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Video, Sean Higgins, Donald Kelly, The Sales Evangelist, Ilos

TSE 398: Challenges Salespeople Are Seeing NOT Using Video And How They Are Overcoming This With Ilos

TSE Podcast, The Sales Evangelist, Donald Kelly I want you to recognize the power of the uniqueness that comes with utilizing videos throughout your sales process. That’s why I’m bringing in Sean Higgins today to share with us the power of leveraging video content at any point of your sales process and how video can actually help you cut through all the clutter in this highly competitive sales world.

Sean Higgins is the Co-Founder and Head of Business Development of ilos, a video platform that lets you record videos and instantly share them on the cloud. They help teams quickly create, edit, organize, and share video content working with different sales and support teams.

Here are the highlights of my conversation with Sean:

Why you need to utilize video content:

  1. It makes you stand out.

Video in emails helps you cut through the clutter and noise our there. And you can make it look like it’s really customized. Make use of a seemingly generic video content with custom snippets in there so it makes you look like you went out of your way to make a 2-minute video for them.

  1. It’s a personal reach out tool.

You can use video as a way of ensuring that your message gets carried through the decision makers.

  1. Get pretty good tracking.

Make an outline of your proposal and include a link in your email. Then you can get tracking on those links because you know if they’re watching it or whether they forwarded it onto people.

  1. It makes it easy to be personal.

Sending out videos makes it more personal. You can leverage the cloud and get content off to folks really easily.

  1. It drives more engagement.

Voice is powerful and people hearing your voice just keeps their attention span longer and makes them more engaged.

How do you send video content through email?ilos-logo-1

  1. Include a link in  your email.

They click the link and it will open in a new tab.

  1. Another way to send video content is to turn videos into animated gifts.

This shows up in the email. Set up an account. Create a quick gift and drop it in your email and that will play right from inside their Gmail.

Leveraging videos during the prospecting process:

Once you get your list, videos are great in gauging interest and get different levels of interest.

One of the biggest mistakes people make when using videos is failure to track how it’s doing which is where most of the benefit comes from.

Other ways of capitalizing on video content in your sales process:

  • Proposals
  • Testimonials
  • Custom videos tailored to the visitor
  • Drip campaigns – linked to video around a specific content
  • Upsells

Mistakes sellers make for not using videos:

  • Getting stuck in the noise
  • Not giving out something new

What you need to have to do video content:

  • Marketing teams should have heavier video tools
  • If you’re only sending personal videos you can send in your emails, ilos offers cheaper video option

Sean’s Major Takeaway:

When you’re using video, make it customized. Drop someone a personal line about why your product or service is great. Don’t waste it by sending a generic marketing video. Instead, send them something that’s going to show them how your product or service is going to make their life way easier.

Episode Resources:

Get connected with Sean on Twitter @higg1921 or check out their website on and start playing around.

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Jared Easley, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 306: Treat Your Customers Right and They Will Evangelize For You

Jared Easley, Donald Kelly, The Sales Evangelist, Best Sales PodcastToday, we’re going to talk about the power of treating your customers right. Treat them the way they need to be treated and they could actually become evangelizers for you. I’m bringing in Jared Easley on the show today as he shares with us how he experienced terrible customer service and how he dealt with it to fix the situation by giving an honest review to make him heard.

Jared Easley is the co-founder of Podcast Movement and is also the host of the awesome podcast Starve the Doubts. This is a fun conversation as we talk about dealing with your haters, getting around the “shiny object” syndrome, and lessons from The Walking Dead that you can actually apply to sales.

Here are the highlights of my conversation with Jared:

Some tips that Jared learned along his journey:

  1. Have key connections and relationships.

Collaborate with someone. Build relationships and they will trust you. When it’s time to pull the trigger, they’d be more confident to trust and support you.

  1. Provide value as you teach.
  2. Be authentic with your desire to help and serve others.

Lessons from Jared’s experience with Nissan:

  • If you’re not seeing reasonable results, consider leaving honest public reviews to warn people about a negative service that you tried to reconcile.
  • Don’t be afraid to pull a trigger on a negative review if the situation warrants that because it could be the catalyst to help you reconcile with the company and fix the situation.

Sales lessons you can pick up from The Walking Dead:

  1. Cooler heads prevail.

You have to keep your cool when things don’t seem to go a certain way with the pipeline. Chill out, think it through, and you would get better results. Don’t just jump because you’re frustrated or upset.

  1. Be creative.

Think of creative ways to get around challenges. Creative solutions always have a way of making things work.

  1. Collaborate with the right people.

Make sure you collaborate with the right people. Bring value to that community and then you become an intricate part of that community where you can position yourself as a leader.

  1. Make each day count.

Be willing to say you’re going to make things happen. Don’t just take a break and chill. Go for what you need to go for.

Dealing with the “shiny object” syndrome:

  • Don’t let shiny marketing make you feel like you need to jump or else you’d be missing out.
  • Know the people you’re trying to work with and where they are and focus your time and energy on those.
  • Social selling is awesome but don’t get distracted and start wasting your time.

Jared’s Major Takeaway:

Opportunity looks a lot like work. Just do your best and be focused. Make the most of that opportunity. Be a good steward of where you are because that’s the stepping stone to your next opportunity.

Episode Resources:

Check out Jared’s podcast Starve the Doubts

Podcast Movement

Jared’s book, Stop Chasing Influencers

Jay Baer’s book Hug Your Haters

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The Sales Evangelist, Donald Kelly, Donald C. Kelly