Video Sales GUIDE – Tips and Tactics to help you Close Deals Fast
- CEO at DeckLinks, Speaker, Podcast Host
- Published on July 18, 2022
- Updated on January 12, 2025
Table of Contents
“If a picture is worth 1,000 words, how much is a video worth?” This question gets to the heart of why video needs to be an integral part of your sales strategy. In an age of information overload, video is the best way to grab attention and connect with buyers on a more personal level.
Video sales or virtual sales are becoming an increasingly important part of the modern B2B sales process. 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.
This guide will provide actionable tips and tools to help your sales team create compelling videos, distribute them to the right prospects at the right time, and ultimately convert leads into satisfied customers. Follow our video sales playbook and you’ll see deals close faster.
KEY TAKEAWAYS
- Using sales videos can help sales teams stand out from the competition and create a more personal buying experience. Effective sales videos allow sales reps to explain complex products, build trust, and start sales conversations.
- Prospecting videos and personalized video messages help sales reps connect on a human level during the awareness stage. Sharing relevant video content nurtures relationships with potential clients.
- Pre-recorded sales presentations help sales reps control the narrative and ensure the value proposition is clearly conveyed to all decision makers. Video analytics provide insights into viewer engagement.
- Short, focused sales videos keep viewers engaged throughout. Most lose interest after 4 minutes so highlight the most important information concisely using relevant keywords.
- Authenticity builds trust with potential clients on video calls. Be prepared yet conversational, ask open-ended questions, listen, and follow up. Don’t rely on scripts.
- A library of sales videos helps teams quickly share relevant content. Tag videos with keywords for easy searchability. Cover product overviews, demos, case studies, onboarding, etc.
- Video analytics help sales teams optimize materials over time. See which parts resonate with viewers and where engagement drops off. Use insights to improve video sales strategy.
- Video platforms like DeckLinks and Vidyard help manage video content at every stage of the sales funnel. Prospecting, meetings, follow ups, and account management all benefit from video.
- Personalized video messages show prospects/clients you value their business. Mention their company name and record custom narration when sharing content.
- Implementing video for sales helps teams accelerate the sales cycle, nurture leads, keep clients engaged, and close more deals faster. The personalized experience builds trust.
What are video sales or virtual 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:
- A pre-recorded video can help you stand out from the competition.
- Sales videos can help you explain even the most complex products and services.
- Video selling is personal and engaging.
- Videos are easy to consume.
- Videos build trust.
- Videos are versatile.
- 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.
Video emails 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.
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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.
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.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
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.
PDF Documents Tracking
Identify the most engaged viewers and understand how they interact with your PDF presentations and documents. Learn more.
4. Videos are easy to consume.
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. B2B 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!
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.
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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:
- Awareness.
- Educational.
- Vendor selection.
- Commitment.
- Onboarding and training.
- 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.
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.
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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.
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.
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.
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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:
- You can ensure that your product is presented in the best light.
- You can control the pacing and delivery of the presentation.
- You can ensure that all the pain points and objections are covered.
- 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!
How video sales tools can help B2B sales teams accelerate the sales cycle?
These are 5 most important ways how video sales can significantly accelerate the sales cycle:
- Sales reps can start building relationships with potential clients earlier in the sales process.
- Salespeople can show how passionate they are about helping the prospect.
- Sales videos make it easier to explain how products and services work.
- Pre-recorded videos can be shared with decision-makers and stakeholders.
- Video analytics can help sales representatives identify the most engaged clients and follow up better.
There are many reasons why companies may hesitate to commit to a purchase, including lack of need, lack of trust, or uncertainty about the product or service. In some cases, the decision may be due to budget constraints or the need to wait for approval from the decision-makers. Other times, the company may be considering multiple vendors and needs time to compare options. Or a company may simply be waiting for a better deal to come along. Additionally, the timing of the purchase may influence the decision.
