116: The Do’s & Don’ts of Video Prospecting w/ Tyler Lessard

December 01, 2021 00:30:26
116: The Do’s & Don’ts of Video Prospecting w/ Tyler Lessard
B2B Revenue Acceleration
116: The Do’s & Don’ts of Video Prospecting w/ Tyler Lessard

Dec 01 2021 | 00:30:26

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Show Notes

The COVID-19 pandemic has changed many of the ways we interact with each other, and business is no exception. With many opting for video calls over in-person meetings, it’s opened the door to the bigger question: How can we use video technology to differentiate ourselves from competitors?

On this episode of B2B Revenue Acceleration, we talk with Tyler Lessard. Tyler is the VP Marketing and Chief Video Strategist at Vidyard, and was kind enough to come on the podcast to discuss all the “Do’s & Don’ts” of Video Prospecting.

This episode includes the following topics: the biggest opportunities with video in sales, how to craft a strong, tailored message to prospects, video prospecting mistakes to be mindful of, the mass adoption of video technology, and its use as a prospecting channel.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

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Episode Transcript

WEBVTT 1 00:00:00.960 --> 00:00:05.480 You were listening to be to be revenue acceleration, a podcast dedicated to helping 2 00:00:05.559 --> 00:00:09.429 software executive stay on the cutting edge of sales and marketing in their industry. 3 00:00:09.869 --> 00:00:14.429 Let's get into the show. Hi, welcome to be to be revenue acceleration. 4 00:00:14.789 --> 00:00:18.350 My name is Dancy Brook and I'm here today with Tyler Lessard, BPM 5 00:00:18.429 --> 00:00:23.179 marketing at video. How you doing, tyler? I'm absolutely great. It's 6 00:00:23.219 --> 00:00:28.339 a Halloween celebration here day today, so I'm full up in my Ted Lasso 7 00:00:28.460 --> 00:00:31.260 costume, so I'm having a heck of a good time today here. Dad, 8 00:00:31.339 --> 00:00:35.299 how are you well? I'm not dressed up as a dead last, 9 00:00:35.340 --> 00:00:38.490 so I actually I'm the party boop Bro. I'm dressed in normal blood but 10 00:00:39.049 --> 00:00:43.009 you know, I'm good. It's a Friday we're talking before this pool you 11 00:00:43.049 --> 00:00:46.530 said. I'm busy. Vp of suves Q, for is actually the last 12 00:00:46.530 --> 00:00:49.929 day of our few three today. It's it's all good. Fortunately, we've 13 00:00:49.929 --> 00:00:53.600 done a record quarter, so it's kind of wouldn't say it's feat up the 14 00:00:53.759 --> 00:00:57.479 shore, but it's it's a little bit less pressure than they normally would be 15 00:00:57.520 --> 00:01:00.359 on the last day of quarter. Well, it's great to hear congrats on 16 00:01:00.640 --> 00:01:03.120 closing out the quarter. congrats on sounds like a record quarter, but we 17 00:01:03.200 --> 00:01:07.549 all know, as you know people in the sales community, it's only when 18 00:01:07.549 --> 00:01:11.030 we're recording. It's October twenty nine. I calculate at least five days left 19 00:01:11.069 --> 00:01:12.709 in the quarter. You can go through till like October thirty four. So 20 00:01:12.909 --> 00:01:19.060 you sat exactly that, exactly that. So to get started with the with 21 00:01:19.140 --> 00:01:22.739 the discussion today, the podcast today, be great if you could give a 22 00:01:22.780 --> 00:01:26.379 bit of background to our listeners on on yourself, but also your company. 23 00:01:26.420 --> 00:01:30.019 I know it's about video prospecting today and you guys are pretty much deleted in 24 00:01:30.099 --> 00:01:32.260 that. So it'd be great if you could just give a bit of introduction 25 00:01:32.340 --> 00:01:34.650 into that and yeah, my pleasure. So my name is Tyler lasard. 26 00:01:34.689 --> 00:01:38.930 I am the VP marketing and chief video strategists here at Vid Yard. VIDE 27 00:01:38.969 --> 00:01:45.849 ARD as a business, we provide a suite of video technologies to businesses. 28 00:01:46.090 --> 00:01:49.480 We have video hosting and management platform for marketing teams, but in recent years 29 00:01:49.719 --> 00:01:55.680 we have seen the growing adoption of our video messaging tools for sales teams, 30 00:01:56.120 --> 00:01:59.799 which is really designed to make it easy for anyone in sales to be able 31 00:01:59.920 --> 00:02:06.349 to record and send personal video messages, screen recording videos right over via email 32 00:02:06.349 --> 00:02:09.110 or social channels to their prospects and customers as, frankly, just a better 33 00:02:09.150 --> 00:02:13.870 way to communicate their messages when we can't be there in person anymore. So 34 00:02:13.990 --> 00:02:16.300 that's been a really exciting area of focus for us and I personally have been 35 00:02:16.340 --> 00:02:21.780 spending a lot of time in the sales community understanding how are people using video 36 00:02:21.860 --> 00:02:24.939 in different ways, what's really working for them to see success and how can 37 00:02:24.979 --> 00:02:29.340 we pull the best practices from that and share them with others? So excited 38 00:02:29.340 --> 00:02:31.009 to explore that here today. All right, absolutely. If you look at 39 00:02:31.009 --> 00:02:34.610 Your Business, the lost couple years, to your point, around trying to 40 00:02:34.610 --> 00:02:37.689 connect with people by video, because we go basically not being an ounce to 41 00:02:37.729 --> 00:02:39.770 do that in person. How have you have have you seen that impact your 42 00:02:39.849 --> 00:02:44.639 business, postively or negatively? I'm I've lost year and a half of set. 43 00:02:45.080 --> 00:02:46.639 Yeah, well, it's been really interesting and, to say the least, 44 00:02:46.680 --> 00:02:49.439 the last couple of years. I think we all know that in the 45 00:02:49.479 --> 00:02:53.439 world of sales, like couple big things have really happened. Of course, 46 00:02:53.479 --> 00:02:58.750 the great virtualization has happened, which both means we're more and often than not 47 00:02:58.949 --> 00:03:04.469 selling remotely, but also it means our customers are buying remotely. Less and 48 00:03:04.509 --> 00:03:07.830 less they're having people into their offices, if at all. More and more 49 00:03:07.909 --> 00:03:10.590 they're buying committees are distributed from each other. They're no longer all getting into 50 00:03:10.590 --> 00:03:15.020 the same meeting room together for, you know, a live or even video 51 00:03:15.099 --> 00:03:17.180 call with with you as a sales rep so there are a lot of changing 52 00:03:17.219 --> 00:03:23.500 dynamics that are happening purely because of this sort of surge in virtual selling and 53 00:03:23.819 --> 00:03:27.330 buying. Obviously, as part of that, video has become a huge thing. 