Close more prospects with Sales Enablement. We film you with buyer relevance and a clear proposition. And then deliver videos which nurture, objection-handle and convince leads.
Which supercharges your sales performance.
Why sales enablement matters
Sales enablement gives your salespeople information and tools to sell more successfully. Which means revenue. Enough said.
While PDFs and emails are commonly used in sales, video is an essential accelerant in any sales enablement plan. Use video in email, pitches, docs and decks. And in public and private pages of your website, and social media. Imagine what you could do with video:
- speed learning - fast-track saleteam learning on any service or product
- recruit better - employ high calibre salespeople
- speed onboarding - improve efficacy of salesperson onboarding
- engage prospects - engage digitally at every part of the sales cycle
- advance remotes - improve remote teamwork and training
- skyrocket prospecting - watch your lead generation climb sharply
- fortify demos - make remote demos more potent
- professionalise - inject professionalism to meetings
Yes, I'd like a Video Sales Enablement Demo
Which sales assets are right for you
Choosing which assets are most appropriate is easy - just balance your investment according to the balance of your salesteam performance in each of the five main areas below. Research by IDC, Forrester and Gartner all regularly show a jaw-dropping 20%-40% time wastage by salespeople on non-selling tasks - content gathering, lead research and manually responding to the most repititive of information requests. In other words, waste. Which literally translate to a 20%-40% loss of sales. And there's absence to consider too, but harder to rate - the absence of reputation for example is harder to quantify.
Wherever your challenge is biggest, you should focus sales enablement video and other tools there. Here are common problems in under-performing salesteams:
- lead prospecting - insufficient or poor quality leads can lead to team demotivation and revenue falloff, resignations, even
- lead nurturing and closure - stalls, bails and rejections are the slayers of sales productivity, directly impacting performance
- client onboarding - can require burdensome work and inefficiencies and in some cases, client departures
- salesperson recruitment - attracting the wrong people can dramatically reduce team performance, demotivate top sellers and disrupt far beyond the individual
- sales teamworking and training - refreshed sales skills and team spirit can drift without regular training and remote camaraderie
Where to deploy your sales enablement
With targets to hit in a limited budget and timescale, it's going to matter to you where you focus effort. Here's some practical inspiration:
Video prospecting
Video prospecting example: CQC canvassed first-line investors with this explainer
Prospecting is really just two immense tasks and a hundred minor ones: targeting exactly the right people, and emailing a correctly-toned message with a customised video (this gets around 300% more click-through). Everything else is just lists and filtering, spambots and timing, domains and bounce management, testing and a myriad of delicate tech. Prospecting also works better with a visible reputation for when your target scopes you out, and strong website landing pages that chime with your message.
- reputation-building videos for social media, including brand opinions, case studies, behind-the-scenes explainers and promos
- target with laser-focused language to chime with your exact buyer persona in these videos and in your canvassing copy
- optimise the proposition for the target and the moment - for example explainer videos for year-end review or budget-setting research ideas
- set the tone of these videos - what's best is professional, light and warm, filmed to be revealing and helpful, rather than loud or proud
Client-facing nurtuing or closure activity
Sales video example: Dunedin nurtured leads seeking investment with this case study
Anecdotal video adds warmth to discussions with prospective clients. Ideally from a case-study or tutorial, but a testimonial or even a seller's story can carry that warmth. Whenever sellers follow up with a client, a relevant video can lead to a renewal, upsell, or cross-sell. And sales calls and remote presentations become more convincing with demos, benefits and implementation videos. When you can't meet, customised videos and top-end Zooms are a great compromise option. We sell pro kits for this - see them in our sales demo.
- case-study videos for proof, illustration and trust-building
- process explainers for reassuring clients that what they'll experience is easy and tailorable
- alternatives options videos to reveal choice and options, or to compare classes
- comparison videos to make choosing easier, cross-sell or upsell, and to demonstrate value compared with rivals
- case-builders to navigate clients through a bigger picture or complexity, and towards a fuller understanding of your service
- objection-handlers to build practical and empathetic responses to client concerns
- team and behind-the-scenes reassurers to build character, confidence and trust with your future client
Client onboarding
Onboarding video example: NVM used this case study to onboard new investees
Tutorials, demos and walthroughs all speed up client onboarding. And save you from repetitive explaining. But you need your Zooms to maintain close relationships. And tasters of those videos are useful there too. As tasters of your guidance to your onboarding support. Incidentally, your Zooms should be just as professionally lit, mic'd and camera'd as your films. How you look really conveys professionalism to the client. And that reflects on your firm and proposition. Ask about our pro kits for Zoom when you book an onboarding demo.
