From Pitch to Close and More: The Impact of Video in Sales

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May 1, 2024
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In today's competitive business environment, sales professionals are constantly seeking innovative ways to connect with prospects, accelerate deals, and foster long-term customer relationships. With the evolution of technology, personalized videos emerge as a game-changer, offering a more effective way to engage prospects at scale.

But if you really want your personalized videos to make an impact on the buyer, you need to strategically use them throughout your sales process. Digital sales rooms offer a convenient medium to deliver the right content at the right time making it even more effective.

In this post, we explore how the strategic integration of personalized video and digital sales rooms can revolutionize each stage of the sales process, from initial outreach to post-sale onboarding and customer success.

Sendspark & Flowla: It’s a match!

Personalized video and digital sales room software perfectly complement each other to enhance engagement and streamline communication throughout your sales process. The new Sendspark and Flowla integration brings together the best of the two worlds: Powerful dynamic videos incorporated into an interactive buyer journey and available at the right time to the right people.

Sendspark videos inject a human element into interactions, capturing attention and leaving a lasting impression on prospects. When integrated into interactive flows, they become powerful tools for tailored communication, allowing sales professionals to deliver customized content that resonates with individual stakeholders.

Moreover, the combination of personalized video and digital sales rooms provides sales teams with better control over the narrative, enabling them to guide prospects through the buyer's journey with precision and clarity. 

By leveraging these tools together, sales reps can streamline collaboration, accelerate decision-making, and drive alignment among stakeholders, ultimately shortening the sales cycle and increasing conversion rates. 

4 ways to use personalized video throughout your sales process

Now, let's delve deeper into how integrating personalized video and digital sales rooms can revolutionize your sales process.

1. Initial outreach: Making a memorable first impression

The initial outreach sets the tone for the entire sales journey. Instead of bombarding prospects with lengthy emails or generic presentations, personalized video messages crafted with Sendspark offer a human touch that resonates deeply. Sales professionals can extract key points and deliver concise, impactful messages that remind prospects why the deal is essential for their business.

By controlling the narrative through personalized video, sales reps can tailor their communication to the specific needs and pain points of each prospect. This personalization not only captures attention but also establishes a stronger emotional connection compared to traditional text-based communication. Embed your video right into the email or share the link to a dedicated sales room featuring more content to capture the prospect’s attention and get the message across. 

2. Engagement: Handholding your prospects

As the sales process progresses, collaboration becomes paramount. Digital sales rooms like Flowla provide a collaborative environment where sales teams and prospects can engage in real-time discussions, share documents, and co-create mutual action plans.

Yet, when combined with personalized video, your digital sales room becomes a powerful tool for controlling the narrative and guiding prospects through the decision-making process. Your champions can use Sendspark videos to articulate complex concepts or address objections internally, and reinforce the value proposition, ensuring that key messages reach all stakeholders involved.

3. Negotiations: Streamlining communication

One of the biggest challenges in sales is overcoming delays caused by scheduling conflicts and asynchronous communication at the later stages of your sales cycle. Personalized videos offer a solution by providing asynchronous answers to questions and delivering essential information without the need for another time-consuming meeting, especially when finalizing the deal with additional stakeholders, like legal or financial teams.

Instead of waiting days or even weeks to schedule a follow-up meeting, sales reps can use Sendspark to deliver timely responses and keep the momentum going.  Simply add a personal video message along with any document or information you want to share to the deal room to keep everyone in the loop. This accelerates the sales process, reduces friction, and increases the likelihood of closing deals in a shorter timeframe.

4. Customer onboarding and success: Nurturing long-term relationships

The sales journey doesn't end with a closed deal; it extends into the post-sale onboarding and customer success phases. Personalized video continues to play a crucial role in nurturing long-term relationships and ensuring customer satisfaction.

Customer success teams can create hands-on video tutorials in Sendspark and use them in the onboarding flows to guide new customers through the implementation process, highlight key features, and address common questions or concerns. This personalized approach demonstrates a commitment to customer success and helps solidify the relationship from the outset.

Later on, digital sales rooms can be repurposed as customer success portals, providing a centralized hub where customers can access all relevant resources and collaborate with their account managers.

Getting started with Flowla & Sendspark integration

We did all the heavy lifting for you, so using Sendspark with Flowla is really easy. First, you need to record a video.

Here’s a detailed guide on how to do that.

Once you have the video you want to add to your flow, click “Add content” and simply paste the link into the “Add new from outside” field.

Voila! Your video will be instantly embedded into the flow.

Tips for using video in sales

Video has become an invaluable tool in the sales arsenal, offering a dynamic way to engage prospects and convey information. Here are some practical tips to maximize the effectiveness of video in your sales efforts:

  • Keep it short and sweet: Attention spans are short, so aim to keep your videos concise and focused. Highlight the most important points and avoid unnecessary details.
  • Personalize your message: Address your prospect by name and tailor your message to their specific needs and challenges. Personalization enhances relevance and strengthens the connection.
  • Show, don't just tell: Use visual demonstrations to illustrate the benefits of your product or service. Seeing is believing, and visual cues can significantly enhance understanding and retention.
  • Maintain professionalism: While a personal touch is important, ensure that your videos maintain a professional demeanor. Dress appropriately, use clear language, and avoid distractions in the background.
  • Add value: Provide valuable insights or solutions that address your prospect's pain points. Position yourself as a trusted advisor by offering actionable advice or industry expertise.
  • Include a call to action (CTA): Clearly state the next steps you want the prospect to take after viewing the video. Whether it's scheduling a follow-up call, downloading a resource, or making a purchase, guide them towards the desired action.
  • Optimize for mobile: Many prospects will view your videos on mobile devices, so ensure they are optimized for smaller screens and load quickly. Use subtitles or captions for accessibility.
  • Track engagement metrics: Monitor metrics such as views, click-through rates, and watch time to gauge the effectiveness of your videos. Analyzing these metrics can help you refine your approach and identify areas for improvement.
  • Follow up promptly: Use video as a follow-up tool to reinforce key points discussed during meetings or address any lingering questions or objections. Timely follow-up demonstrates responsiveness and commitment.
  • Experiment and iterate: Don't be afraid to experiment with different types of videos and messaging strategies. Pay attention to what resonates with your audience and refine your approach accordingly.

By incorporating these tips into your video sales strategy, you can create compelling content that engages prospects, accelerates deals, and ultimately drives success in your sales efforts.

Conclusion

The marriage of personalized video and digital sales rooms offers a new way for sales professionals to engage with prospects and customers. By harnessing the power of storytelling, personalization, and collaboration, businesses can streamline the sales process, build stronger relationships, and drive sustainable growth in today's competitive marketplace.

Incorporating tools like Sendspark and Flowla into your sales strategy isn't just about staying ahead of the curve — it's about transforming the way you connect, communicate, and ultimately, convert leads into loyal customers.

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Written by Bethany Stachenfeld, Co-founder & CEO at Sendspark

Bethany brings a wealth of experience from roles in marketing, sales, and finance. She is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst).

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