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Sales Demo, Digital Footprint, The Sales Evangelist, Greg Dickinson

TSE 1183: Modernizing the Software Demonstration

Sales Demo, Digital Footprint, The Sales Evangelist, Greg Dickinson

Modernizing the software demonstration can help prospects better understand your product value and keep your digital buyers connected to your product throughout the buying process.

Greg Dickinson is the CEO and founder of Omedym, which is “my demo” spelled backward. He’s trying to help businesses utilize today’s latest and greatest technologies to augment and improve the digital demo process. 

Product experience

Most sellers can point to a personal experience in which a bad product experience eliminated a vendor from consideration in the buying process. 

People tend to have different processes and sometimes the more junior players are the ones that are giving the top-of-the-funnel demos. If you ask your team members to each give a demo, you might find yourself wondering if each person is selling the same product. The demos can be that different. 

Digital buyers

Buyers are more digital than they were five years ago, which is the biggest challenge in the software demo industry. The average software buyer spends 5 percent of the buying process with the sales team. So if you think about the “request a demo” button on your website, it’s your first interaction with a potential buyer. For most companies, that button generates a pop-up form, and the bounce rate in the industry is 85 percent. 

People at the top of the funnel want to learn a little more about your product. Maybe they read some content about your product and they want to see a video. When a form pops up, your digital buyer leaves your website. 

Sellers, ask yourself as a buyer whether you tend to fill out forms in this situation. If the answer is no, why do you expect your own buyers to do so? Instead, websites tend to hold demos hostage by scheduling them or exchanging them for an email. 

Your prospects want to engage and understand your product. Modernizing the software demonstration can help your prospects get the information they need to make a decision. 

Inside sales

The going research suggests that buyers want to see the product you’re offering within the first two minutes of an interaction. Your solution sounds great, and it solves a problem they are struggling with, so they want to see the product. Typically, the inside salesperson will insist on asking a bunch of questions and booking a discovery call and then a demo. By the end of that 3-week period, you’ve lost the buyers’ attention. 

In response, some companies have allowed the inside sales rep to give the demo, but that usually doesn’t work. The inside sales rep wasn’t trained to do demos, and she may not have the skillset to do them. 

Demos are more than a “show up and throw up” proposition. They are hard. 

Your customer wants to feel like he’s in control of the sales process. He wants to see what he’s buying. 

Video demos

Greg said that even the companies who are posting one- or two-minute videos to demonstrate their products aren’t getting a good response because they are effectively spraying-and-praying. They generate four or five snippets that they hope will address their buyers’ questions. 

Greg’s technology allows you to create your best demonstrations, and then interact with the software to get a personalized demonstration. 

If you want to know whether the software can do parallel workflow, the software will bring you to the right asset and the right section to find that answer. Instead of searching through 10 or 15 separate posts, the user can find the content he needs. 

The average watch time for a business tech buyer is just over two-and-a-half minutes, so allow them to ask a question and see a relevant demo. 

Build a picture

Think of your typical buyer’s team. It isn’t just one person. It’s usually multiple people with different points of view and different ideas of what’s important in the software. 

If you can allow your customers to ask questions and then have the streaming of the video and the demo to that person at that moment, it’s much more impactful. Perhaps more importantly, Greg’s software records all the activity so that the marketing and sales teams know the buyer’s intent. 

  • What was Donald’s interest?
  • What did he watch? 
  • How long did he watch? 
  • What questions and follow-up questions did he ask? 

Once you gather this information, you begin to build a picture of Donald. The self-guided demo allows the seller to understand what Donald’s interests are so he knows what to talk to Donald about. 

New world

Your customer wants to talk specifically about how you can help ease his pain. Whether you call it the consumerization of the business buyer or the Amazon effect, people are used to buying things a certain way. That attitude doesn’t change when we’re at work. 

Buyers want a certain part of the sales cycle to be self-guided. Then, when they are ready to engage with sales, they want to begin with the topic that interests them rather than starting all over again. 

Digital footprint

Buyers can get their data in a million different places just like sellers can use the Internet to learn about buyers. We’re losing the ability to influence buyers because we’re spending less time with them. 

If you don’t provide a digital means for the disconnected independent buyer to stay engaged with you in the digital world, when it comes time to make the purchase, he may not remember all the aspects of your software. 

If you’re selling software, keep it in front of your prospect. Give him the opportunity to constantly validate your value as he’s making the decision criteria. 

These tools don’t replace sellers, but they augment them by creating a digital footprint that helps the buyer stay connected with you. He can get the information he needs based upon where he is in the buyer’s journey. 