54 00:03:27.729 --> 00:03:29.889 A lot of us are doing, if not all of us are doing, 55 00:03:30.009 --> 00:03:32.569 zoom calls, Google meets webex is, whatever it happens to be, 56 00:03:34.210 --> 00:03:38.129 and that has started to at least normalize the use of cameras and microphones in 57 00:03:38.370 --> 00:03:43.400 our lives as salespeople and business professionals. So we kind of have this new 58 00:03:43.439 --> 00:03:49.080 baseline we're working with where we're all at least comfortable now getting on camera communicating 59 00:03:49.280 --> 00:03:53.159 over video. But that's now also open this door for people to be able 60 00:03:53.159 --> 00:03:55.710 to do more with video than just live calls. The live video call is 61 00:03:55.789 --> 00:04:00.590 a great replacement for the in person meeting or the phone call. But what 62 00:04:00.710 --> 00:04:02.310 about all those emails we send? You know? What about all those slack 63 00:04:02.349 --> 00:04:05.870 messages we send? Well, a video message can actually be a great video 64 00:04:05.909 --> 00:04:10.860 alternative to those as well. So that's starting to happen as sales reps are 65 00:04:10.860 --> 00:04:14.340 getting comfortable at least with video and camera and starting to find these tools to 66 00:04:14.419 --> 00:04:17.139 go hey, I can record and send a short video to prospect somebody to 67 00:04:17.180 --> 00:04:21.660 introduce myself or to walk through a else proposal to help close a deal faster. 68 00:04:23.060 --> 00:04:26.009 So it's all these interesting sort of burgeoning use cases of video that we 69 00:04:26.089 --> 00:04:28.209 started to see, which has been, you know, great for our own 70 00:04:28.209 --> 00:04:30.930 sales team and, of course, great for all the companies that we work 71 00:04:30.009 --> 00:04:33.370 with. So to your point, there a sounds if you're seeing, you 72 00:04:33.490 --> 00:04:38.639 know, and an up and or at least their wider adoption of video technologies 73 00:04:38.680 --> 00:04:42.360 in different part of the s would fund of my perception for from an outsider 74 00:04:43.079 --> 00:04:46.560 looking in on the company like yourselves, and just you know, teams did 75 00:04:46.600 --> 00:04:50.199 a generally, you adopting video as part of their their outreach of that KDEN. 76 00:04:50.279 --> 00:04:55.189 So that day today, work and practice is that it feels to me, 77 00:04:55.230 --> 00:04:57.430 and I might have their wrong perception here, but it feels to me 78 00:04:57.550 --> 00:05:01.709 that the generally speaking, video or adoption of video messaging as a prospecting channel 79 00:05:01.709 --> 00:05:06.980 within says, say with development environment, seems to be perhaps still a relatively 80 00:05:08.060 --> 00:05:11.060 low adoption with that. Do you get to feel that's a fair assessment? 81 00:05:11.620 --> 00:05:15.339 Absolutely. Yeah, we're still in the very early days of this. You 82 00:05:15.459 --> 00:05:17.620 know, within within our community, of course we live it, we see 83 00:05:17.660 --> 00:05:21.930 it every day. We work with literally thousands of different businesses who are now 84 00:05:23.009 --> 00:05:27.170 using video messaging in their prospecting. But when you look at it on mass 85 00:05:27.250 --> 00:05:30.449 it is still very, very early and most of us, frankly, aren't 86 00:05:30.449 --> 00:05:36.079 even getting any video messages to our work in boxes from colleagues or from salespeople 87 00:05:36.120 --> 00:05:41.279 or otherwise. And so it's still is very, very early there and actually 88 00:05:41.360 --> 00:05:46.279 lies one of the opportunities for a lot of sales reps today, those strs 89 00:05:46.439 --> 00:05:51.029 and and account executives who are sending their prospects video messages are finding in most 90 00:05:51.069 --> 00:05:55.790 cases that it really stands out from everything else, partly because it is different 91 00:05:56.110 --> 00:05:59.990 and new. I hear all the time rep sporting me email saying, you 92 00:06:00.069 --> 00:06:02.430 know from a prospect saying wow, this was such a great and refreshing way 93 00:06:02.430 --> 00:06:05.300 to reach out to me. I've never gotten a video from a salesperson. 94 00:06:05.459 --> 00:06:09.100 I'm intrigued. Let's talk. So there is a little bit of power in 95 00:06:09.220 --> 00:06:12.420 that right now in that it is different, it's unique. We certainly have 96 00:06:12.620 --> 00:06:15.579 seen this rapidly growing use. So we do expect it to become, you 97 00:06:15.660 --> 00:06:18.410 know, normalized over the next couple of years, but it is still very 98 00:06:18.449 --> 00:06:23.250 much early days and we're also learning about what's working. Yeah, and and 99 00:06:23.730 --> 00:06:27.290 and on that know them. When you look at what's working for the stols 100 00:06:27.329 --> 00:06:30.329 that are already using it, this say roll and then trying to try to 101 00:06:30.449 --> 00:06:34.399 teach and in till Lamsday, the best jaws, the value of of using 102 00:06:34.879 --> 00:06:40.680 video as a prospective tactic. For Ust y'alls that have garn using video messaging, 103 00:06:41.040 --> 00:06:44.079 video outreach as affected today, what would you say if some of the 104 00:06:44.639 --> 00:06:46.430 best practices to get the most out of the the solution that they using? 105 00:06:47.069 --> 00:06:49.750 Yeah, there's been a number of things that we've all learned over the last 106 00:06:49.790 --> 00:06:53.990 little while, particularly, as you said, when using it for prospecting. 107 00:06:54.430 --> 00:06:57.790 So when you think about the role of a video message when you're prospecting, 108 00:06:58.550 --> 00:07:00.620 there's a few things that it can do really, really well and and the 109 00:07:00.660 --> 00:07:04.579 most successful SDRs are the ones that recognize that and lean into those things. 