{"id":827,"date":"2022-10-17T09:00:00","date_gmt":"2022-10-17T13:00:00","guid":{"rendered":"https:\/\/www.sales30conf.com\/blog\/?p=827"},"modified":"2022-10-14T10:15:49","modified_gmt":"2022-10-14T14:15:49","slug":"the-sales-strategy-that-drives-up-to-50-more-revenue","status":"publish","type":"post","link":"https:\/\/www.sales30conf.com\/blog\/the-sales-strategy-that-drives-up-to-50-more-revenue\/","title":{"rendered":"The Sales Strategy That Drives up to 50% More Revenue"},"content":{"rendered":"\n<p>\u201cIf everyone\u2019s going back to the office, do I still need to sell virtually?\u201d<\/p>\n\n\n\n<p>The answer: Yes. Virtual selling is a more important piece of your sales toolkit today than it was back in 2020.<\/p>\n\n\n\n<h2><strong>How Hybrid Selling Creates 50% More Revenue<\/strong><\/h2>\n\n\n\n<p>According to a <a href=\"https:\/\/www.mckinsey.com\/capabilities\/growth-marketing-and-sales\/our-insights\/the-future-of-b2b-sales-is-hybrid\" target=\"_blank\" rel=\"noreferrer noopener\">McKinsey article<\/a>, \u201chybrid selling\u201d (i.e., a combination of in-person and virtual selling) is \u201cexpected to be the most dominant sales strategy by 2024 due to shifts in customer preferences and remote-first engagement.\u201d<\/p>\n\n\n\n<p>That\u2019s right. Your buyers <strong>want <\/strong>to be sold to remotely. Just sending cold emails, meeting up over coffee, or shaking hands at conferences isn\u2019t enough anymore.&nbsp;<\/p>\n\n\n\n<p>The McKinsey article goes on to state that \u201chybrid sales drive up to 50 percent more revenue by enabling broader, deeper customer engagement and unlocking a more diverse talent pool than more traditional models.\u201d<\/p>\n\n\n\n<p>50% more revenue? You can\u2019t afford to let that pass you by.<\/p>\n\n\n\n<p>It\u2019s time to roll virtual selling into your overall sales strategy \u2013 and it\u2019s easier than you think.<\/p>\n\n\n\n<h2><strong>Why Video Is Your Go-To Virtual Selling Tool<\/strong><\/h2>\n\n\n\n<p>Let\u2019s talk about video. It\u2019s gotten <strong>very <\/strong>popular lately with forward-thinking virtual sellers, and for good reason. When reps start sending video messages as part of their sales process, they:<\/p>\n\n\n\n<ul><li><strong>Get more attention<\/strong> \u2013 specifically, up to 3X more replies and 4X more meetings.<\/li><li><strong>Make a personal impression<\/strong> that\u2019s so critical to successfully engaging a prospect.<\/li><li><strong>Keep prospects hooked<\/strong> so they\u2019re less likely to leave reps hanging or to skip out on that meeting.<\/li><\/ul>\n\n\n\n<p>Imagine a sales rep reaches out to you, trying to get your attention. Wouldn\u2019t <strong>you <\/strong>feel more inclined to reply if they made a video just for you, instead of sending the same old soulless email? Video outreach turns a seller from \u201cprospecting email #2187\u201d to a real person.<\/p>\n\n\n\n<h2><strong>Your Five-Step Video Selling Plan<\/strong><\/h2>\n\n\n\n<p>Here\u2019s a brief primer on how your reps can get started with video selling as part of their overall process.<\/p>\n\n\n\n<ol><li><strong>Get a video tool that\u2019s built for selling.<\/strong> Just uploading videos to YouTube isn\u2019t good enough. The right tool should make it easy to record, send, and track your videos. (Hint: Vidyard does all three, and you can get started for free.)<\/li><li><strong>Record that first video!<\/strong> If reps need inspiration, they can just re-state their typical email outreach script in front of the camera. Keep it around a minute or less in length.<\/li><li><strong>Don\u2019t worry about making it perfect.<\/strong> Just shoot for \u201cgood enough,\u201d then let it go. Reps will get better at video as they make more of them. Here\u2019s your video motto: \u201cIt\u2019s about connection, not perfection.\u201d&nbsp;<\/li><li><strong>Make the video thumbnail stand out.<\/strong> One go-to is to write the prospect\u2019s name on a piece of paper or a whiteboard, then hold it up on camera. If they see their own name in the thumbnail (along with your rep\u2019s face), they\u2019ll be way more inclined to click.<\/li><li><strong>Follow up at the right time.<\/strong> If your reps are using Vidyard\u2019s browser extension, they\u2019ll get a notification when their prospect watches the video. They can follow up with the certainty that they\u2019re top-of-mind.<\/li><\/ol>\n\n\n\n<p>Video selling may have huge benefits, but video itself can be a hard sell to your team. Not all of your reps will be over the moon about going on camera. You can help overcome this reluctance with a few tools of your own:<\/p>\n\n\n\n<ul><li><strong>Lead by example.<\/strong> Record a few videos of your own to show them how easy it is.<\/li><li><strong>Ramp up reps over time.<\/strong> Have your reps start small (e.g., one video per day\/week), then scale up as they grow more comfortable with the format.<\/li><li><strong>Track the performance of your reps\u2019 videos.<\/strong> When analytics can quantify that videos bring in more prospect interest, reps will come around in a hurry.<\/li><\/ul>\n\n\n\n<p>And this is just scratching the surface. <a href=\"https:\/\/www.vidyard.com\/blog\/video-for-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">Read our full guide to video selling<\/a> for more tips, tactics, and inspiration.&nbsp;&nbsp;<\/p>\n\n\n\n<p>It\u2019s time to stop leaving that 50% extra revenue on the table. <a rel=\"noreferrer noopener\" href=\"https:\/\/www.vidyard.com\/video-sales\" target=\"_blank\">Get your reps started with Vidyard<\/a> so they can record and send video messages that prospects can\u2019t ignore.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignleft size-large is-resized\"><img loading=\"lazy\" src=\"https:\/\/www.sales30conf.com\/blog\/wp-content\/uploads\/2022\/10\/LoriConnor.png\" alt=\"Headshot of Lori Connor\" class=\"wp-image-828\" width=\"100\" height=\"100\" title=\"Lori_Connor_Headshot\"\/><\/figure><\/div>\n\n\n\n<p><em>Lori Connor is a content marketing manager at Vidyard. She teaches businesses how they can put video to work in their sales processes to attain real results.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>There are some things that are here to stay after the Pandemic, one of them being virtual sales. In this article, you\u2019ll learn how to not only keep this in your sales toolkit but also how to use it effectively.<\/p>\n","protected":false},"author":1,"featured_media":829,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[9],"tags":[],"_links":{"self":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/827"}],"collection":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/comments?post=827"}],"version-history":[{"count":2,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/827\/revisions"}],"predecessor-version":[{"id":831,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/827\/revisions\/831"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media\/829"}],"wp:attachment":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media?parent=827"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/categories?post=827"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/tags?post=827"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}