Uber, for example, provides the same service as a taxi cab, but it created a better buying experience. Uber made it easier and removed the friction, so it won the market. 

The challenge for digital buyers is the same: your sales process hasn’t changed so we’re making the buying process harder. It’s why our win-rates aren’t as high. The buyer doesn’t have the information he needs to make a decision. 

Buying team

In many cases, you’ll never meet with the entire buying team. It might be true that you only met with about half of them, so they are anonymous to you. 

Now, those buyers are in a Friday meeting and someone is presenting all the information about your product. Wouldn’t it be great if that buyer had seen portions of the demo on his own? You can’t always be last. 

Instead of figuring out whether to be the first impression or the last impression, strive to be the impression. Give that buyer a chance to consume your demo content by modernizing the software demonstration. Record that demo, make it available to the buying team, and use a technology that allows them to find topics within the demo. 

The team isn’t going to spend 90 minutes watching, so help them find the topics that are pertinent so they can spend 10 minutes learning about your product. You’ve had a chance to touch a buyer you never would have touched. 

Buyer’s perspective

Greg’s tool works for anyone who sells a product, and Omedym believes that the product experience, the demo, and the product engagement are part of the buyer’s journey. It’s one of the most important aspects of the buying process. 

Starting with the top-of-the-funnel demo to the sales demo and the scripted demo, video is playing a very pertinent role. Omedym focuses on software because you truly can’t be everything to everyone. 

Take a different perspective and figure out how modernizing the software demonstration can help your buyers buy. 

“Modernizing the Software Demonstration” episode resources

You can connect with Greg at Omedym.com, or on his LinkedIn. He welcomes feedback and conversations because he learns from the information.

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

TSE 1137: What Tool Should I Use For Video Conference Calls?

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The Sales Evangelist podcast features experts from all over the world, and Zoom helps us bridge the distance for video conference calls without added expense or travel. 

We use Zoom to power The Sales Evangelist Certified Sales Training, and it enables us to help sales reps and sales teams improve their skills, find the right customers, generate effective activities, establish successful strategies, build strong value, and close more deals.  

World travel

Zoom is a powerful video platform that makes it easy to communicate with people all over the world in a matter of minutes. It powers webinars, video conferencing, and video phone calls.

In the early days of The Sales Evangelist, we used Go To Meeting for our conferencing and demonstration needs. It was the Kleenex of the industry. 

Skype was available but it was mostly used for personal needs, like friends and family members looking to stay connected. Eventually, it was bought by Microsoft, and we tried using Skype Business for our podcast interviews. Though the audio quality was ok, the service frequently dropped calls. Additionally, because there was no way to record, I had to incorporate a third-party app to save our interviews. 

User-friendly

Around this time, a guest came on the show and shared his experience using Zoom. His company did all of its recording with Zoom and they liked that it integrated with a lot of other tools the company was already using. I was skeptical, but when I started my research, I discovered that a lot of other industry folks were using it as well. 

The audio quality was great and it didn’t generate a lot of background transformer-type noise. Other tools like Google Hangouts and join.me emerged, but they were clunky and complicated for the customer who was logging in. 

Selling points

Perhaps most importantly, Zoom was free to use. It didn’t have the same capabilities as the robust premium account, but I could log in and talk to someone for 45 minutes, or invite up to 100 different people to join me on a call. Eventually, I discovered I wanted access to the premium tools, and it was easy for me to transition to a paid account, as well as being cost-effective for a small business. 

Zoom offered high-quality HD video recording that I could record to my cloud account or use on my YouTube or social media channels. I could also connect it to Dropbox. 

It integrated easily with Slack, which made it easy for me to communicate internally with my team. Zoom also integrated seamlessly with Salesforce, Google Drive, Gmail, and Blackboard. In some cases, the connection requires Zapier, and in others, the tools connect directly. 

Sharing information

Zoom offers powerful educational capabilities as well. If I’m giving a demonstration, I can use the tools to underline or highlight important things, which gives the buyer complete interaction. Screenshare is an option, of course, and you can even use your cell phone. Screen shares work either plugged in or via wifi and Bluetooth. 

People buy after they recognize value. Engage your prospects by teaching them something they didn’t know before. Zoom allows you to accomplish that despite the fact that they are sitting in China and you’re in Milwaukee. 

Powerhouse

Zoom is a powerhouse that beats the pants off the big-name providers in the industry. If you’re planning to renew your GoToMeeting account, check out Zoom first. I’m not getting any money from them for doing this. I simply use Zoom daily and it’s perfect for the work that I do. 

