Video Sales GUIDE — Tips and Tactics to help you Close Deals Fast

Video Sales GUIDE — Tips and Tactics to help you Close Deals Fast

Video sales or virtual sales are becoming an increasingly important part of the modern B2B sales process. According to HubSpot, 94% of sales and marketing teams agree that engaging videos have helped increase user understanding of their product or service. That’s why every B2B sales team needs to start using video for sales and incorporate video selling into their strategy if they want to stay ahead of the competition, accelerate the sales cycle, and win more deals.

In this article, we will discuss the best practices and tactics for incorporating video selling in the B2B sales processes. We’ll also provide the best tips to help you nail your live video call and record an effective sales video presentation that will help your sales team accelerate the sales process, drive action, and close sales faster!

What are video sales or virtual sales?

Sales person using video for sales

Video sales or virtual sales is a term that refers to the use of a live video call (Zoom or Google Meet) or a pre-recorded asynchronous video (DeckLinks or Vidyard) in the sales process.

This can include prospecting videos, video sales presentations, video product demos, case study, training, and onboarding videos, or even post-sale account management videos.

B2B sales teams use video tools to improve communication and understanding between the salespeople and the customers. When done correctly, using video for sales can be extremely powerful and can help sales reps to accelerate the sales process and increase conversions.

Why every B2B sales team should consider using video for sales?

There are many reasons why a B2B sales team needs to incorporate video selling in their go-to-market strategy and sales processes. Video is an extremely effective way to communicate with your customers. In addition, engaging prospecting videos can help a sales person build trust and rapport with prospects and clients. Using video for sales can also help you stand out from the competition.

The main reason why all B2B sales teams should use video for sales is because sales videos allow B2B marketers and sales reps to connect with clients in a way that is both personal and immediate.

Using video for sales gives a sales team an extremely effective way to personalize cold outreach, create a more personal buying experience, improve the customer journey, increase conversions and ultimately increase sales.

What are the most important reasons to consider using video for sales?

There are many reasons why high-performing B2B marketers and salespeople use video for sales.

These are 7 most important reasons why every B2B sales team should consider using video for sales:

  1. A pre-recorded video can help you stand out from the competition.
  2. Sales videos can help you explain even the most complex products and services.
  3. Video selling is personal and engaging.
  4. Videos are easy to consume.
  5. Videos build trust.
  6. Videos are versatile.
  7. Videos are measurable.

1. A pre-recorded / asynchronous video presentation can help you stand out from the competition.

In a world where most people are bombarded with cold outreach phone calls and sales emails, it can be tough to stand out from the crowd for any sales and marketing team. But when you start using video for sales and add video content to your cold outreach, sales processes, client onboarding, or account management you suddenly become much more memorable and can create a more personal buying experience.

Videos are more likely to be viewed than text-only marketing emails. By sharing a pre-recorded / asynchronous video presentation, a sales rep can grab clients’ attention and accelerate the sales process.

2. Sales videos can help you explain even the most complex products and services

Video content can help your team close more deals for several reasons. Salespeople can use a pre-recorded video to better explain complex concepts or product features, address pain points and demonstrate the value proposition in a simple and easy-to-understand way. Using video for sales will help them boost client engagement and increase conversions.

Avoid technical jargon

Seeing and hearing a sales rep on video helps building trust and credibility, which makes prospects more likely to do business with your company.

3. Video selling is personal and engaging.

A video is one of the best ways to add a personal touch to your sales process. You can use a video platform, like DeckLinks, to video narrate a PDF presentation and share it with a client before or after a live video call. This will help your team stand out from the competition and create a more personal connection with your clients and close deals faster.

Watch more asynchronous video presentation examples here.

4. Videos are easy to consume.

People don’t read long emails send a video message

In today’s world, people are constantly bombarded with sales outreach. Instead of sending lengthy sales emails or marketing PDFs, your salespeople can record and share engaging videos instead. Sharing an exciting video case study can also pique your prospect’s interest! They can quickly watch a short video presentation and get a quick overview of your products without having to commit a lot of time.

5. Videos build trust.

Using video for sales is one of the best ways to build trust with your prospects and clients. When they can see your face and hear your voice, they’ll be able to get a better sense of who you are and what your company and business are all about. This can go a long way in establishing rapport and developing a relationship with your prospect.

6. Videos are versatile.

There are endless possibilities when it comes to video selling and video outreach. Companies can create videos for everything from pitches and proposals to product demos and account management. No matter what type of content you have, you can always improve it by video narrating it! See what video presentation types your company should be using to gain competitive advantages over its competitors!

