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Using Video in the Sales Process (The IMPACT Show Ep. 76)

Using Video in the Sales Process (The IMPACT Show Ep. 76) Blog Feature

Stephanie Baiocchi

Director of Community & Events, Speaker, Co-Leader of the Chicago HubSpot User Group, Host of ‘The IMPACT Show’ Podcast

May 15th, 2019 min read

On this episode of The IMPACT Show, Nick and I discussed using video in the sales process! Ideas for videos, tips for optimization, and more. Plus, we're joined by special guest Leah Hovland and give a shout out to our featured Elite members, Jodie Rosenstagel and Brian Walker.

As we kicked off season three of the show we began publishing the video of the episodes to IMPACT Elite. If you want to check out the episode you'll have to join us in IMPACT Elite

the impact show episode 76

I've created a Facebook event you can join if you want to get reminded of each new episode! Episodes will air in IMPACT Elite every other Wednesday at 11:30am ET and Nick and I will be watching along side you and hanging out in the comments!

What Inbounders Be Talkin’ Bout

This is where we talk about what you - inbound pros working sales, marketing, service, and leadership - need to know and are talking about.

Using Video in the Sales Process

Nick kicked off this episode by talking us through some ways to use video in the sales process. Here are some of the examples he shared:

  • Pre-Explore call (warm it up, build rapport, confirm agenda, assign prep work)
  • Post-Explore Call (review what’s going to happen next, what’s in your email(s))
  • Demo/Diagnostic (screenshare)
  • Proposal/SOW review or recap
  • Re-engage, get back on track, set expectations

Why video in sales?

According to Forbes, 90% of customers say video helps them make buying decisions and 64% of customers say that seeing a video makes them more likely to buy.

Then we jumped into discussing how to optimize these videos and emails. 

Merely mentioning the word "video" in an email subject line increased the click-through rate by 13%.

Here are some vital pieces of optimizing your video in email strategy:

  • Animate the thumbnail
  • Make sure your URL is tracking watch analytics
  • Start with a smile and personalize when possible

There are so many ways to add videos to emails and each one functions slightly differently. Naturally, I made a tutorial to cover each situation!


The Inbound Doer’s Corner

This is where we pick someone from the community who we feel like you need to know about.

Our guest of the week is someone making great moves in their campaigns, have leadership lessons we can learn from, or are just overall awesome people you should make it a priority to get to know.

This week we’re hearing from Leah Hovland, who does marketing at KOGGER in Norway.

Leah Hovland from KOGGER

Leah Hovland, KOGGER 

IMPACT Community Member Shout Out

This is when we give kudos to a member of our community who has stood out lately in IMPACT Elite. 

MPACT Elite is a community of over 4,900 passionate inbounders looking to help each other succeed. Join us in IMPACT Elite. 

This week we have TWO Elite members to shout out!


Congrats and kudos to Jodie Rosenstagel and Brian Walker!

Jodie has been all over Elite with great questions and answers contributions lately. Brian asked a wonderful question about duplicate content and pillars and responded with a video! This even turned into a new episode of Content Lab to answer his question.

We would love your comments. What did you think of the new format of the show? Let us know in Elite. Make sure you never miss a show or update by subscribing at

Like what you saw? Make sure to subscribe to email reminders and give us a review on iTunes.

Have feedback or questions? We’d love to hear it. Comment on this article, hit us up in Elite, or email us at 


Join Us Next Time! 

We'll be back again in two weeks. Until next time...we'll see you in Elite!


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