Zoom Rooms allow you to gather multiple people on a screen, and the company is hosting a conference called Zoomtopia this October. Zoom is pushing the boundaries of connecting people, and the company continues growing. 

Even for the technologically-challenged people in our lives, Zoom works well because it’s user-friendly. 

“Video Conference Calls” episode resources

Check out Zoom.us for more information about video conferencing for your organization. 

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audio book, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

 

Jason Bay, Donald Kelly, The Sales Evangelist Podcast, Video Email, changing the email game

TSE 1089: Sales From The Street – “Changing The Email Game”

 

Jason Bay, Donald Kelly, The Sales Evangelist Podcast, Video Email, changing the email gameI get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game.

Jason started his sales career while he was in college, and he and his wife now run a company called Blissful Prospecting, where they remove the stress of prospecting by doing it for their clients.

He quickly discovered that the smaller midsize business was overlooked in the existing offerings, and he wanted to provide a less robust service that still produced the same type of results.

Mom and pop

Jason discovered there weren’t a whole lot of companies that were willing to work with smaller organizations. Those companies that don’t really have any SDRs and maybe they don’t even know the lingo.

Jason wanted to help those business owners who are already multitasking with some of their business development. They don’t have time to list build and personalize emails.

We’ve discovered the same dynamic at The Sales Evangelist. Many of the companies that need help are smaller companies whose sales reps have no training and no real process. The company expects the rep to thrive but they have no basis for it.

It becomes a vicious cycle of reps who wash out or leave to go to another company. The business hires another rep with no real training or process, and the cycle begins again.

Video prospecting

Jason’s company prospects for itself, too, so the company does what it sells. Part of prospecting and selling is explaining to people what you do.

People assume when he refers to video that it’s YouTube and other content creation.

Video prospecting is similar to writing an email. It’s common knowledge now that your emails must be personalized beyond a first name. You must actually include something in the email that’s personal to the reader.

Many people take this approach:

Hey Donald, 

I listened to one of your recent podcasts about this topic and I discovered… (fill in the blank.)

While it’s personalized, it’s a little redundant. We have to work to empathize with the prospect, and they may prove to be a little more difficult for men.

Video allows you to put a face to an email. It allows the recipient to see a human being instead of reading an email, so you’re changing the email game. You can still send an email or a LinkedIn message.

You can’t fake video. Everything in prospecting demands that you do it the right way if you want to succeed. Think about the type and quality of clients you want to attract.

Changing the email game

If you’re engaging in the “murder by numbers approach” of sending 1,000 emails in order to land 5 appointments, think about the quality of customer you’re attracting. It won’t be really good.

If you want to work with a specific group of customers, you must show them that you’re their peer. You aren’t a guy sending tons of spam and praying that it succeeds.

Video takes a little more work, but if it produces more responses, it’s worth the investment of time. I’d rather my sales team spend a few minutes researching and sending out 10 to 15 videos if I’ll get responses from eight of them. They’ll be much richer opportunities.

Your numbers may not be as high with video, but the return will be better. It’s the account-based approach. Instead of getting a big list of people, do research to come up with a list of companies that will be a good fit.

Think of it as going to the gym. If you go to the gym with a plan for the session, you’ll be much more efficient than if you go in and just wing it. Without a plan, you’ll take twice as long and be half as effective.

Do all the prospecting preparation on the front end so that you aren’t spending your time with prospects who aren’t a good fit. Focus your prospecting attention on companies you can actually help and serve.

Video tips

Many people avoid video because they worry about how they’ll appear. You must work around that fear because there isn’t a single scenario where video isn’t a good option.

  1. Make sure to look directly into the camera so the person on the other end feels as though he is actually talking to a person instead of a screen.
  2. Use quality equipment. Most laptops and phones now have quality cameras. Video where you have good light.
  3. Smile. Don’t be so serious. Create the sense that working with you is enjoyable. If you’re at a small company, you’re likely the person that the prospect will be working with. You’re a reflection of the business.
  4. Limit your video to 30 seconds or less.
  5. Prepare bullet points of what you’d like to say. Don’t be too scripted but plan for what you’d like to say.

Your pitch shouldn’t be more than 1-2 sentences.

Connecting with video

Video is easier to consume and it stands out in a crowded email inbox.

You’re not going to sell a prospect over the phone or through email or LinkedIn. Your job is to simply sell them on the appointment.

Your call to action isn’t, “We can help you.” It’s “We help businesses like yours and if you’re having a specific challenge, we might be able to help you too.”