Oftentimes it can be difficult for a sales person to know when is the right time to send follow-ups and how to write better follow-ups.
There is no surefire way to predict when a company will be ready to make a purchase. However, salespeople can use video selling tactics and video analytics to overcome some of the issues and sales objections, engage clients, and address some of their pain points earlier in the sales process to dramatically accelerate the sales process and increase conversions.
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1. Sales videos help salespeople start building relationships with prospects earlier in the sales cycle.
People buy from those who we know, trust, and like. That’s why in sales one of the most important things is building relationships with the prospect. This can often be difficult to do, especially when sending emails only. Using video for sales can help salespeople build trust with their prospects.
Video presentations provide the opportunity for prospective clients to see and hear salespeople, which creates a more personal connection. Videos can help them show who they are as a person.
2. Salespeople can show how passionate they are about helping the client and their business.
This means that they can connect with their prospects on a personal level.
Using video for sales enables salespeople to get in front of prospective clients earlier in the sales process and start developing relationships with them. So record and share personalized videos with your clients, they will help you build trust and create a strong bond that will last beyond the initial sale.
3. Sales videos make it easier for sales representatives to explain how their products and services work.
A video can be a powerful sales tool, providing a visual demonstration that can be much more effective than simply describing the product. You can record videos showcasing how your product works in a way that is easy for them to understand.
Using video for sales enables salespeople to easily break down even the most complex concepts and offerings.
4. Pre-recorded video presentations can be easily shared with decision-makers.
Moreover, a pre-recorded asynchronous video presentation can serve as a valuable leave-behind after a meeting that can be shared with all decision-makers. Using video for sales enables sales representatives to show their product, its different features, and benefits in the best possible light and to demonstrate their knowledge and expertise.
5. Sales video analytics can help salespeople identify the most engaged prospects and follow up better.
If you are using pre-recorded asynchronous video presentations as a part of your sales outreach strategy, video analytics can help you know when and how to follow up with prospects.
The video analytics can show you when prospects are engaged with your sales videos, how long they watched them, and what slides got most of their attention.
Video analytics can help a salespeople gauge interest levels and decide when and how to approach follow-ups.
Video analytics can also help salespeople identify trends among prospects to optimize their sales and marketing materials, prospecting videos, and sales presentations.
For example, if many of your prospects and clients are spending a lot of time watching specific parts of your sales videos that talk about certain product features, then you may want to focus future pitches on those features.
By using video analytics, salespeople can be more strategic in their sales outreach and follow-ups and greatly improve their chances of engaging prospective clients and closing sales faster.
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PDF Documents Tracking
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What are the most important practices and tactics when using video for sales?
These are the most important video sales practices and tactics:
- Research your prospect’s company.
- Keep your sales videos concise and focused.
- Be yourself on video calls.
- Ask open-ended questions.
- Be authentic.
- Connect with pre-recorded sales videos before and after video calls.
- Create a video presentations library.
- Use pre-recorded videos to stay top of mind and nurture relationships.
- Record personalized video presentations for prospects and clients.
1. Research their company
When it comes to making live video sales calls and recording video presentations, preparation is key. Your team needs to be sure they are presenting the right information to the right person. That means knowing who your prospect is, what their needs are, and how your product or service can meet those needs.
If you don’t take the time to prepare for your sales videos, you could end up losing the sale and burning a sales-qualified lead that is near the bottom of the sales funnel.
Here are some tips that can help your sales team to prepare for video calls:
- First thing you should do is Google the company. This will help you get an overview of the company and its business.
- Look for recent news articles and industry resources. This will give you insight into what’s going on with their business and any current challenges their industry may be facing.
- Check their website, LinkedIn page, and social media channels. This will give you a better sense of their brand and values.
- Talk to your team and friends in the industry. If you know someone who has worked with this customer before, they can give you valuable insights.
- Prepare a list of questions. Once you’ve done your research, create a list of questions that you can ask on your video calls.