110 00:07:04.620 --> 00:07:10.100 How is video different from when I'm typing an email or leaving a voice mail, 111 00:07:10.100 --> 00:07:12.420 right, like, what's unique about video and how can I really lean 112 00:07:12.500 --> 00:07:15.850 into that? The first thing you is that video can be is a very 113 00:07:15.930 --> 00:07:21.089 visual medium, obviously, and it allows us to show rather than just tell. 114 00:07:21.689 --> 00:07:25.209 It also allows us to, of course, put ourselves out there on 115 00:07:25.370 --> 00:07:27.930 camera and allow the person on the other side to see us, to get 116 00:07:27.970 --> 00:07:30.720 to know US and hopefully get to trust us. And so, you know, 117 00:07:30.920 --> 00:07:34.759 creating videos that bring your story to life that of course, have you 118 00:07:34.920 --> 00:07:39.319 on camera, but with tools like a videyard and others, you can also 119 00:07:39.399 --> 00:07:42.839 record, for example, of your what's up on your screen or your web 120 00:07:42.920 --> 00:07:46.149 browser, along with your camera on, and some of the most successful reps 121 00:07:46.589 --> 00:07:48.910 are using that as a way to get people's attention. So, for example, 122 00:07:48.949 --> 00:07:53.350 if I were prospecting you, Dan, I might, as a very 123 00:07:53.389 --> 00:07:58.110 simple little tactic, bring up your linkedin profile up on my browser and then 124 00:07:58.149 --> 00:08:01.060 I hit the record button with my camera on right beside it, and I'd 125 00:08:01.100 --> 00:08:05.100 start by waving and I'd say hey, Dan, you know I was checking 126 00:08:05.139 --> 00:08:09.100 out your business and your profile here on Linkedin and I noticed that you're the 127 00:08:09.139 --> 00:08:11.889 VP of sales. I'd highlight your little vp of sales title and I might 128 00:08:11.970 --> 00:08:13.889 say and then I would tie it into my message. You know the reason 129 00:08:13.889 --> 00:08:18.129 I'm reaching out and is I'm actually working with a few other VP's of sales 130 00:08:18.170 --> 00:08:20.810 right now. We're all having the same problem, really low response rates by 131 00:08:20.889 --> 00:08:24.889 their SDRs, if that's a problem you're facing, and then I you know, 132 00:08:24.009 --> 00:08:26.560 sort of you know, quickly nail my message. Yeah, and what 133 00:08:26.680 --> 00:08:30.680 I've done there is when I send that video over and it lands in your 134 00:08:30.720 --> 00:08:33.480 inbox, you open that email up and there's this thumbnail image of the video 135 00:08:33.519 --> 00:08:35.960 and you see not only me as the seller, but you see your own 136 00:08:37.000 --> 00:08:41.080 linkedin profile up on the screen and you immediately know, in a fraction of 137 00:08:41.120 --> 00:08:43.110 a second that number one, I really did make a video just for you, 138 00:08:43.470 --> 00:08:46.429 because that's your linkedin profile. This can't be a copy. YEA, 139 00:08:48.629 --> 00:08:52.149 it creates a level of interesting curiosity because like, Hey, that's me right 140 00:08:52.230 --> 00:08:56.259 there. Even that creates something interesting and it just increases your expectation of value, 141 00:08:56.419 --> 00:09:01.139 knowing that I've obviously delivered a very personal message to you. So there's 142 00:09:01.179 --> 00:09:05.539 little things like that of using visuals to get using your personality and practice practice, 143 00:09:05.580 --> 00:09:09.179 or you get more and more comfortable in your delivery of your messages. 144 00:09:09.620 --> 00:09:11.330 Well, that's a very good point as well around the practice, practice piece, 145 00:09:11.370 --> 00:09:15.690 because some of our recrs internally a toyed around with it at times and 146 00:09:15.730 --> 00:09:20.009 I think actually we're on the cusp of getting success, we're on the cusp 147 00:09:20.129 --> 00:09:22.769 of turning this into part of a wide occaydance and probably stopped. It's all. 148 00:09:22.850 --> 00:09:26.519 It's almost like that. I don't know if you've seen that image where 149 00:09:26.519 --> 00:09:30.200 there's the person that's bashing your rock trying to get through, and success is 150 00:09:30.240 --> 00:09:33.519 just the other side of the where they've got through and they're bashing the tipping 151 00:09:33.559 --> 00:09:35.159 where in its rock and it's I mean it's a kind of equivalent of that, 152 00:09:35.240 --> 00:09:39.389 where they they use it for a while and just as they're getting about 153 00:09:39.429 --> 00:09:43.190 to get success, I stopped and I think it's because in the early days, 154 00:09:43.230 --> 00:09:45.629 when you're when you're toying around with it, when you're pressing, it 155 00:09:45.870 --> 00:09:48.789 takes time right. It's got to take probably a few minutes to get it 156 00:09:48.830 --> 00:09:52.509 right and you're probably paranoid about having it perfect. And I always say you 157 00:09:52.590 --> 00:09:54.620 know, it's not about being perfect, right, it's about doing a good 158 00:09:54.659 --> 00:09:58.500 enough job to get it out there. You're going to stand out anyway, 159 00:09:58.539 --> 00:10:01.700 to your point, because other th don't that. So just do a decent 160 00:10:01.740 --> 00:10:05.059 job, do a decent message and get it out there and start trying to 161 00:10:05.059 --> 00:10:09.129 get feedback. You've got to do it multiple times to start rest even feedback 162 00:10:09.169 --> 00:10:11.210 and getting success. Yeah, yeah, you're absolutely right. And you know, 163 00:10:11.289 --> 00:10:15.929 one of the the sayings I like to to share with people to jot 164 00:10:16.009 --> 00:10:18.169 down on a little sticky note, you know, so they remember it, 165 00:10:18.370 --> 00:10:22.759 is it's about connection, not perfection, and it's as simple as that when 166 00:10:22.759 --> 00:10:26.399 you're sending videos, because then the reason you're putting yourself out there on a 167 00:10:26.440 --> 00:10:30.840 video the power, and that is the ability to have that person on the 168 00:10:30.919 --> 00:10:35.399 other end actually connect with you as a real human who's invested in helping them 169 00:10:35.440 --> 00:10:39.110 solve a problem, which email and voicemail and everything else it's so hard to 170 00:10:39.230 --> 00:10:43.350 do right. No matter how well you craft your email message, that person 171 00:10:43.429 --> 00:10:48.029 is still just reading it, they're skimming it, they can't hear your voice, 172 00:10:48.070 --> 00:10:50.379 your intonation, they don't feel connected to you at all, no matter 173 00:10:50.740 --> 00:10:54.860 you know how great that message is, but when they can see you and 174 00:10:54.940 --> 00:10:58.500 hear you as a real person, it levels that up. So even if 175 00:10:58.539 --> 00:11:01.220 you don't nail the perfect message, even if you don't have the best thing 176 00:11:01.220 --> 00:11:05.929 up on your screen, just you delivering it authentically in a way that gives 177 00:11:05.929 --> 00:11:09.210 them a sense of trust and a sense of potential value, you can create 178 00:11:09.330 --> 00:11:11.210 that