans, we'll reach out to leaders whose reps are downloading
way to increase your watch rate on your videos. Where in your prospecting flow are you putting these videos? Is it in the first email? Is it a follow-up? Are you sending it over LinkedIn? Where are you sending the videos? Great question the first step for us has been the most successful “and so I would argue that that is the place that you want to first introduce yourself.” You're going to be sending potentially a lot of content throughout an entire cadence or sequence and so putting a face on the name, letting them know who's reaching out, what other content they're going to be seeing, and who that's going to be coming from. I think that's critical to be standing out at that first step.
data intelligence tool I have, I'll be searching them up right away, trying to get ahold of them because I know firstly, you know, they just watched the video. Maybe they have questions, but it's also probably a really good time when I see that view notification come in. They might be between calls. This could be like the opportunity for us to connect and have a quick conversation. “So there's that and then also following up with a quick email as well.” Or, hey Armand, notice you just got a chance to watch the video. Curious to hear your thoughts. Did it cover everything you were looking for? Anything like that. What kind of videos do you send when your prospect stops replying to you entirely? Yeah, those are the fun ones in my opinion. So I would say one that I have is where I've
is a video of me spinning around on my chair and that's what's capturing and re-engaging the conversation. So anything you can do to be creative and stand out. Dude, that is an amazing way to end it. Folks, let's do a quick recap and then let's talk about one thing you can do to put this into practice. So we talked about the prospecting video formula, “under 45 seconds, who you are, why you're reaching out, why value and then a CTA.” From there, you use day of meeting confirmations to humanize yourself before that first meeting and reduce no-shows. Then in the middle of your sales cycle, you're using case studies where you're specifically calling out the things that are relevant to them and then you're using pricing
Nick, what is one thing everyone can do to get better at sales today? If you are not sending prospecting videos where you are screen sharing and what you're sharing on the screen is something about them, LinkedIn profile, “their website, news article about them, start upgrading your videos that way.” That will get them to say, wait, that's me. It's the same phenomenon as when you look at a group photo. If you're ever in a group photo, I coach wrestling and so at the beginning of every season, we take a picture of the whole team. The first person that people look at
That will get them to say, wait, that's me. It's the same phenomenon as when you look at a group photo. If you're ever in a group photo, I coach wrestling and so at the beginning of every season, we take a picture of the whole team. The first person that people look at is themselves. And so the best way to get somebody's attention is just start with them, “not with your face because they're like, that person's a stranger, them and then show your face.” And folks, one last thing, if you want to take this a step further, Charlie Johnson is one of the best prospectors in the game using video sheep together outbound trip with us in the past. And you can see exactly where you might insert videos like this into your outbound sequence. So there's a link to that drip in the show notes, if you want to grab it,
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