7. Videos are measurable.

By recording and sharing asynchronous video presentations, salespeople can easily track who watches their sales videos, how long they watch, where they spend the most time, etc. A robust video platform for B2B sales will provide granular engagement analytics that can help salespeople fine-tune their sales strategy and sales materials, identify the most engaged prospects and clients, and ensure they’re sending the right type of video content to the right people at the right time.

So if your sales organization has not implemented video selling in their sales strategy, now is the time to start! It’s a great way to stand out from the competition. A sales person can use video to build trust and credibility and generate more sales. And with today’s technology, it’s easier than ever to create videos that will help your sales team drive action and engage prospects and clients!

When B2B sales teams should use pre-recorded sales videos?

To accelerate the sales cycle and create the best client experience, pre-recorded sales videos should be used at the following stages of the sales cycle:

  1. Awareness.
  2. Educational.
  3. Vendor selection.
  4. Commitment.
  5. Onboarding and training.
  6. Post-sale impact.

Pre-recorded asynchronous video presentations can be shared via email, social media, or embedded on a website or a landing page. Salespeople can use video for sales in a variety of situations. If you’re selling to customers who are geographically dispersed, video is best way to connect with them, build rapport, and start more conversations.

Video content can also be useful for product demos or presentations, providing a more engaging and personal experience than simply sending out a link to the company website or to a case study to download.

Pre-recorded video presentations can be used to provide a comprehensive overview of the company and its products or services. You can create videos to introduce key team members or provide information about the onboarding process.

A video case study is an excellent way to show your potential customer how you have helped similar companies to achieve success.

In addition, pre-recorded asynchronous video presentations are an ideal solution for a company that wants to provide a high-quality onboarding experience for new clients.

The best onboarding video presentation ever

When used effectively, pre-recorded video presentations can be a powerful asset for any sales organization. If you’re considering using video for sales, take some time to think about when and how it will be most effective. No matter how you slice it, engaging videos can help your sales team build stronger relationships with your customers and increase sales.

How pre-recorded sales videos help sales representatives to stay in control of the sales process?

Have you ever found yourself in a scenario where you deliver your sales pitch to someone, they hear it, receive your PDF presentation or proposal, and then pass your message to the decision-makers? What usually occurs when a messenger delivers a message? In a lot of cases, the message gets lost in translation!

Sales reps need to have control over the sales process. When they rely on a product champion or anyone else to deliver their sales pitch to the decision-makers, they lose control of the sales process.

Don’t rely on the messenger

Having product champions is wonderful, but don’t forget that you’re selling to the decision-makers at the end of the day.

You want to ensure that your message, your sales pitch, the value proposition, etc. do not get lost in translation!

No matter how passionate your product champions are, they will never sell your product as well as you.

Sharing pre-recorded video presentations or sales videos with your product champions is one of the best ways to keep control of the sales process.

Your product champion could also be the gatekeeper.

Gatekeeper

One of the worst things that can happen is when a sales representative comes up against a gatekeeper who was told to keep salespeople away from the decision-makers.

They can, of course, try to go around them but it most likely will backfire and generally it is the best way to lose the opportunity. So they have to make sure to give them the best option to properly deliver your message to the decision-makers so that nothing will be lost in translation.

Getting a meeting with a decision-maker is one of the best ways to accelerate the sales process, but it can be very difficult to do since they have very busy schedules.

Furthermore, a B2B buying process typically involves six decision-makers, on average. You have to either rely on that one decision-maker to properly deliver your sales pitch to the rest of the decision-makers or coordinate a meeting with all of them, which is difficult, to say the least.

This is when employing video for sales becomes really useful.

Why sales representatives should always share a pre-recorded sales video with a product champion or a decision-maker?

There are 4 main reasons why you should be sharing a pre-recorded or an async video presentation with a product champion or a decision-maker:

  1. You can ensure that your product is presented in the best light.
  2. You can control the pacing and delivery of the presentation.
  3. You can ensure that all the pain points and objections are covered.
  4. Your video presentation can be easily shared with all decision-makers.

So if you find yourself in a sales process that involves many different stakeholders, and the actual decision-makers are not engaging with you directly, the best way to ensure that your message does not get lost in translation is to provide your messenger with a pre-recorded video presentation. This will significantly increase your chances of moving the deal forward and closing the sale!

Continue reading the guide.

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Lidia Vijga

Co-founder at DeckLinks - Video Decks for B2B sales & fundraising. Personal blog: www.byvi.co 🚀✨ I review startups and publish stories from founders.