connection. And to your point, they're not always going to respond to 179 00:11:11.210 --> 00:11:18.090 every video you send, but the data shows that sequences with video messages in 180 00:11:18.169 --> 00:11:22.960 them and perform sequences without, and I believe there's a big part to that, 181 00:11:22.159 --> 00:11:26.879 of you become more memorable to them, you become somebody that is more 182 00:11:26.000 --> 00:11:30.720 than just a name, you become a face and a real person and eventually, 183 00:11:30.759 --> 00:11:33.110 when they do pick up that phone or they do get that video, 184 00:11:33.470 --> 00:11:35.950 they're more likely to engage in a conversation. Very interesting and in terms of 185 00:11:37.269 --> 00:11:41.870 if you look at your point around it's about connection to affection. That said, 186 00:11:43.190 --> 00:11:46.220 I can only imagine right that if you've got an FTR that has a 187 00:11:46.299 --> 00:11:50.100 lot of template to the emails, is kind of a cadence. It's in 188 00:11:50.220 --> 00:11:52.419 outreach, ready to go. That's quicker, right, and sometimes, as 189 00:11:52.539 --> 00:11:56.179 Y'all think activity, they think volume, they think speed. So that's quicker 190 00:11:56.259 --> 00:11:58.820 than crafting this message. It might take you five or ten minutes, whatever 191 00:11:58.860 --> 00:12:03.169 it takes together. So, from your perspective, when it comes to crofting 192 00:12:03.210 --> 00:12:07.970 a really tailored, solid message, is that better reserve for, say, 193 00:12:07.250 --> 00:12:11.570 you know, the C level, Bep, director level, individual Robin, 194 00:12:11.649 --> 00:12:15.330 say, a practitioner or a user of a solution that you might actually be 195 00:12:15.330 --> 00:12:18.519 up front to target? Well, I think a lot of it comes down 196 00:12:18.639 --> 00:12:22.159 to, like with many things, how heavily you personalize or customized. You 197 00:12:22.240 --> 00:12:26.399 know, really is the you know, the the potential value of that lead 198 00:12:26.440 --> 00:12:31.149 or that prospect. I typically wouldn't narrow it down to US type of persona. 199 00:12:31.710 --> 00:12:35.669 I would narrow it down to the business that I'm selling to. So 200 00:12:35.750 --> 00:12:39.269 if I am going after a lead that is either in a company that is 201 00:12:39.389 --> 00:12:43.830 like right at the pinnacle of our ideal customer profile and, you know, 202 00:12:43.870 --> 00:12:46.940 I know that they would be a perfect fit for my solution, that's when 203 00:12:46.940 --> 00:12:48.500 I'm going to put in a little bit more time because if I can get 204 00:12:48.500 --> 00:12:52.259 their attention, if I'm into a conversation, those are going to convert higher. 205 00:12:52.259 --> 00:12:56.179 Or if it's an individual lead that has been passed to me because we've 206 00:12:56.179 --> 00:12:58.409 seen a lot of activity, they seem highly engaged. Again, they're more 207 00:12:58.490 --> 00:13:01.850 likely to convert. I'm going to put in that little extra effort because I 208 00:13:01.850 --> 00:13:05.169 know if I can get them into a conversation they're going to convert at a 209 00:13:05.169 --> 00:13:09.450 higher level. So absolutely, those higher priority leads are where we see a 210 00:13:09.450 --> 00:13:13.799 lot of sales reps leaning into making and sending a video. But what we 211 00:13:13.879 --> 00:13:18.440 do also find is that a lot of reps will also make what we'd call 212 00:13:18.519 --> 00:13:22.799 kind of a prerecorded or off the shelf videos, where they don't have to 213 00:13:22.919 --> 00:13:26.509 personalize it every time. And, for example, in an outreach sequence there 214 00:13:26.549 --> 00:13:30.789 may be a step three that says, okay, here's an email, here's 215 00:13:30.789 --> 00:13:33.830 a template and here is, you know, insert your video here, and 216 00:13:35.070 --> 00:13:37.350 it could be one that you've already recorded. So it could be instead of 217 00:13:37.389 --> 00:13:41.340 me saying Hey dan at a DUP, it's me as an individual and I'm 218 00:13:41.379 --> 00:13:45.700 just saying hey, it's tyler at videyard here really, you know, thanks 219 00:13:45.740 --> 00:13:48.379 so much for clicking play. The reason I'm reaching out is I work with 220 00:13:48.419 --> 00:13:50.419 a lot of demand gen managers, just like you Blah Blah about. So 221 00:13:50.580 --> 00:13:54.460 any time it's a demand gen manager, I just drop that video in and 222 00:13:54.820 --> 00:13:56.929 it's not going to work quite as well as a fully personalized one, but 223 00:13:58.649 --> 00:14:01.929 it's efficient and it may have a bigger impact than just the templated email message, 224 00:14:03.250 --> 00:14:05.490 but it's something that you can do and you can use it over and 225 00:14:05.570 --> 00:14:07.330 over again. So a couple different ways you can think about using video, 226 00:14:07.490 --> 00:14:11.919 both hyper personalized, custom recorded as well as when you have off the shelf 227 00:14:13.000 --> 00:14:16.559 that you can drop into an email anytime and send out. Yeah, interesting. 228 00:14:16.120 --> 00:14:20.240 Now shifting get a bit when spoken about a lot of the good that. 229 00:14:20.799 --> 00:14:24.750 I'm also interested to hear about the battle, but maybe I'm most a 230 00:14:24.789 --> 00:14:28.470 good right when it tends to practice when it comes to video prospects. Now 231 00:14:28.470 --> 00:14:33.509 I've been seeing a lot of us recently on Linkedin and other other places about 232 00:14:33.509 --> 00:14:37.429 age and SG as and just so beople in general, using tactics like the 233 00:14:37.509 --> 00:14:43.539 facetime cold facetime as a video prospecting which I find just bizarre right, where 234 00:14:43.659 --> 00:14:46.100 as a caught of a sequence that just randomly face timing and prospects, which 235 00:14:46.179 --> 00:14:50.220 you know, I'm sure, is shocking enough to potentially elicit a pick up 236 00:14:50.259 --> 00:14:52.889 at some point in time. But that's got to be considered poor practice. 237 00:14:52.929 --> 00:14:56.210 I would have thought in most circles right in terms of, if you would 238 00:14:56.210 --> 00:15:01.450 to maybe describe not quite such bad tactics in that but in end of the 239 00:15:01.570 --> 00:15:05.049 notts of good uses or video or the things to maybe avoid when it comes 240 00:15:05.090 --> 00:15:09.039 to video prospecting. Yeah, what if some of your filters are on that? 241 00:15:09.679 --> 00:15:13.840 Yeah, so there's there's a couple things when you're sending these videos. 