With a little preparation, you can show the client that you’re invested in their company and the success of their business and that you’re ready to find a solution to their pain points that will help their business grow faster.
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2. Keep your video presentation short and focused
When it comes to using video for sales and video sales presentations in general, shorter is almost always better. In fact, studies have shown that the vast majority of viewers tend to lose interest after the first four minutes. This is likely due to the fact that most people have short attention spans, get easily distracted, and prefer to consume information in small, easily digestible pieces.
As a result, video sales presentations that are too long are often ineffective, as viewers will simply tune out before they reach the end.
Shorter video sales presentations are more likely to hold viewers’ attention from start to finish.
This is because shorter videos are less likely to contain filler content or redundancies. Instead, every minute of the video is focused on delivering key information in an engaging way.
Highlight the most important information and leave out any extraneous details. Additionally, customers are more likely to watch a shorter video sales presentation multiple times if they need a refresher.
By keeping your video presentation focused and concise, you’ll be more likely to engage your customers, accelerate the sales cycle and increase sales.
3. Be yourself on video calls
When it comes to using video for sales in B2B, being yourself can be your best asset! People can sense when you’re being inauthentic, and it immediately puts them off.
So ditch the sales persona and just be yourself. Be warm and friendly, and let your natural enthusiasm for the product shine through! By doing that you’ll be able to better connect with your prospects on a human level. This will help you build a rapport with them and make them more likely to trust you. They’ll see you as a real person, and not just a salesperson trying to sell them something.
Of course, this doesn’t mean that you should wing it entirely. It’s still important to prepare for your video sales pitch by knowing your product and its features inside out. But once you’ve got that down, just relax and be yourself!
Here are a few tips to help you be your best self on sales video calls:
- Relax and take a deep breath. It’s natural to feel nervous before a video call with a big company, but try to stay calm and focused.
- Dress the part. Wear clothes that make you feel confident and professional on video calls.
- Smile! A genuine smile will help put your potential customer at ease and make them more likely to trust you.
- Be prepared. Know your product features inside and out and have some talking points ready in case of any tough questions.
- Listen. One of the key things in sales is being a good listener. Really pay attention to what your potential client is saying, the pain points that are bringing, and tailor your sales pitch accordingly. This will help you start more productive sales conversations and close sales faster.
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So if you’re looking to build stronger relationships with your customers, just be yourself on video. It’s the best way to connect with people on a human level!
4. Ask open-ended questions on video sales calls
Video sales calls can be challenging, and it can be difficult to keep the conversation flowing. The best way to overcome this challenge and make any video sales call more productive is to ask open-ended questions.
Asking open-ended questions is an important part of any sales call, and video sales calls are no different. So when using video for sales try to ask as many open-ended questions as possible, it will help you understand the customer better.
By asking questions that can’t be answered with a simple ‘yes’ or ‘no’, you can encourage your prospect to open up and share more information about their pain points and challenges.
Open-ended questions require the prospect to elaborate, and they help to keep the conversation going. This, in turn, gives you more information on the video call to work with as you try to close the sale.
What open-ended questions to ask on sales video calls?
Here’s a list of top 40 open-ended questions to ask on video sales calls:
- What drew you to our company / product / service?
- What is your desired outcome for this meeting?
- What drew you to take this call with me?
- What are the biggest challenges your company / business is currently facing?
- What is your top priority in this situation?
- What areas would you like to see improvement in?
- What is keeping you from achieving your objectives?
- What actions have you taken to resolve these issues?
- What aspects of your current processes work well, and what could be improved?
- How do you feel our product / service would benefit you?
- What are your thoughts on our price point?
- How do you measure success?
- What would it mean for you on a personal level if you solved this problem?
- What would be the ideal outcome for your company?
- If you can surpass these challenges, will it result in increased profits for your company?
- What would you change about your current system if time and money were not constraints?
- Who else is involved in the decision-making process?
- How does your company go about making decisions?