- procedural explainer videos to step clients through every stage of the setup, starting or operating processes
- FAQ videos to empathetically address frequent practical questions, and simultaneously save sales time
- team welcome videos to introduce the client service team, and reveal a bit about their backgrounds, character, skills and ethos
- go-live timescale explainer videos to manage expectations and reassure clients that you're three steps ahead of them
- financial explainer videos to clarify for clients what their cashflow will feel like and when they can expect returns on investment
Salesperson recruitment
Recruitment video example: Aurum used our video to recruit new brokers
Typically, it's hard to find a decent salesperson, harder to recruit them, and it can take months for them to learn your ways well enough to sell successfully. Many firms rely on senior sales people to introduce new hires to company culture, sales strategies, and the services. But tying up experienced sellers temporarily reduces sales capability. You can sweep away these two challenges with our custom sale recruiter videos. It's particularly helpful if your firm has various offices or remote sellers. New hires learn at their own speed with video training. Plus, novices and veterans can rewatch at any time to refresh their memory. Very helpful, considering most employees forget 35% of their training in a month and up to 90% after six months.
- canvassing explainer videos to entice as many suitable applicants as possible, focusing on responsibilities, support and assets, reward and professional growth
- candidate preparation videos to explain to short-listed candidates what to expect at the interview, to motivate them to bring their A game and equally to answer all their usual FAQs so you cut correspondence time
- screening video advisories to filter out inappropriate candidates, and to set expectations for the right applicants, so your interviews can maximise time spent on discerning topics
- rejection reassurers to thank failed applicants for their time, to reassure them that there may be opportunities in the future, and to protect your brand
- salesperson onboarder videos to step new hires through every stage of the setup, starting and induction processes
- FAQ videos to empathetically address frequent practical questions, and simultaneously save senior salesperson time
- team welcome videos to introduce the salesteam, and reveal a bit about their backgrounds, character, skills and ethos
- induction videos to start sales training and remote working quickly and conveniently
Sales teamworking and training
Sales teamworking video example: Hertz used our conference video to build unity and teamwork
Video is a highly accessible tool to train your sales force and share new service information. 75 percent of sellers prefer training video over reading, according to Forrester Research. Because video delivers just-in-time learning and microlearning, allowing sellers to learn at their own speed. Retention climbs too - over 60% compared to intensive learning. Team members can share insights, tips or announcements too. And indexing the transcripts makes all the videos so much faster to search
- service explainer videos to detail key features, benefits and objection handlers
- benefits and features updates to clarify fresh ways of seeing and selling a service, sharing beacon learning from top sellers
- selling case study videos to explore the anatomy of a successful sale, perhaps one per demographic (eg size, region or niche sector)
- negotiation trainer videos to dramatise or role play a successful and failed sales negotiation
- Zoom and day-to-day document trainers to reveal how to use video assets within Zoom calls, phonecalls, decks, proposals, quotes, emails and other documents
- FAQ and social media guidelines to guide new recruits on the changes to their social media accounts and to address common starting questions
Yes, I'd like a Video Sales Enablement Demo
Creative team
Our creative team is ready to help you with developing sales enablement. Ready to build ways to improve both client-facing and team-facing assets. These will be enrich and fortify your team perfomance. Together, we'll cover:
- the five key workflows that impact sales performance
- the handful of core messages that you want every viewer and reader to absorb, no matter what they see or read
- the priority and value of each asset, and their role
- your sales messaging priorities on the big six business emotions - confidence, optimism, surprise, empathy, trust and loyalty
- the adaptation, should you need it, of designs not just for your videos, but also your website, social profiles, email, pitches, Zooms, decks and docs
- the tracking of results and frequency of revisit for refreshing your sales enablement pack
When the creative team finish their work, your sales enablement videos will feel consistent, bang-on-message and commercially useful. And your your prospects will see you, feel you and know you.
Outcomes from sales enablement
After the sales enablement work is done, you'll encounter gains in so many areas in sales and, optionally, beyond:
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Sales: Improved performance in opening, pitching, lead-nurturing and lead-warming. More proposals and higher conversion through use-cases and demos. Better objection-handling and closing rates. |
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Client Services: Improvements in onboarding, servicing and reporting speeds and productivity. More cross-selling and up-selling. Improved client satisfaction in FAQs and tutorials. Improved problem resolution and retention. |
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Marketing: improvements in proposition, differentiation and market positioning. Successful growth in promotion, demand and lead-generation. And a stoinger reputation, better thought leadership, and more distinctive social media. |
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Digital: Increases in awareness, engagement and posting frequency and response. Also more traffic, clearer proposition standout, improved proof and higher demand. And more potent story-telling, story-finding, and digital visibility. |