242 00:15:13.879 --> 00:15:16.279 Yeah, that you absolutely need to be mindful of. One of the biggest 243 00:15:16.279 --> 00:15:20.519 mistakes sellers make is their videos are too long and you know they hit the 244 00:15:20.600 --> 00:15:22.870 record button and they want to get their entire message in there. They want 245 00:15:22.870 --> 00:15:26.070 to introduce themselves, they want to introduce their value proposition, they want to 246 00:15:26.110 --> 00:15:30.269 tell a customer story, they want to show the product up on the screen 247 00:15:30.309 --> 00:15:33.710 and ends up being two or three minutes long and for somebody who is not 248 00:15:33.750 --> 00:15:37.419 yet engaged in a conversation, they are not going to watch that long, 249 00:15:37.460 --> 00:15:41.100 no matter how great you are on camera. So our guidance is when you're 250 00:15:41.100 --> 00:15:46.940 using it for cold prospecting, aim for thirty to sixty seconds for these videos. 251 00:15:46.980 --> 00:15:50.049 It's enough time for you to get in there, introduce yourself, tease 252 00:15:50.090 --> 00:15:54.690 them a little bit with what you're trying to deliver, but then pop that 253 00:15:54.850 --> 00:15:56.289 out, because if somebody clicks on in the see that it's three minutes, 254 00:15:56.289 --> 00:15:58.330 they're not even going to watch. They're going to say enough time for this, 255 00:15:58.769 --> 00:16:02.210 so keep it short. There you go the kiss acron and I like 256 00:16:02.250 --> 00:16:04.600 to say they're keep a short seller. Is a good first thing. The 257 00:16:04.720 --> 00:16:08.320 second is, as we talked about earlier, that sellers give up too early 258 00:16:10.080 --> 00:16:14.279 because they find that recording videos are you know, there's more that goes into 259 00:16:14.320 --> 00:16:17.120 it. Right like, as you said, it's if I'm not like feeling 260 00:16:17.200 --> 00:16:18.470 like I'm looking good that day, I may not want to make them. 261 00:16:18.830 --> 00:16:22.269 You know, I stumble over my words and it takes me ten minutes just 262 00:16:22.350 --> 00:16:25.909 to make one one minute video, which is very frustrating. But I think 263 00:16:26.070 --> 00:16:30.149 we have to reflect back on when we learn new techniques like this. It 264 00:16:30.269 --> 00:16:33.700 never pops right away. I mean, think about when you started cold calling, 265 00:16:34.059 --> 00:16:37.500 right like, how bad your initial cold calls were absolute and you know 266 00:16:37.580 --> 00:16:41.460 how long it's for you to get into that rhythm where it felt comfortable and 267 00:16:41.580 --> 00:16:44.379 you're like, okay, I got this, I've mastered in right so videos 268 00:16:44.419 --> 00:16:47.649 the same and again a lot of people will be inclined to try it. 269 00:16:47.809 --> 00:16:49.330 You know, they'll send ten to fifteen videos and then they'll give up on 270 00:16:49.409 --> 00:16:52.769 it because they haven't gotten their responses and or feels and efficient. And what 271 00:16:52.850 --> 00:16:56.690 I've heard from a lot of our customers is that sending around a hundred videos 272 00:16:56.809 --> 00:17:00.570 is kind of that threshold where people feel like, okay, I can just 273 00:17:00.690 --> 00:17:02.759 do this in my sleep. Now, I can hit the record button, 274 00:17:02.759 --> 00:17:04.720 I can nail my message and send it off. And a hundred videos may 275 00:17:04.759 --> 00:17:07.400 sound like a lot to people like whoa like that's going to take me a 276 00:17:07.480 --> 00:17:11.799 long time. But if you just do five videos a day, right, 277 00:17:11.000 --> 00:17:15.150 for a month, you're there. Yeah, or three videos a day for 278 00:17:15.230 --> 00:17:18.990 two months, right. And so just getting those reps in, because I 279 00:17:19.069 --> 00:17:22.789 promise you it's going to be a skill that you're going to leverage for the 280 00:17:22.829 --> 00:17:25.509 rest of your sales career. Right, this isn't just a one time thing. 281 00:17:25.589 --> 00:17:26.509 So you can get good at it now. A promise you. It's 282 00:17:26.509 --> 00:17:30.339 going to be a benefit to you, launcher. Yeah, and to your 283 00:17:30.420 --> 00:17:33.220 point, you know, getting comfortable and on camera as well, is just 284 00:17:33.339 --> 00:17:37.579 for those short snippets, is invaluable, particularly in the world we're now living 285 00:17:37.579 --> 00:17:41.740 him right, where it's shifting from so much in person so much virtual. 286 00:17:41.940 --> 00:17:45.450 And if you can get comfortable on camera and for thirty sixty seconds and that 287 00:17:45.490 --> 00:17:52.089 suddenly evolved into thirty minute meeting sixty minute meetings. It's a really important skill 288 00:17:52.130 --> 00:17:56.569 and actually just generally knowing how to carry yourself on camera is something that's that's 289 00:17:56.650 --> 00:18:00.799 overlooked as well. You know SDRs in the past. I remember when I 290 00:18:00.880 --> 00:18:03.559 started doing the job I was told, look, it doesn't matter if you 291 00:18:03.720 --> 00:18:07.240 if you if you mess up your call, the person can't see you. 292 00:18:07.960 --> 00:18:11.839 Just a repoints on the other end of the call or whatever. But actually, 293 00:18:11.079 --> 00:18:15.549 in turning today's selling environment, that's not the best advice because yes, 294 00:18:15.630 --> 00:18:18.630 in an str you know if you're making a call, but at some point 295 00:18:18.670 --> 00:18:21.309 in time you're going to have to get comfortable with seeing people and talking to 296 00:18:21.349 --> 00:18:25.309 people face to face and that that that short video pitched by cameras is a 297 00:18:25.670 --> 00:18:30.299 stepping stone to the longer conversations you'll have with prospects down the line. On 298 00:18:30.460 --> 00:18:33.700 that note, actually, so when it comes we've spoken a lot about the 299 00:18:33.779 --> 00:18:38.740 SDR community and yes, you know the sgr role using video as a prospect 300 00:18:38.819 --> 00:18:42.089 and tactic. I just want to go back to a point you made earlier 301 00:18:42.089 --> 00:18:47.289 where you were talking about a's having the ability to potentially increase second version rate 302 00:18:47.369 --> 00:18:51.650 to deal by by using camera. You you you spoken about one example, 303 00:18:51.650 --> 00:18:53.369 which was, you know, maybe talking through a proposal, for example, 304 00:18:53.450 --> 00:18:57.480 by by video. Can you maybe expand a little bit? On your way? 305 00:18:57.559 --> 00:19:03.599 You're seeing a huge video as a