Don’t pretend like you know more than you actually do. And don’t leave your prospect feeling like he has been insulted.

Video options

So many platforms have launched their own video capabilities that it’s difficult to choose one over another. Be conscious of a couple of things, though.

  • Consider tools that flow with the tools you’re already using. If you’re using Hubspot for CRM and they launch a video capability, it makes sense to use that one because they are built to go together.
  • Make sure you can record the screen through video as well as the video of yourself. Make sure you have the flexibility you need.
  • Don’t spend too much money on video capability.

Jason likes Loom and Soapbox right now. Loom is a Google Chrome extension that’s a little clunky but effective. Soapbox has a free version that is very capable and good quality, and its pro version has useful features as well.

AB test everything. Test your specific situation. Before you invest time and energy into video, try sending videos. Measure to see what happens.

Test different areas of the email sequence. Try it at the beginning of the message or maybe at the end to see what works best in terms of changing the email game.

Prioritize your prospecting based on who is the most engaged with the actual outreach. Use the software that shows you who is actually opening your messages and invest your extra effort into those people.

“Changing The Email Game” episode resources

You can connect with Jason at blissfulprospecting.com/Donald where he has put together some basic tools to help you get started in video prospecting. You’ll find a PDF, a script, and the flow for recording that will move you toward changing the email game.

You’ll find lots of good resources on the website as well.

Check out Loom, Soapbox, BombBomb, or Hubspot for video capability that meshes with your existing workflow.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Warm Leads, Videos, Pitching, Lead Generation

TSE 953: The 2-Minute Video Pitch That Helps Me Generate Very Warm Sales Call

Deepak Shukla, 2-minute video pitch, The Sales EvangelistVideo is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and using Instagram as well. On today’s episode, we’ll talk with Deepak Shukla about the 2-minute video pitch that helps generate warm sales calls.

Deepak is the founder of the SEO agency Pearl Lemon, helping businesses generate more of an internet presence or improve their ranking on Google.

Effectiveness of video

There are three primary reasons that video is at the forefront right now.

  1. Improved internet has allowed people to stream videos on the fly. Video has been on the rise in terms of popularity, but accessibility has really improved within the last 18-24 months.
  2. Additionally, people’s attention spans are extremely short: about 30 seconds, because of the massive amounts of information we are targeted with every day.
  3. Video is the de facto way that we make decisions in business.

Cold calls, direct message on LinkedIn, and cold email all work to varying degrees.

There are things you can communicate in video that you could never communicate in an email or a call. Your energy and the way you present yourself on screen offer a different way of communicating.

Video grabs people’s attention, and it’s unique. It engages multiple senses at the same time, offering more sensory engagement than other forms of communication.

Sales pitch

Deepak created a two-minute video that helped generate warm leads, which he defines as a prospect who loves his videos.

Warm leads are those who are interested in him because they liked his pitch but they aren’t sure about the business. Warm leads could also be those who are interested in him and his pitch and who will eventually become clients.

He uses video as a second stage, in combination with a direct response first. Once he has some kind of response he’ll engage with a video pitch.

Personalized video doesn’t scale, so consider using it as a second step. Sending a personalized video to every single prospect isn’t really practical. It’s too exhausting.

Once you have some level of initial response, video functions better.

It drives positive follow-up, allowing us to get past text-only emails. We can use videos to create warm contacts before the markets become saturated in a few years.

Videos allow clients to process information more quickly and it’s far more entertaining.

New tools

Deepak’s team has largely moved away from text, relying instead on “voice notes” and using WhatsApp to communicate. The team has increased its throughput by using video and voice notes rather than text to communicate.

For relationship building, it allows international communication anywhere Internet access exists.

We aren’t taking advantage of all the tools that are available to us because we’re entrenched in the traditional models.

When you’re ready to try your hand at video, check out Loom, an easy and free video recorder that allows you to capture audio and video from your computer camera and then share it, all from your Chrome browser.

Bombbomb and Wistia also offer video capabilities when you’re ready to jump in.

We all have to do things that scare us in order to progress. Try new things with someone that you trust; with someone that you can afford to mess up with. Once you get beyond the hurdles and glitches, you can expand to other people.

Video has helped Deepak generate significant volumes of business.

