November 14, 2022·14 min read

Discover why video selling is the most powerful tool in your arsenal, what types of sales videos to make, when to use them, how to get your team on board, and more.

It’s easy to understand why people are more honest, agreeable, and willing to do deals face-to-face because looking someone in the eye gives you a natural level of trust. But in today’s virtual selling and hybrid work world, the ability to meet a prospect in person is limited. The fix? Video for sales.

Video is no longer used just for product demos. With the help of online video platforms, video can be at every stage of the sales cycle, from outreach through to closed-won and handed-off. We’re talking about one-way video messages, known as asynchronous video, which brings back that high-fidelity face-to-face connection and all the mutual accountability that comes with in-person meetings.

Asynchronous video is nothing short of a sales secret weapon, and this article will explain how to use it to crush your quota.

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  1. Contents
  2. 1. What Are the Benefits of Using Video in Your Sales Process?
  3. 1.1 Video Breaks Through Inboxes
  4. 1.2 Build Relationships at a Distance
  5. 1.3 Helps You Explain Complex Topics Simply
  6. 1.4 Video Messages Save You Time
  7. 1.5 Using Video for Sales Helps you Accelerate Deal Cycles
  8. 2. Where in Your Process Are Sales Videos Most Effective?
  9. 2.1 Use Sales Videos When Prospecting to Grab Attention
  10. 2.2 Sales Video Can Breathe Life into Your Value Prop
  11. 2.3 Move Deals Toward Close with the Help of Video
  12. 3. What Are the Different Types of Video for Sales?
  13. 3.1 Webcam Video (a.k.a. Selfie Video)
  14. 3.2 Screen Share Video
  15. 3.3 Video Playlist
  16. 3.4 FAQ Videos
  17. 4. How to Record Amazing Sales Videos: Video Selling Best Practices
  18. 4.1 Look Your Best with the Right Video Lighting
  19. 4.2 Get the Best Sound
  20. 4.3 Location Matters
  21. 4.4 Choose Your Video Thumbnail Wisely
  22. 4.5 Get Your Video Script Down
  23. 5. Why Your Sales Team Needs to Adopt a Video Selling Strategy
  24. 5.1 What Metrics Should Sales Managers and Enablement Leaders Be Looking At?
  25. 5.1.1 Email Open Rates
  26. 5.1.2 Email Response Rates
  27. 5.1.3 Meetings Booked Rates
  28. 5.1.4 Win Rates
  29. 5.1.5 Video View Engagement
  30. 6. How to Convince Your Team to Adopt Video for Sales
  31. 6.1 The Two Main Ways Video Adoption Can Happen in Your Sales Team
  32. 6.1.1 Bottom-Up Video Adoption
  33. 6.1.2 Top-Down Video Adoption
  34. 7. 6 Questions to Ask Before Starting to Use Video in Your Sales Process
  35. 7.1 What Video Messaging Software Do You Need?
  36. 7.2 Who Should be Trained on Using Video for Sales?
  37. 7.3 Who Needs to Be Involved in Video Platform Selection?
  38. 7.4 Where Do You Start with Video?
  39. 7.5 How Many Sales Videos Should You Send per Week?
  40. 7.6 Ask, ‘How it’s Going?’
  41. 8. The Key to Getting Started is Starting

What Are the Benefits of Using Video in Your Sales Process?

Video makes people’s ears perk up. Almost all of us feel compelled to click a play button when we see it, which gives you the power to compel prospective buyers to watch your videos, even when they wouldn’t read what you wrote. When it comes to using video for sales, there are really five good reasons you should consider adding it to your sales process.

1. Video Breaks Through Inboxes

In a sea of text-based emails, a video email can really help you stand out. Not only can it help you increase response rates, but your recipient is also more likely to retain your message vs. text-based email.

2. Build Relationships at a Distance

The move to virtual selling and reduced T&E budgets means sales reps and teams need to get creative when connecting with potential buyers. A video message can help people feel like they know you, making them more emotionally committed and responsive, which is increasingly important when you can’t be there in person.

3. Helps You Explain Complex Topics Simply

Think of the last time you typed out a message trying to explain a process, workaround, or answer a question and how much easier that would be to get your message across if you had a video to help support it. Video allows you to show, not just tell, and explain more thoroughly.

4. Video Messages Save You Time

A convenient byproduct of benefits one and three are the time savings you can achieve by adding video to your sales process. Higher response rates mean more time spent actually selling, and reduced back and forth via text communication saves everyone involved in the buying process time back.

5. Using Video for Sales Helps you Accelerate Deal Cycles

Leveraging video can help you move that deal to close faster. As a collaboration tool, it’s available on-demand and can be shared with appropriate stakeholders in multi-thread accounts. You can also build a library of content that is used repeatedly from deal to deal to save time that otherwise would’ve taken a live call. Some companies have even cut their deal cycles in half with video.

That’s probably why HubSpot has called video prospecting one of the 10 skills every sales development rep needs to master. (And they’re not the only ones who stand to benefit.)

How HubSpot Uses Video for Sales

HubSpot uses video across their entire global sales organization spread across five continents. With video, they’ve achieved 4x booked meetings. Hear from three people in HubSpot’s sales organization on how they use video, how they rolled it out to such a large team, and why they think it’s so important to sales success. Get the full story in our case study.

Ready to try? The only question is where you should begin using video for sales.

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