medium most often. Yeah, I 306 00:19:03.759 --> 00:19:07.559 think this is the the biggest opportunity, frankly, in sales right now and 307 00:19:07.640 --> 00:19:11.710 the most under utilized area for video. If you think about it from this 308 00:19:11.910 --> 00:19:17.710 perspective. You know, any time as a salesperson, you're going to try 309 00:19:17.710 --> 00:19:21.430 to communicate a message, you know, answer a question, explain something, 310 00:19:21.589 --> 00:19:26.420 walk through something with a prospect, you can right now. Your arsenal is 311 00:19:26.500 --> 00:19:29.259 usually well, I could type on an email and send it to them to 312 00:19:29.339 --> 00:19:33.779 answer that question, explain that idea. I could try to book a live 313 00:19:33.900 --> 00:19:37.099 video call and we could talk through it, you know, live, or 314 00:19:37.220 --> 00:19:41.289 I might send them an off the shelf piece of content for them to you 315 00:19:41.369 --> 00:19:45.049 know, again show them something or explain it. Those are typically the ways 316 00:19:45.089 --> 00:19:48.009 we would handle that today. You know, just sending an email, you 317 00:19:48.089 --> 00:19:51.650 know, it lacks that personality, that facetime. Those sorts of things trying 318 00:19:51.650 --> 00:19:55.880 to schedule a live video call is great, but often that's like the last 319 00:19:55.880 --> 00:19:57.799 thing your customer wants to do. Or you have a schedule for two weeks 320 00:19:57.799 --> 00:20:02.160 out and sending it off the shelf piece of content could be a nice way 321 00:20:02.160 --> 00:20:04.240 to explain something, but it doesn't give you the ability to customize it for 322 00:20:04.279 --> 00:20:08.750 them or contextualize the message. Yeah, and so recording of video and sending 323 00:20:08.750 --> 00:20:12.309 it over is actually this really neat sweet spot right in the middle. Because 324 00:20:12.430 --> 00:20:15.829 if, again, if a customer asked, you know, how does this 325 00:20:15.029 --> 00:20:18.309 work? Right, instead of saying, oh well, let's book a meeting 326 00:20:18.349 --> 00:20:19.950 and I'll walk you through it, why don't I just record a video, 327 00:20:21.069 --> 00:20:22.299 bring up my screen, if I'm a software product or something like that, 328 00:20:22.900 --> 00:20:26.180 and I'll I'll walk you through it like I'll record a video, I'll explain 329 00:20:26.220 --> 00:20:29.299 it and I'll send it over. You can watch it on your own time, 330 00:20:29.339 --> 00:20:32.180 whenever you have a chance, and that video could be forwarded around to 331 00:20:32.180 --> 00:20:36.250 anybody else in the decisionmaking committee who needs to see it. And now all 332 00:20:36.289 --> 00:20:38.450 of a sudden you're videos getting watched by five or six people at that account. 333 00:20:38.769 --> 00:20:41.849 They've all suddenly now met you right without you ever getting on a call 334 00:20:41.930 --> 00:20:45.930 with them, you're becoming more memorable, you're becoming more human with them, 335 00:20:47.329 --> 00:20:49.720 and it's a really simple thing that you can do. So it's everything from 336 00:20:51.400 --> 00:20:52.519 you know. Again, they ask you a question, instead of typing out 337 00:20:52.559 --> 00:20:56.599 an email, hit the record button and say well, great question, you 338 00:20:56.680 --> 00:20:57.880 know. So I wanted to explain it personally, to give you some of 339 00:20:57.880 --> 00:21:00.440 the nuances. So the answer is Dat it, at it up. But 340 00:21:00.720 --> 00:21:03.309 you want to consider this as well. Right and again, getting them to 341 00:21:03.349 --> 00:21:07.710 click and watch your video. Now, not only do they get the information, 342 00:21:07.869 --> 00:21:10.309 but they're literally spending time with you. Right, you're again, you're 343 00:21:10.309 --> 00:21:14.630 becoming more familiar, you're becoming more personal, and that also signals to them 344 00:21:15.230 --> 00:21:18.059 it better experience with you than the other sales rap who's just sending them links 345 00:21:18.099 --> 00:21:22.099 off to stuff. So there's all these cases where you almost have to pause 346 00:21:22.140 --> 00:21:25.579 and think, well, I want to send them this information, answer this 347 00:21:25.660 --> 00:21:27.460 question, explain this idea. Would it makes sense for me to hit the 348 00:21:27.500 --> 00:21:30.900 record button and make a quick video to do it? And it's as simple 349 00:21:30.900 --> 00:21:33.569 as that and ends up opening up so many areas where you can make a 350 00:21:33.609 --> 00:21:37.210 video and use it in your process. Yeah, interesting, this might be 351 00:21:37.289 --> 00:21:40.849 a bit of a direct to one. But do you have any stats that 352 00:21:40.970 --> 00:21:44.410 you as a company getting a bit more specific about video? Yeah, that 353 00:21:44.769 --> 00:21:48.920 use as a company, have been able to capture or produce the suggest, 354 00:21:48.000 --> 00:21:51.960 you know, x amount of scentage, increasing time to win right, based 355 00:21:52.000 --> 00:21:56.119 on needing videos out of your so process rather than not. Yeah, it's 356 00:21:56.319 --> 00:22:00.839 it's interesting. We we don't have that primary data ourselves because, you know, 357 00:22:00.960 --> 00:22:03.950 we we know how many times videos are getting watched, but it's hard 358 00:22:03.990 --> 00:22:07.029 to then extract that further out. But that said, there was a research 359 00:22:07.069 --> 00:22:11.190 report done this year called the state of virtual selling, two thousand and twenty 360 00:22:11.190 --> 00:22:15.670 one, which surveyed, it was nearly a thousand different sales reps, you 361 00:22:15.740 --> 00:22:18.619 know, and how they were using video and from those who were using these 362 00:22:18.660 --> 00:22:22.940 types of video messages in their sales process, it was I think seventy three 363 00:22:23.019 --> 00:22:27.380 percent reported higher response rates with video. So that's kind of the prospecting side. 364 00:22:27.740 --> 00:22:33.930 But what the interesting thing was about fifty percent reported both shorter deal cycles 365 00:22:34.089 --> 00:22:38.329 and higher close rates. And shorter deal cycles. Again, it's interesting to 366 00:22:38.369 --> 00:22:41.089 think, well, how would just sending videos do that? But back to 367 00:22:41.170 --> 00:22:45.519 this point of instead of scheduling a meeting two weeks out to do a demo? 368 00:22:45.839 --> 00:22:48.880 What if I recorded a video and send it to them right now? 369 00:22:48.519 --> 