“2-Minute Video Pitch” episode resources

Contact Deepak Shukla at deepakshukla.com or hire him to help you with your online presence at pearllemon.com.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. Click on the link to get a free demo of what Maximizer CRM can do for you.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It will help you with your outbound to expand your outreach and it allows you to set it and forget it.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

 

CoVoideo, John Simpson, Donald Kelly, The Sales Evangelist Podcast

TSE 944: Sales From The Street: “Video Cold Outreach”

Your prospects are inundated with cold communications every day. Your job is to make sure that your communications don’t wind up in someone’s spam folder. Personal communication is an important part of modern-day sales, and video cold outreach is an important tool.

On today’s episode of Sales From The Street, John Simpson, Director of Business Development at Covideo, talks to us about the value of video cold outreach.

Why video?

How sick are you of boring emails?

How many unsolicited emails end up in your spam folder?

The most important part of prospecting is building trust and helping the person on the other end of the email realize that you’re authentic. Being able to put a face with a name is a game changer.

Video is a strong value-add if you do it as part of your sequence. It’s not true, though, that video solves every problem.

Typically, the first outreach won’t include a video. It will be a simple value statement to someone who has never met us. Usually, it’s to a sales leader who might benefit from our product.

If we get no response, we’ll send another email, and then we’ll send the video. As soon as we get the view notification, we’ll pick up the phone and call them and try to determine whether we’re a fit.

Video is an attention grabber. `

Emails

The point of all this isn’t that emails are bad. You should absolutely still use emails.

You must have a strategy for your emails, and they must be part of your overall sales process.

The point isn’t that videos are always the right answer. The point is that everyone fails from time to time, and when you do, you have to re-evaluate what you’re doing.

Those failures can help you identify other avenues that you can take.

If you’ve mailed a prospect multiple times and he’s not responding, shoot him a video. Shoot him a text.

You’ve got to do something that stands out and sets you apart.

Sequence

Covideo discovered through trial and error that sending a video in the first cold email wasn’t usually best.

People weren’t responding to their efforts, so they changed their sequence and saw results. They learned from their failures.

In certain industries, they found that it was ok to send a video immediately. It depends on the person and the industry.

If you’re pursuing a CEO you’ll likely take a different approach than you would if you were pursuing a salesperson at a logistics company.

Conversation

Anytime you’re reaching out to someone, your goal is to start a conversation.

Instead of just spitting about your product, slow down a bit. Give yourself time to simply chat.

Instead of shoving your product down his throat, provide a solution to the problem. The concept of “always be closing” in Glengarry Glen Ross doesn’t exist anymore. The buyer has changed.

We sometimes try to put too much information into our emails and videos. Instead of trying to include a whole bunch of info, we just have to get to the next step in the conversation.

It’s always about progress.

Connection

Video allows you to engage all of your senses, where email only involves our sight.

When we engage with video, we use our hearing, our sight, and we’re cognitively responding to the body language in the video. Using multiple senses leads to a deeper connection.

We tend to misinterpret emails because we sometimes add tone. That won’t happen with video because people can see how excited you are to work with them. Video gets rid of the unknown.

The problem is that people have dozens of reasons for why they don’t do video: they’re uncomfortable, it won’t work, they don’t like the way they look.

Typically, though, video use builds organically through an organization. As people see coworkers succeeding with video, they inquire about what is helping them be successful.

No matter your industry, no matter what you’re doing, no matter what you’re selling, you should be willing to put new things out there to break the monotony.

Video mistakes

Don’t write a script for your video read it from a teleprompter, it will typically feel pretty awkward. Be yourself. Talk like you’re talking to another person.

You don’t “act” while you write emails, so you shouldn’t do it while you’re making a video.

People like to connect with authentic people rather than with a persona.

Make sure the lighting is good and check that there’s nothing distracting in the background.

“Video Cold Outreach” episode resources

Covideo provides a mobile app, a Google plugin, and a web-based recorder making it super easy to use. Because you aren’t actually sending a video file with your email, it diminishes the chances of your email being kicked back as spam.

Grab a free trial and try your hand at creating video cold outreach, or you can email John or connect with him on LinkedIn.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Video Jungle, Arty Goldstein, Donald Kelly, Animus Studios

TSE 929: Sales From The Street: “How We Increase Sales By Helping Clients Tell THEIR Story”

Sales From The Street, The Sales Evangelist, Arty GoldWhen you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using stories to grab the buyer’s attention. The key to marketing is helping clients tell their story.

On today’s episode of Sales From The Street, Arty Gold from Animus studios talks about the importance of story and tells how Animus Studios increase sales by helping clients tell their story.

Animus Studios is part of the Sales Podcast Network, and their podcast, Video Jungle, helps organizations learn to use video to impact their buyers. Arty calls himself a facilitator of ideas, and Animus studios is encouraging people to “find their fascinating.”