- What else can I do to assist you in making this decision?
- Who else should we speak to about this?
- What concerns do you have about our product / service?
- What timeline are you working with?
- Why is now a good time to consider our product / service?
- What other options have you considered?
- Who is your competition?
- Have you ever tried a product like this before?
- If so, what were the results?
- What other products / services have you considered?
- What would you say about the quality of service with your present vendor?
- What are you looking for in our solution?
- What budget have you allocated?
- What are your thoughts about this so far?
- What are your concerns regarding the transition?
- How did you hear about our company?
- Is there anything else I should know about your business?
- Would you like to see a full demo of our product / service or only specific features?
- Do you have any more questions that I haven’t addressed?
- What do you think should be the next steps?
- I have checked the calendar and we have availability on … When would work best for you?
- Are there any other questions I can answer for you before we wrap up our video call?
By asking these questions, you’ll be able to get a better sense of the customer’s pain points and what objections they may have. With this information, you can adjust your video selling strategy on the fly and improve your chances of making a successful sale.
5. Be authentic on video sales calls
When using video for sales, it is essential to come across as authentic.
Ditch the script!
If you want your potential client to believe in you and your business, you have to be authentic in your video presentation.
Many sales representatives try too hard to be someone they’re not, and this usually comes across as inauthentic.
Here are Top 15 tips on how to be authentic on sales video calls.
- Do your homework.
- Tell stories.
- Ask questions.
- Don’t be afraid to admit when you don’t have the answer.
- Listen more than you talk.
- Be flexible.
- Be genuine in your praise.
- Avoid jargon.
- Be aware of your body language and use it to convey confidence.
- Be humble.
- Know your viewers.
- Don’t try to be someone you’re not.
- Relax and enjoy yourself.
- Follow-up after the meeting to keep the momentum going.
- Keep your word.
1. Do your homework.
Before the video presentation, take the time to learn about the client, their company, and their needs. Check their website and LinkedIn page. This will help you tailor your presentation to their specific business challenges.
In addition to knowing your sales pitch, it is also important to be prepared for questions that the client may have. This will show that you are truly invested and truly want to address any pain points they may have.
2. Tell stories.
The best way to create an engaging experience for the client and connect with them on a personal level is to share stories that are relevant to their company and the sales content you are presenting. This will help them see you as a real person, rather than just a salesperson or presenter.
3. Ask questions.
On your video calls, engage the client by asking them questions about their company or their needs. This shows that you are interested in what they have to say and want to truly understand their business.
4. Don't be afraid to admit when you don't have the answer.
Part of being authentic is being transparent about what you do and don’t know. If a client asks a question that you don’t have the answer to, simply tell them that you will check with your team and get back to them after the video call.
5. Listen more than you talk.
In addition to asking questions, it is also important to listen carefully to what the client says. This will show them that you value their input and are interested in hearing what they have to say.
6. Be flexible.
Be prepared to adjust your sales presentation on the fly based on the needs of the client and their business. This shows that you are responsive to their business needs and want to find the right solution to address their pain points.
7. Be genuine in your praise.
When you genuinely praise your client’s achievements, they can feel it. This will help build trust and respect between you and the client.
8. Avoid jargon.
Using industry-specific jargon can make it difficult for viewers to understand what you’re saying. In your sales videos, use clear and concise language that everyone can follow.
9. Be aware of your body language and use it to convey confidence.
Eye contact with the viewers (the camera lens) and open body posture communicates that you believe in what you’re saying. Using video for sales provides an excellent opportunity to get in front of a potential customer, take advantage of that.
10. Be humble.
Arrogance is a turn-off for many people, so it’s important to remain humble when presenting to the viewers. Acknowledge that there may be things they know more about than you do, and be receptive to feedback or criticism.
11. Know your viewers.
The best way to be more authentic is to make an effort to understand who your audience is before your video presentation. By researching their company to understand their business, you can tailor your video presentation in a way that resonates with them on a personal and professional level.