00:22:52.519 Maybe that next meeting becomes a pricing discussion instead of a walkthrough. How can 370 00:22:52.559 --> 00:22:56.279 it increase close rates? Well, yeah, simple things like giving them a 371 00:22:56.319 --> 00:23:00.109 better experience during the process and standing up from your competitors, right through to 372 00:23:00.190 --> 00:23:03.269 sending over a proposal where you actually have a video of you walking through it, 373 00:23:03.390 --> 00:23:06.470 explaining it clearly to them so they know exactly what they're getting. So 374 00:23:06.549 --> 00:23:10.630 yeah, it's interesting to see people reporting those different areas by, you know, 375 00:23:10.670 --> 00:23:14.220 in pretty needs another process. It's definitely happening, absolutely and I think 376 00:23:14.220 --> 00:23:18.019 that's only going to continue evolving. To the earlier points that we are making 377 00:23:18.059 --> 00:23:22.299 around adoption still being relatively low despite video being such an important medium. Rule 378 00:23:22.339 --> 00:23:26.930 of US in today's selling environment. As a I think we when we think 379 00:23:26.970 --> 00:23:30.769 video, we think zoom, we think teams, we think Google. Have 380 00:23:30.970 --> 00:23:34.849 we don't think you know, short snippets where you can you can really add 381 00:23:34.849 --> 00:23:40.529 value in the sale process in between live virtual meetings. We've spoken all about 382 00:23:40.529 --> 00:23:44.680 selling and sales people. There's more than just sales departments. Of course, 383 00:23:44.720 --> 00:23:48.720 within businesses, marketing and customer success or other areas that I was I was 384 00:23:48.759 --> 00:23:52.400 thinking, as we've been able to done through this this this conversation, that 385 00:23:52.960 --> 00:23:56.509 are also areas that could potentially get involved in really utilize video as a medium 386 00:23:56.509 --> 00:24:02.349 of communication. What are your what are your thoughts on on other departments using 387 00:24:02.549 --> 00:24:06.710 using videos as a means? Yeah, I think it's a very similar discussion. 388 00:24:06.750 --> 00:24:08.990 You know, customer success, Account Management, it's the same idea. 389 00:24:10.180 --> 00:24:12.579 You know, a big part of your role is to maintain strong relationships with 390 00:24:12.779 --> 00:24:17.660 your customers, to keep yourself top of mind so when the renewal time comes 391 00:24:17.700 --> 00:24:18.539 up they're not like, oh, wait a minute, who are you again? 392 00:24:18.940 --> 00:24:22.859 So when you are communicating out to your existing customers as an account manager 393 00:24:23.329 --> 00:24:27.490 again periodically, make sure you're sending them short video messages, because it gives 394 00:24:27.490 --> 00:24:30.529 them an opportunity to see you, for you to continue to be familiar and 395 00:24:30.930 --> 00:24:33.930 stay very personal with them. Are Really simple thing you can do. And, 396 00:24:34.049 --> 00:24:37.089 of course, yeah, marketing other areas of the business. You know, 397 00:24:37.130 --> 00:24:41.039 the use of video is growing. I think the biggest thing for marketing 398 00:24:41.079 --> 00:24:45.720 right now is using video as a way to educate audiences. It's less of 399 00:24:45.759 --> 00:24:48.519 about you know, it's a great advertising and Promo medium. But the best 400 00:24:48.599 --> 00:24:52.509 use for video right now, especially in D tob is to educate our customers, 401 00:24:52.589 --> 00:24:56.589 to show them clearly how something works, to clearly explain different ideas, 402 00:24:56.950 --> 00:25:00.710 because they want more and more to what to consume on their own time and 403 00:25:02.309 --> 00:25:06.230 more and more have a perspensity for visual information. So if we can answer 404 00:25:06.269 --> 00:25:10.259 their questions through video, whether it's stuff we preproduce or stuff we self record 405 00:25:10.339 --> 00:25:11.859 and send over as a video message, I think we're all going to be 406 00:25:11.900 --> 00:25:15.619 better communicators and will help our customers be more successful in the wan term. 407 00:25:15.900 --> 00:25:18.940 Yeah, and it's a really interesting point actually, that around marketing. So 408 00:25:19.140 --> 00:25:22.529 there's a couple of things. First thing is me and others have had more 409 00:25:22.569 --> 00:25:26.569 and more from prospects. You know, can you send us a two minute 410 00:25:26.569 --> 00:25:29.650 video or one minute video outlining a company right which is like at the High 411 00:25:29.650 --> 00:25:32.650 Level Company Promo? But then the other thing that I've been hearing a lot 412 00:25:32.690 --> 00:25:34.250 of some of our clients, so they're getting a lot of success with it, 413 00:25:34.369 --> 00:25:38.160 is that doing recorded testimony was for their clients. Absolutely the recorded testimony 414 00:25:38.240 --> 00:25:41.920 was where they're getting success is they're actually asking our climes to make it super 415 00:25:41.000 --> 00:25:45.480 informal. Can you just get like an iphone Selfie, or can you do 416 00:25:45.559 --> 00:25:48.839 it like it? To your point, like a video video, as rolling 417 00:25:48.880 --> 00:25:52.589 there being is really scripted professional video. There's been an ounce customers that doesn't 418 00:25:52.589 --> 00:25:56.869 really feel that authentic. Just do them, do to do a Selffie or 419 00:25:56.910 --> 00:26:00.150 do a bit, do a video, right, it sho super short, 420 00:26:00.549 --> 00:26:03.190 super informal. You know, just shoot from their hip and explain what you're 421 00:26:03.190 --> 00:26:07.220 actually really thinking about. You know your work with that particular vendor, and 422 00:26:07.299 --> 00:26:11.500 it makes it much more relatable, right, and I think that's so. 423 00:26:11.579 --> 00:26:15.539 That's on the marketing side, in our view. On the customer success side, 424 00:26:15.059 --> 00:26:18.849 we as a business, for example, it just really starting to invest 425 00:26:18.890 --> 00:26:22.170 now a lot in the customer success and and there's a lot of thoughts around 426 00:26:22.369 --> 00:26:25.970 how can we have we develop a customer success cadence. Now, you know, 427 00:26:26.130 --> 00:26:29.450 we've got a lot of people that are constantly involve with our customers. 428 00:26:29.529 --> 00:26:33.640 So is an email every quarter to the best option? Probably not. What's 429 00:26:33.680 --> 00:26:37.000 that? That looks like you're just checking in and it's not really any value. 