Consider the story

Arty doesn’t believe that the challenge today is a lack of video; he believes it’s a lack of compelling video. More than just point and press record, he believes the focus should be on really telling a story.

Consider what the story is and get to the heart of the matter.

Branded video associates your company, and your mission, to a story that makes people want to work with you and your company.

The big companies in the world had the advantage of launching at a different time when they were in control of their own destinies. They used to be able to just put a product in front of someone and people would buy it because it was the best.

Now there’s so much competition that companies have to understand who their audiences are.

Commercials don’t even necessarily have to show the product anymore. They can tell a great story with a logo at the end.

Representing yourself

Everyone is a salesperson. You sell yourself and you sell your company as part of the culture. You’re always representing something.

That’s salesmanship, but it can get lost in the translation a little bit because people always say they aren’t good at sales. If you have a job, you must have sold yourself well in order to get it. That doesn’t mean you did all the sales steps, but it means that you know how to sell yourself.

It’s not enough to be only a salesperson, because it’s not enough to simply sell a widget. People are drawn to the human factor and they want to work with people.

What you really want to do is build relationships because if you strip away all the product, you should always be able to go back to your network and connect with those people. If you change careers, for example, will those people go with you?

Helping others

Animus Studios isn’t selling a tangible item. They sell ideas.

It’s a challenge to show value when clients can’t see or touch what you’re selling, so the ideas and creative passion are what differentiate you from your competitors.

“Find your fascinating,” means that Animus gets to know the client first. They help clients find the story that they sometimes miss because they are so enveloped in their own marketing.

Making mistakes

People fear being the one who makes a mistake. They fear being demoted or losing a job.

Companies have been doing things the same way for years, so why change? They are often afraid of change, and they don’t understand that they can diversify and be flexible and try a variety of things.

It’s not about being afraid to try something new; it’s about being able to be flexible and test a new idea. If it doesn’t work, you can adjust quickly.

You have to report on yourself better than everyone else. We all report things the way we see them, but companies who learn to provide content to their customers are able to control their own stories.

Small changes

Companies can make small, even singular changes, that differentiate themselves from the competition. Sometimes they are simply afraid to do it.

That’s why “Find Your Fascinating” works: because it’s helping companies figure out what makes them different.

The industry will always be pushed by the written word because communication will always be important. But the way the world is going now, we have to be able to reach people quickly.

We can put a video together today and by tomorrow it can be seen all over the world. The younger sales generation has always had these tools and they can help them do their sales jobs better.

Don’t be afraid to be creative. It’s a differentiator.

Video has equalized people. If you’re the biggest jewelry company in the world, you’re facing the same challenges that the smallest companies are facing.

“Helping Clients Tell THEIR Story” episode resources

You can find Arty at the Video Jungle Podcast, where you can listen to episodes and see some of their links. Animus combines film and video and what it means to the marketing and salespeople in the world. Find Video Jungle on iTunes and Stitcher.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Video, Prospecting, Email

TSE 925: TSE Hustler’s League-“Video Revolution”

Video, Prospecting, EmailYou’re more than likely listening to this episode because you want to improve as a seller or a marketer. You’re seeking education so you can get an edge on your competition. There’s a tool that many of us are failing to embrace, and it could begin a video revolution.

On today’s episode of The Hustler’s League, we’ll talk about how digital cameras can change our companies, and how large organizations are using them well to engage in the video revolution.

The truth is that videos don’t have to be expensive anymore, due to the number of free tools out there and the availability of digital cameras.

TSE Hustler’s League is an online group training session to help sellers like you and me to learn how we can improve our prospecting.

Facebook

I ran a couple of Facebook ads recently and I had really limited results. Want to know why?

I didn’t run the campaign properly, and I used a static image. I didn’t use video.

If you scroll through Facebook or Instagram, you’ll notice there are lots more videos than there are pictures there. The reason for that is that we don’t want to invest the work to read something. We’d rather listen because we can consume the content while we do other things.

It’s also true that many of us are more visual, so if we can see it and hear it, we grasp it better.

In our sales and marketing efforts, we have to look for opportunities to use video. Many of the platforms we use daily prefer video content because it’s working better.

Hubspot

Hubspot, the marketing platform, has started creating customer success platforms and tools. They’re embracing video because it’s more effective.

We know people prefer video because it helps them understand things better and it allows them to consume content while they are doing other things. Knowing that is true, imagine using video in your sales outreach.