12. Don't try to be someone you're not.
At the end of the day, people want to work with someone they feel they can trust – so don’t try to be someone you’re not. Be yourself, and let your unique personality shine through!
13. Relax and enjoy yourself.
Video sales presentations sometimes can be stressful, but it’s important to remember that at the end of the day, there’s no need to stress out over it too much. Take a deep breath, relax, and enjoy the experience!
14. Follow-up after the meeting to keep the sales momentum going.
After the presentation, follow up with the client via email, phone call, or share a pre-recorded video presentation to recap the meeting. Staying in touch with your clients conveys that you value their business.
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15. Keep your word.
Following through on your promises is key to being an authentic presenter. If you say you’re going to do something, make sure you do it!
In B2B sales, authenticity is key. When presenting to a client, you want to be genuine and sincere in your interactions. This means being honest about your product and its features, and being transparent about any potential flaws.
By following these tips, you’ll be able to be more authentic on your video sales calls and connect with the clients on a human level.
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6. To drive action, connect with pre-recorded sales videos before and after video calls.
Using short pre-recorded asynchronous video presentations is an excellent way to connect with your prospect before the sales call. You can use video to introduce yourself, your product, and your company.
The ultimate goal of this pre-recorded video presentation is to create a more personal connection with the prospect and to establish trust and rapport before the sales call even takes place.
Using video for sales can help you to show your personality and connect on a human level with your prospects and clients. By recording a short video presentation, you can be sure that your prospects will have all the information they need before they even speak to you!
Any sales rep worth their salt knows that following up with a prospect is the key to moving the deal and maintaining the momentum.
After a video sales call, it is the right time to follow up with a pre-recorded asynchronous video presentation.
This allows you to review the key points of your meeting and ensure that your prospect understands your product, value proposition, benefits, and main features.
Furthermore, a pre-recorded asynchronous video presentation can be used as a helpful leave-behind after a meeting that can be passed on to all of the key stakeholders and decision-makers at the company. This will ensure that your message will not get lost in translation!
7. Create a sales video library.
As video sales continue to grow in popularity, it’s important to have a library of pre-recorded asynchronous video presentations and video messages for different stages of the sales process.
Creating videos for each individual prospect can be time-consuming. Even though personalization is key when it comes to video sales, in some cases you can use generic videos that apply to the vast majority of your customers and use cases.
For example, a basic overview of your products and services, onboarding process steps, and “how to” videos can be easily pre-recorded and shared with the customers. Or you can record a video case study to show your potential customers that you have helped others achieve success.
Creating a small library of pre-recorded asynchronous video presentations will allow you to quickly and easily find and share videos that have relevant content and resources with your clients in a highly engaging video format.
No matter what video platform you are using for video sales, it’s also essential to have a labeling system in place to keep your video sales content organized. By tagging your video resources with the right keywords, you’ll be able to ensure that your videos are easy to find and relevant to your customers.
By investing a little bit of time in recording a small library of video presentations and setting up a labeling system, your sales team can streamline the sales process, accelerate the sales cycle, and close more deals.
8. Use sales videos to stay top of mind and nurture relationships with prospects and clients.
By recording and sharing engaging video content, you can stay top of mind, nurture relationships with prospects, build trust, and speed up your sales process. When used correctly, video can be a powerful sales tool that can help you stand out from the competition by creating a great buying experience.
In B2B sales, timing is incredibly important. If you wait too long to reach out to a prospect, they may have already decided to do business with someone else.
Use video to stay top of mind by recording and sharing targeted video content with your prospects.
This will keep you top of their list when they’re ready to make a purchase decision.
When using video for sales, make sure you record video content that is high quality and informative. You need to share videos with relevant and engaging content that prospects will find value in.
This could include educational videos, industry news or events, or product updates. The more relevant the content you are sharing the higher the chances that the viewers will share your videos with their colleagues and decision-makers.