430 00:26:37.440 --> 00:26:40.680 You know, is sending them a newsletter about your company? Good, 431 00:26:41.440 --> 00:26:44.079 it's okay, right. It's keeping them abreast of your company. It's okay. 432 00:26:44.319 --> 00:26:48.109 Is sending them industry content? You know? Good, yeah, it's 433 00:26:48.150 --> 00:26:49.910 okay, but if you could wrap that all up into a video and have 434 00:26:51.269 --> 00:26:55.789 a kind of regular caiden for keeping them up today and educated. To your 435 00:26:55.869 --> 00:26:59.750 point, just having that person front of mine, visual and feeling like they're 436 00:26:59.750 --> 00:27:03.019 talking to you makes it much more relevant and engage in than just receiving a 437 00:27:03.059 --> 00:27:07.259 newsletter that most of the time people culdick come subscribe right sope if yeah, 438 00:27:08.140 --> 00:27:11.819 it really does. Yeah, now I think you're I think you're spot on 439 00:27:11.940 --> 00:27:14.099 with all of that. And you know what I see a lot of people 440 00:27:14.099 --> 00:27:17.369 doing with with with things like that, is you have that the newsletter will 441 00:27:17.410 --> 00:27:19.809 have some updates, but it will often have a video as the hero and 442 00:27:19.930 --> 00:27:23.009 it might be, you know, an update from the CEO, it might 443 00:27:23.049 --> 00:27:26.930 be from the Vpcales, might be from the head of customer success or it 444 00:27:26.009 --> 00:27:30.279 might be from Sarah, the developer who built a really cool feature that we 445 00:27:30.319 --> 00:27:33.599 wanted to tell you about, you know, getting on a screen share and 446 00:27:33.640 --> 00:27:37.519 actually showing I'm really proud of this new feature that we built for you. 447 00:27:37.960 --> 00:27:38.839 I'm actually the one who built it. I want to show it to you 448 00:27:38.880 --> 00:27:42.640 and how it works right. Little things like that create this like these moments 449 00:27:42.759 --> 00:27:47.990 of these micro moments of connection with our audiences and ways that just we haven't 450 00:27:47.990 --> 00:27:52.069 really thought about traditionally. And so even those little things of like yeah, 451 00:27:52.230 --> 00:27:56.390 a video like that going one too many and then the account manager following up 452 00:27:56.430 --> 00:27:59.500 with their own quick little personal video to their to their customer, you know, 453 00:27:59.579 --> 00:28:02.500 saying, Hey, hope you saw last week's newsletter, really cool updates 454 00:28:02.539 --> 00:28:03.940 from it. Just checking in, wanting to make sure everything was good. 455 00:28:04.180 --> 00:28:07.420 Let me know if you have any challenges this week, I can up solve 456 00:28:07.500 --> 00:28:11.059 for you. Right, just those moments again just create a better affinity for 457 00:28:11.220 --> 00:28:14.490 your brand. And we haven't done them traditionally because, well, it was 458 00:28:14.529 --> 00:28:17.690 difficult, it was expensive, like producing videos, uploading them, all of 459 00:28:17.809 --> 00:28:19.450 that. But that's all gone. Right, we can do this stuff, 460 00:28:19.529 --> 00:28:23.569 honestly, as quickly and easily as we can writing out text based content or 461 00:28:23.609 --> 00:28:26.519 making a slide. We just got to figure it out. Yeah, absolutely. 462 00:28:26.920 --> 00:28:30.319 Well, I have to say it's something that we double within our business. 463 00:28:30.440 --> 00:28:34.000 But you know, I'm sure us, and now those listening to this 464 00:28:34.119 --> 00:28:37.759 will starts to think about a lot more seriously moving forward because, to be 465 00:28:37.880 --> 00:28:41.549 honest, it's it's definitely should have opened up my mind to thinking about different 466 00:28:41.630 --> 00:28:45.150 ways in which all team, and not just test, you are right, 467 00:28:45.430 --> 00:28:51.230 all across a business can actually like video in it to make communication and engagement 468 00:28:51.309 --> 00:28:56.339 with clients and prospects more relevant and more engaging. So it's that that's really 469 00:28:56.380 --> 00:29:00.019 insightful. So I'm conscious of the time. We've been speaking for a little 470 00:29:00.019 --> 00:29:03.660 while now and and I think we're coming towards the end of all the amount 471 00:29:03.660 --> 00:29:08.299 of time that we meant to be discussing video prospecting for. So if anyonee 472 00:29:08.900 --> 00:29:14.089 to continue the conversation with you specifically, or indeed actually you video, for 473 00:29:14.170 --> 00:29:17.730 example, in get in touch about that. How would you suggest that people 474 00:29:17.769 --> 00:29:19.609 get in touch with you to continue the conversation? Yeah, thank you. 475 00:29:19.650 --> 00:29:22.529 Yeah, two things. One is, please follow me and connect with me 476 00:29:22.690 --> 00:29:26.279 on Linkedin. So Tyler lassard at videyard. You'll find me there. I 477 00:29:26.400 --> 00:29:30.960 share lots of tips examples of using video and sales as well as more probably 478 00:29:32.039 --> 00:29:33.640 than that, to check me out there. And then secondly, yeah, 479 00:29:33.640 --> 00:29:38.069 videyard is a free tool that anybody can use to record and send video messages 480 00:29:38.109 --> 00:29:41.630 as part of prospecting. You know, internally you want to send a colleague 481 00:29:41.630 --> 00:29:45.509 a quick video or do a screen share. So you sign up for free. 482 00:29:45.630 --> 00:29:48.990 Just go to videyardcom and sign up for free and start trying it out 483 00:29:49.150 --> 00:29:52.059 and see how it works and let me know on Linkedin what you think sounds 484 00:29:52.140 --> 00:29:55.900 good. Well, it's been a been a great conversation. It's been great 485 00:29:55.900 --> 00:29:57.500 to me. I really appreciate it. So I'm and I'm sure plenty of 486 00:29:57.539 --> 00:30:00.619 people would be getting in touch with you. I know, I know. 487 00:30:00.700 --> 00:30:03.619 I think I still need to connect with you myself on Linkedin is. I'm 488 00:30:03.619 --> 00:30:07.059 going to do that straight away. And Yeah, thanks again and look forward 489 00:30:07.099 --> 00:30:10.529 to catching up against wonderful my players were. Thanks for having me. Thank 490 00:30:10.529 --> 00:30:15.609 you. You've been listening. To be to be revenue acceleration. To ensure 491 00:30:15.650 --> 00:30:18.250 that you never miss an episode, subscribe to the show in your favorite podcast 492 00:30:18.250 --> 00:30:22.480 player. Thank you so much for listening. Until next time,

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