You could send emails to your prospects with videos inside, and companies like BombBomb and Wistia that can help you master video.

When you use video, it makes your communication unique, and you’re able to effectively share more information than you can in an email.

Embrace the video revolution

These two large companies are already embracing video, and it’s only a matter of time before others do as well.

If you begin to integrate that into the daily operation of your business, you’ll gain the advantage over your competition.

Hubspot is embracing video for both its marketing and its video. They are sending information and creating marketing content that is video-based, and it’s helping their customers.

You could use video as an opt-in for your website: a video that explains why you’re asking for the opt-in and what your customers will get if they do it.

Use it to teach your customers. If they get new software, they don’t want to read an entire book to understand how to use it.

You can literally infuse video throughout your entire organization. Take advantage of its benefits when you’re doing outreach, when you’re marketing, and when you’re teaching your clients.

I use video to train my team members about the backside of the podcast: how to upload audio or how to create artwork.

Humanize your communication

Emails and other forms of electronic communication are less personal. They don’t allow our prospects to experience who we are as people.

Videos allow your prospects to hear you, to see your mannerisms, to hear your tonality, and to see your gestures. It helps them build a connection to someone they don’t necessarily know yet.

Video is the future of sales. If Company A sends me a long outreach email, and Company B sends me a quick video, I’ll be more inclined to click on the video to hear what he has to say.

I encourage you to go back to your team today to brainstorm:

  • How can you use video in your sales and marketing efforts?
  • Can you use video to help with client success?
  • How can we use video to train people?

Share with me what you decide to do with video capabilities.

“Video revolution” episode resources

We’re doing a little bit of remodeling with TSE Hustler’s League this upcoming semester, changing up the curriculum. We would love to have you check it out and apply and see if it may be something that can benefit you.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. Your prospecting will never ever be the same.

If you aren’t sure you have the right CRM, Maximizer CRMis a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 490: TSE Hustler’s League: “Creative Prospecting Part I”

Donald Kelly, The Sales Evangelist, Best Sales PodcastDo you find yourself doing the same old thing with your prospecting? It may still be working or maybe not. But, how about tapping into your creative side and do things differently moving forward?

In today’s snippet, taken from one of the sessions over at the TSE Hustler’s League, we specifically talked about Creative Prospecting. This is a two-part episode because we’ve got great stuff in store for you.

Here are the highlights of today’s episode:

Reasons people stick with limited ways of prospecting:

  1. It’s what they only know.
  2. It may have worked and continues do so.

4 Conventional Prospecting Strategies:

  1. Video
  2. Snail mail
  3. Lost opportunities
  4. Partners

VIDEOS

Videos are very powerful prospecting tools but oftentimes people don’t pay attention to them. Videos make it easier for you to explain things than just reading it. It all boils down to quick, simple information which clients want.

Here are some stats from a study done by BombBomb.com that you might find quite interesting:

  • Video in an email leads to 200% to 300% increase in click-through rates.
  • 50% of executives look for more information after seeing a product or service video.
  • 90% of users say that product videos are helpful in the decision-making process.
  • 75% of online video viewers have interacted with an online ad this month.
  • 92% of mobile video consumers share videos with others.
  • 1 in 3 of all online activities is spent watching videos.
  • An average user is exposed to an average of 32.3 videos in a month.
  • 80% of users recall a video ad they’ve viewed in the past 30 days.
  • 75% of executives watch work-related videos on businesses, websites, etc., at least once a week.
  • Enjoyment of video ads has increased purchase intent by 97% and brand association by 139%.
  • 59% of executives would rather watch videos than read text.

Here are some key insights:

  1. People utilize videos in many different ways. As sellers though, it seems that we’re not taking advantage of video within the sales process because we’ve done things the traditional way.
  1. People like to be entertained than educated. Find a way for your clients to understand  or learn through video, but make it entertaining first and you’ll see greater increase.
  1. Understand the trends in the society where a lot more people are now using videos. So it’s better to send your clients a simple and quick video than sending them long text emails.
  1. Dr. James McQuivey estimated that 1 minute of video is equal to 1.8 million words. This said, you can definitely articulate more through videos as opposed to just writing things out in text.

Episode Resources:

How to Win Friends and Influence People by Dale Carnegie

www.BombBomb.com

Join our group of like-minded people at the TSE Hustler’s League. This semester is focused on building value.

Get a free audio book download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist

TSE 474: Sales From The Street: “Be Unique”

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017!

Today’s guest is Joe Koufman, CEO of the AgencySparks and he’s going to share with us some very amazing things to prove to you how creativity can go a very long way.