The key is to engage and create a connection with the viewers and show them that you understand their company and their business needs.
Prospects are far more likely to watch a pre-recorded asynchronous video presentation or watch a video message than read a long business email, blog post, or whitepaper. Still, you have to keep your videos short and to the point. No one wants to watch a long, rambling video, so get to the point quickly and leave them wanting more.
By recording and sharing relevant and engaging video content, salespeople can quickly build trust with prospects and position themselves as trusted advisors, accelerate the sales cycle, and win more deals.
9. Try to record personalized videos for your prospects and clients.
More and more salespeople are using video for sales. The problem is that many sales and marketing teams are still treating video as a one-size-fits-all medium. They record and send the same video messages to everyone, regardless of the company and the recipient. This is a huge mistake!
When moving a sales-qualified lead down the sales pipeline, especially at later stages of the sales process, salespeople should record videos that are more personalized!
This doesn’t mean that you need to create new content from scratch. You can reuse the same PDF presentations but when recording the video narration (face bubble), you should at the very least mention the recipient and company name.
Video personalization will show that you have taken the time to learn about them and their business, and it will make them more likely to watch the video and take action as a result.
By incorporating specific details about their business in your video message, you’ll show that you’re invested in helping their business succeed. This will go a long way towards building trust and establishing rapport with your customers. Personalized video sales presentations are simply more effective than generic videos.
Turn your PDF sales and marketing materials into engaging video presentations that can be shared in a single link, and track video analytics.
If you’re looking for a way to take your video selling to the next level, you need to try the video platform DeckLinks. It enables sales teams to easily turn all of their existing PDF presentations and marketing materials into engaging video presentations. These videos will capture the attention of the viewers at every stage of the sales process and help you start more sales conversations.
Sales teams are always looking for ways to improve their sales and marketing presentations. The best way to do this is to use video engagement analytics.
PDF Documents Tracking
Identify the most engaged viewers and understand how they interact with your PDF presentations and documents. Learn more.
How video analytics can help sales teams accelerate the sales cycle?
Video tools that offer engagement analytics can help a sales team understand how their sales materials are being used.
Video analytics shows what parts of your video are most effective, gain valuable insights into clients’ interests, and where there are opportunities for improvement. Video analytics data then can then be used to update sales and marketing materials accordingly, making them more relevant and effective.
For example, If you notice that viewers are leaving your video at a certain point, it’s an indication that something in the video isn’t grabbing their attention. You can track which slides of your video presentation are skipped or rewatched, which can give you insight into which parts of your sales pitch are most engaging or important to viewers.
By paying attention to these kinds of patterns, you can make changes to your video message and presentation slides that will help you improve your marketing and sales collateral and increase conversions.
In addition, video analytics can help you understand how your video presentation is being shared.
If you see that your video is being passed around within the company and shared with decision-makers, this is a good sign that your video is having an impact.
With video analytics, you can ensure that your marketing materials and sales presentations are always as effective as possible and your video selling strategy is working – giving you a better chance to increase conversions and close sales faster.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
If your sales and marketing team is looking for a video platform to create personalized videos and sales presentations that are more engaging and impactful, DeckLinks is the perfect video platform for you! This video sales tool offers granular video and PDF tracking features so you and your sales team can get valuable insights into when and how the viewers watch and interact with your video presentations.
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Why you should start using video presentations today?
The use of video for sales is not a new concept. Video can be used in many different ways to help boost conversions and close sales faster. From sales presentations to video demonstrations to client testimonials to account management, there is a multitude of ways how a sales organization can use video for sales.
If your team is not already using video for sales, now is the time to start!
In a world where anyone can create a website, it’s important to start building trust with your prospective customers as early as possible in your sales process.
Video allows you to put a face on your company and show your clients who you are.
It also allows you to build rapport and establish trust before even meeting face-to-face. And video is the next best thing to meeting someone in person.
