IMPACT Inbound Marketing Agency]
Services
TAYA

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.

Sales

Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.

HubSpot

HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Register for IMPACT Live in Hartford CT, October 14-16! The one and only They Ask, You Answer conference. Reduced rates on sale for a limited time.

Close Bottom Left Popup Offer
IMPACT Live Group

Register for IMPACT Live in Hartford CT, October 14-16!

The one and only They Ask, You Answer conference. Reduced rates on sale for a limited time.
Marcus Sheridan

By Marcus Sheridan

Jul 14, 2017

Topics:

Video Marketing Marketing Strategy Inbound Sales
Subscribe
Join 40,000+ sales and marketing pros who receive our weekly newsletter.

Get the most relevant, actionable digital sales and marketing insights you need to make smarter decisions faster... all in under five minutes.

Thanks, stay tuned for our upcoming edition.
Video Marketing  |   Marketing Strategy  |   Inbound Sales

The Three Fundamental Purposes of Video that Every Sales Team Must Understand

Marcus Sheridan

By Marcus Sheridan

Jul 14, 2017

The Three Fundamental Purposes of Video that Every Sales Team Must Understand

Unfortunately, despite the proliferation of video in the way consumers buy (B2B and B2C), more often than not “video” is a marketing conversation. But in reality, it should be a sales conversation.

Which is also why every sales department, right now, should be in the midst of developing a culture of video within each and every person in the department. It is the present, and future, of the way people buy.

Yet, as mentioned, many don’t catch this vision.

Here is an interesting stat about using video in the sales process:

Over 80% of questions a sales professional gets on the first call/appointment (of their product or service) are the same questions every time.

Yep, every time.

Notwithstanding, we allow these sales team members to continue to answer the same questions over and over again.

In order to solve this, sales teams should be spending less time teaching and more time selling in front of prospects.

Sales Teams Less Time Teaching

But what would happen if every time a sales person were to meet with a new prospect that same prospect already knew the answers to those 80% of questions?

And not just knew the answers, but had already heard the sales person’s voice, seen their face, and gotten a sense of who they were before that first appointment?

As you might imagine, the results would be dramatic.

We live in an age where this is possible. A prospect can “know” a sales person long before that sales person knows them.

And because of this, instead of working so hard during initial sales appointments to build trust and then answer the basic questions, the relationship, and educational level of the prospect, can be significantly escalated.

 

 

But again, it starts with sales department. They must be bought in.

They must understand and accept the power of the visual selling experience.

Here at IMPACT, we’ve been spending more and more of our time training sales teams to not just embrace the power of video in the sales process, but to take ownership of their role in the video production process.

With each one of these workshops, we’ve seen a direct impact on closing rates, sales cycles and more.

So the question is: Are you working to establish a culture of visual selling with your sales team?

Are they participating in the company’s video production efforts and then are they leveraging the video content as much as they possibly can?

If you can say “yes” to these two questions, you’re well on you way to major success.

IMPACT Live Group

Register for IMPACT Live in Hartford CT, October 14-16!

The one and only They Ask, You Answer conference. Reduced rates on sale for a limited time.