Founded about three years ago, AgencySparks is a dating service for brands and marketing agencies. Eight marketing agencies get their services to help them connect with potential clients. They set up that first date in the hope that both the agency and the brand get to kiss at the end of the date. In other words, business development is outsourced to them so they can help bring clients to their clients.

Here are the highlights of my conversation with Joe:

One of the major challenges Joe faced during his career:

From selling product to selling service and getting challenged that he wasn’t doing a great job

Strategy Joe used to overcome his challenge:

Working on his deficient areas so he can be productive

Result he got:

When Joe joined the company, they were about a 60-person digital agency. They soon became part of a full-service 250-person marketing agency. His responsibility: bringing in new clients and being a key part of the agency’s success. This led them to be acquired by a $10-billion holding company.

Unique strategies Joe has done with AgencySparks to be UNIQUE:

The Perfect Match

In time for Valentine’s day, they shot a video which “spoofs” an eHarmony or Match.com where a person delivers cheesy lines. As the video progresses, visitors who watch it would come to realize that it’s actually not a dating service per se but a service that will help connect them with the perfect marketing agency for their needs.

Next, they sent a physical mailer piece to some of their prospects. They purchased 250 matchboxes from a wedding favor website and there were writing on them in red and white that says, The Perfect Match. go to MakeSomeSparks.com. Inside each package, they filled the boxes with little heart-shaped candies with a handwritten note that tells them to watch the video on their website as well. (There was also a form capture for lead generation.)

Speed Dating

They hosted an in-person event the week before Valentine’s day where they invited 25 senior marketers and facilitated a “speed dating” event. They asked each agency person who were their clients and every 7 minutes, by the sound of the bell, they switch over to the next seat to have a speed dating conversation with the prospects.

Benefit for the prospects: They got exposed to 8 different agencies in a very short period of time.

Benefit for the agencies: They were able to pitch themselves in a very short of time to a bunch of clients;

Result: 19 requests from clients for a “second date” with the agencies.

Joe’s Major Takeaway:

Step outside of your norm and everyday routine and be creative. Step outside of the box. Joe also ends the interview with a quote from Theodore Roosevelt

“It is not the critic who counts; nor the one who points out how the strong person stumbled, or where the doer of a deed could have done better.

The credit belongs to the person who is actually in the arena; whose face is marred by dust and sweat and blood, who strives valiantly; who errs and comes short again and again, because there is no effort without error and shortcoming.”

Episode Resources:

To learn more about them, visit http://MakeSomeSparks.com. Check out the video they made as well as their blooper reel.

Contact AgencySparks at http://AgencySparks.com/contact.

Subscribe to their content by visiting http://AgencySparks.com/preferences

Dare Mighty Things by Theodore Roosevelt

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us a rating and/or review on iTunes. This would mean so much to us.

Emotions, Video, Donald Kelly, Steve Heimerman

TSE 469: How to Drive Results with Emotion

Emotions, Video, Donald Kelly, Steve HeimermanPeople buy based on emotions. But how can you tap into the emotions of your clients in a way that helps them make an informed buying decision?

Today’s guest on Sales From the Street is master storyteller, Steve Heimerman, who shares with us some insights into how you can utilize video to drive results through emotions. Steve is the Founder of Tilt Motion, a video production company that tells stories of video engagement.

Here are the highlights of my conversation with Steve:

Steve’s coolest sales experience when he was the customer at a car dealership

Why emotions are powerful when tapping into your buyers:

  • Engagement is king and videos are the best way to engage audiences.
  • By 2017, videos are going to account for 69% of all consumer internet traffic.

How to tap into people’s emotions when creating videos:

  1. Do a creative brief.

Figure out your main message. What kind of video do you want to create? Learn more about the actual story.

  1. Listen to their struggles.

Be a good listener and figure out what they’re struggling with. And that struggle is a story. Learn more about the person as an individual and develop that relationship.

  1. Be strategic in how you’re using those emotions.

Be wide open in going through the process. You can use any kind of emotion but figure out the clever way to tell your story.

Steve’s Major Takeaway:

Video is the future. Have a video strategy or you’re falling behind. 64% of consumers are more likely to buy a product after watching related videos. Videos are highly effective and easy to share. It’s all about the storytelling.

Episode Resources:

Connect with Steve Heimerman on www.tiltmotion.com. Download their ebook on Why Video Matters and How to Use It to Create a Winning Marketing Strategy by going to www.tiltmotion.com/salesevan.

David and Goliath by Malcolm Gladwell

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.