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More than 80% of B2B marketers are now reporting great success with using online video as a lead generation and qualification tool. But as many of us are learning, online video is no longer just for marketers. Because of its unique ability to educate and engage, online video is now being used by an increasing number of organizations for sales enablement, sales training, and improved corporate communications.
And many of those organizations are now doing it right inside their existing Salesforce and Chatter environments—a great way to increase adoption by reps and minimize new technology costs. Makes sense, right? So let’s dive a bit deeper into what this really means and how sales leaders are reaping the benefits of online video as an integrated tool for sales enablement.
From sales playbooks to on-demand training modules and recorded town hall meetings, video offers a perfect medium for sharing knowledge across a geographically disperse organization. Giving you the power to share insights with that ‘personal touch,’ video consistently outperforms other content types in terms of audience engagement and overall impact on its viewers.
In fact, our brain processes visual information over 60,000 times faster than text-based information, and our retention rate for video is over six times greater than for text. It’s no wonder why online video now accounts for more than two-thirds of global Internet traffic! And as a knowledge-sharing and training tool, you can’t beat video for its ability to demonstrate product functionality, share real customer testimonials, and give your team members insights into how to position and sell your solution.
Many sales leaders continue to cite sales training as one of their top challenges and priorities for the next 12-24 months. What better way to train than with great on-demand video content? Video is becoming a preferred content medium for producing and sharing training content, but did you know that you can do it all right within Salesforce and Chatter without the need to invest in a separate learning management system or to post videos to external channels like YouTube? Some of the most innovative sales leaders are now using Vidyard for Salesforce to post, share and track sales training videos right inside their Chatter feeds.
They can easily share videos across the entire sales team or with select Chatter Groups and Communities leveraging their existing security and identity models. With real-time encoding, sales reps can watch the content at their convenience on their desktops, laptops, tablets or smartphones. They can even record videos of themselves doing a sales pitch or demonstrating a product using the Salesforce1 mobile app and share the video directly with their manager or prospect via Chatter.
And with detailed tracking and reporting, sales managers can keep an eye on which team members are watching the training content and which ones are not. Think there may be a correlation between which reps actually consume training and which ones are the most successful? No need to guess; Vidyard for Salesforce gives you all the data to monitor and prove it.
And what about using video as a powerful selling tool? We all know that facts tell but stories sell, and that prospects are more likely to interact with video content than long emails or whitepapers. So why not empower your sales team with secure video sharing as a sales enablement and prospecting tool? That’s precisely what leading sales teams are now starting to do. But rather than pointing your reps to a library of videos on YouTube or your corporate website, why not give them access to your video assets inside Salesforce so they can send them directly to prospects and track their viewing actions right within lead records and activity logs?
Going well beyond just content sharing, the ability to track which videos a prospect has watched and how long they watched for can give incredible insight into their purchase intent and readiness to engage. And if you set up the workflows correctly, you can even ensure that your reps are proactively alerted when a prospect completes a video viewing sessio and is most immersed in your brand.
To visualize how using video in Salesforce and Chatter can have a material impact on your sales team, take a look at this fun “Day in the Life of” video that showcases how a new sales rep can use video in Salesforce for training, selling, and internal collaboration.
It’s a fun video that I think you’ll like—and yes, it was produced entirely from real product usage shots of Salesforce + Vidyard. Have a watch, and maybe you’ll find some inspiration for taking your sales enablement program to the next level through the power of video and Salesforce.
Michael Litt is the CEO and co-founder of Vidyard, a video marketing platform helping marketers measure the impact of their video content. Thought leader, surfer, and serial entrepreneur, Michael is passionate about content marketing and changing the way we engage and purchase with video. Connect with Michael on Twitter @MichaelLitt or LinkedIn.
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