5 Key Ways Video Can Help Your Sales Team Succeed

Written by
Lizzie Davey
Oct 12, 2016

Sales. It’s a word that both excites and terrifies, right? On the one hand, you need sales to move your business forward and to bring in revenue, but they are also the hardest part of running a business.

Today, in this internet-inspired age, consumers and potential buyers are becoming more and more savvy, which means it’s not enough to shout “buy my product!” at them. Instead, they are seeking out authentic relationships with brands and businesses that share the same moral values as them.

This is where video can be a fantastic tool for your sales team. Video brings potential buyers into your world, shows an authentic side to your business, and can highlight what your business and product is all about.

Not only does this mean your sales team will have an easier time selling your product, but it also means you can save a ton of time by creating a few well-placed videos.

Let’s look at how that could work in your business.

Benefits of Using Video For Your Sales Team

  • Increased prospecting conversion. Video stands out in emails and will break the monotony of reams of text. If you’re cold emailing prospects, a simple video in your email will make them stop and click rather than scan over your pitch without really taking anything in.
  • Higher quality lead conversion. Video helps you refine your brand message and connect on a deeper level with people who are actually interested in your product.
  • Grow bigger deals and scale. Having specific videos that slot into the different segments of the sales journey means your team’s time is freed up to focus on bigger deals.

Key Ways Videos Can Help Your Team Succeed

1. Free up your sales team’s time with explainer videos

For every new prospect, your sales team has to run through what your product is, how it works, and why it will be beneficial to their business.

This means you team spends a lot of time spent repeating themselves to different customers when there’s a much easier way to solidify what your product is all about.

Cue the trusty explainer video. Having a short, to-the-point explainer video about your product will show potential customers the benefits of your product and it’s unique selling points without your sales team having to be there. This frees up their time, which they can then spend on sourcing new leads and creating other relationships.

At this stage of the buying process, potential customers aren’t that involved, so an explainer video is a great way to grab their attention, reel them in with the benefits, and determine who is really interested in your product.

2. Introduce your product with tutorials

A key sticking point for sales teams is not being able to fully explain how a product works. So, while an explainer video might show the benefits of a product and how it will help your customers change their businesses and lives, a series of tutorials will show them exactly how they can use it.

This means your sales team don’t have to run through how your product works, and they can concisely show potential buyers what it can do for them – and, as we all know, the vast majority of the population are visual learners.

3. Produce demo videos for pitches

Every single sales team needs to have a demo video to show potential customers when they’re pitching. This is a professional, simple video that introduces your brand, your backstory, and your product, along with the key benefits and features.

The beauty of having a demo video is it can make your pitch ten times more interesting. Rather than having your sales team talk at potential buyers, they can mix up their running order with a sleek demo video that a) helps potential buyers get a feel for the product and how it will help them, and b) keeps pitches interesting and, therefore, more likely to be successful.

4. Dispel myths at each stage of the sales cycle

The sales cycle is something your team is probably incredibly familiar with. This is the process the buyer goes through from first learning about your product to becoming a loyal customer, and there are key questions people will have at every single stage.

Incorporating videos into your sales cycle means your sales team won’t be hung up answering common questions. Instead, they can send out a Q&A video that answer the key questions potential buyers have, or they can send out a case study video to show how other buyers have benefitted from the product.

Here are some examples of the kinds of videos you can use in the sales cycle:

  • Testimonial videos for social proof at the start of the cycle, to show potential buyers that you’re a legit company who has helped others
  • Tutorials for commonly asked questions about how a product or service works
  • Case study videos to show the results other buyers have got from using your product or service

5. Create company culture videos to solidify your message

One of the key things your sales team have to do when pitching your product is to stick to strict brand messaging. This helps fuel what they will say, how they will say it, and who they will say it to.

Creating internal company culture videos can be a great way to visually show your sales team what your business is all about which, in turn, will help them solidify their messages. You can also create public company culture videos that help potential buyers determine why they should choose your product or service over someone else’s.

This comes back to the idea that sales teams these days need to be authentic and focus on building relationships and connections with potential buyers.

Video is a great asset to have on many different levels, from helping your sales team know what they need to say, to encouraging potential buyers to take that final step and purchase your product or service.

Ready to help your sales team succeed with videos? Mapout can help you.

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