If you're aiming to boost your sales and drive revenue, leveraging video in your sales process can be a game-changer. However, simply adding video to your strategy won't guarantee results. To succeed, you need to use video creatively to stand out from your competitors. In this article, we'll share practical insights on how full cycle account executives can effectively use video in the sales cycle. We'll offer actionable tips and tricks for creating engaging videos that will capture the attention of your prospects and keep them interested. Discover how to maximize the potential of video in your sales process and take your revenue to new heights.

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Why should I care?

Incorporating personalized video content into the sales process can benefit more than just SDRs and BDRs. Account executives, especially full cycle ones, can leverage video in various ways throughout the sales cycle. Traditional advice encourages video usage, even if it's not high-quality, because it's a new medium to incorporate into prospecting strategies.

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However, it's important to consider the quality and creativity of the video to make it more engaging for prospects. Techniques such as adding cover images with the prospect's face, using visual aids to demonstrate problem-solving, and utilizing creative tools to improve video quality can significantly improve the sales cycle. Incorporating video into sales strategies has proven successful in multiple industries and can be a powerful tool in driving revenue.

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A Simple Framework

Based on the insights shared in this video outreach process, the tactical framework for creating a successful video outreach campaign can be broken down into a few key components. Firstly, it's important to identify the target persona and industry and create a message that is relevant to their needs in the first 15 seconds. Next, within the next 10-15 seconds, it's recommended to loop back to a problem that the target persona may be facing and showcase how your solution can solve it.

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The last part of the video can be a demo, visualization or summary of your key points, and a soft call-to-action in the final five seconds. This approach ensures that the video is short and digestible, ideally under 45-50 seconds, making it more likely to be watched in full. For post-discovery campaigns, a 30-second video that provides a simple message and can be used within the sales cycle can be effective. By following this framework, companies can create engaging video outreach campaigns that resonate with their target audience and ultimately drive results.

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Tips for Success

Create personalized video recaps: After each discovery call, create a 30-second video recap of the conversation. Use a PowerPoint background and point out the three things the buyer said they wanted, and the three things you'll show them in the demo that align with those needs. Send the video out before the demo to engage with the buyer visually and give them a more intimate relationship with you throughout the sales cycle.

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Use video for proposal breakdowns: When sending out proposals, create a video that breaks down the three points that people usually get caught up on. Explain these points ahead of time, then send the proposal and ask if they have any questions. This personalized touch will give buyers a better understanding of your offering and address any concerns they may have.

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Experiment with user-friendly editing tools: utilize editing tools like CapCut and Canva to simplify the video creation process while still producing engaging and concise content. Use CapCut to cut out unnecessary portions of your video and add a cover image made on Canva. Keep in mind that concise editing is essential to keep your audience's attention. Additionally, consider turning a successful email into a video by fine-tuning it with tools like Lavender. The key is to simplify the process while still creating quality content.

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Final Thoughts

To boost your sales and drive revenue, it's crucial to use video creatively in your sales process. By following the practical insights and actionable tips outlined in this article, companies can create engaging video outreach campaigns that resonate with their target audience and drive results. Additionally, utilizing user-friendly editing tools like CapCut and Canva can simplify the video creation process while still producing high-quality content. By leveraging the power of video, companies can maximize their sales potential and take their revenue to new heights. Incorporate personalized and engaging video content into your sales strategy today and see the difference it can make in improving customer relationships and driving revenue.

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