Video allows you to put a face to your name and show your personality. This is especially important when selling remotely. Video messages and pre-recorded asynchronous video presentations are very efficient ways to communicate, both for you and your potential customer.
Videos provide a quick way to deliver important information to all of the stakeholders and decision-makers and answer questions, without having to waste days or sometimes weeks coordinating meetings.
Pre-recorded video presentations can be shared via email, on social media, or embedded on landing pages or your company website.
If your sales team or your marketing team is not already using pre-recorded video presentations for sales outreach, onboarding, or account management, now is the time to start! You can quickly and easily record a sales video with a video platform like DeckLinks. Our video presentation maker was built specifically for B2B sales and marketing teams, and offers granular video analytics and ability to convert PDF presentations into engaging asynchronous video presentations that you can share with a single link.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
Using video for sales can help you and your sales team stay ahead of the competition, create a more personal buying experience, make your sales processes more effective, and close more deals faster!
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Written by Lidia Vijga
FAQs
What are the benefits of using sales videos?
Sales videos allow you to personally connect and build trust with prospects. They convey your value proposition quickly and enable you to showcase product demos, case studies, and testimonials in an engaging way.
How can video increase sales conversions?
Sales videos boost conversions by building trust and relationships. They tell a story and convey emotions and body language cues that emails cannot. Sales videos give personalized touch at scale.
What are some best practices for creating effective sales videos?
Best sales video practices include building personal connection, solving pain points, conveying value quickly, telling a story, keeping videos short, optimizing videos for mobile, adding CTAs, and leveraging emotions and visuals over text.
How can businesses create an effective video sales process?
Identify goals and KPIs, create brand guidelines and templates, develop video content across the funnel, track performance with links/QR codes, continually optimize, provide video training for sales teams, leverage user-generated content, and share videos across channels.
How can sales videos improve the sales process?
Sales videos can significantly improve the sales process by building trust, clarifying questions, and engaging prospects. They can be used throughout the sales cycle to capture attention, move deals forward, and close deals faster. They can help sales reps understand buyers better and strengthen their sales messaging.
When should I use video content in the sales cycle?
Video content can be used throughout the sales cycle to increase conversions and customer satisfaction. it can be used for prospecting, demos, proposals, and closing deals. You can create a more engaging and memorable experience for prospects, addressing questions and concerns, showcasing product features and benefits.
How can I integrate video content into my existing sales processes?
Integrate video content into your sales processes by identifying key touchpoints where video can be helpful, such as prospecting, product demos, and follow-ups. Use DeckLinks to create, share, and track video performance, and optimize your video content based on KPIs like views, clicks, time spent per slide, etc.
About the Author
Lidia Vijga is a seasoned professional with 10 years of first-hand experience in B2B sales and B2B marketing. She has a proven track record of driving growth for companies across various industries. Throughout her career, Lidia has led numerous successful sales campaigns and implemented innovative marketing strategies that have significantly increased revenue and reduced customer acquisition cost for her clients. Lidia regularly shares her insights and experiences on LinkedIn, webinars, and public speaking engagements. Lidia believes in the power of personal qualities such as kindness, empathy, and the willingness to understand others. She is committed to empowering client-facing teams with tools that enhance their talent instead of automating it, and she firmly believes that teams that show their human side grow companies much faster.
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Watch deck links examples
Deck links created by some of our users.
Never lose control of the sales process. Equip your product champion or a gatekeeper with a presentation video that can be shared with the decision-makers. Don’t let your message get lost in translation.
Build customer loyalty and reduce churn. Create videos that will keep your audience engaged. Maintain great customer experience. Educate your clients about new products and offerings. Expand average account size.
Build trust and long-term relationships with donors. Create videos, share your mission and values, and connect with the donors on a human level. Make it easy for the donors to give by including a ‘Donate’ button on your video.
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VIDEO SALES TIPS
Quick Video SALES TIPS from Sales Leaders and Sales Influencers in the B2B space.
