Video For Sales Enablement
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Video: An Effective Tool for Sales Enablement
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Using video as part of your sales enablement programs allows your sales professionals to be fully prepared to have productive conversations with their prospects and to move opportunities forward. Video can be used to augment and support existing sales tools, from the traditional phone call to interactive web conferencing. Video support enables sales professionals to easily capture and share the products, solutions and customer stories that help win contracts. This presentation will help you gain an understanding of: gain an understanding of: • How sales organizations just like yours are using video successfully. • How to capture and disseminate video across your enterprise. • Solutions to bridge the gap between your sales kick-off and sales enablement. • Why video is more effective than document-based solutions for sales
Transcript of Video For Sales Enablement
Video: An Effective Tool for Sales
Enablement
Altus Learning Systems
• Gold Winner: Best Innovation in Learning Technology• Gold Winner: Best Use of Video for Learning• Gold Winner: Best Use of Web 2.0 Tools for Learning
• Founded on Enterprise Video for Sales Enablement• Leading provider of enterprise video search and management solutions• 250,000 users currently leveraging Altus for sales enablement.
Corporate Video….
• Corporate video is not entertainment• Sales does not have time to watch long videos
• Video needs to be readily accessible and reusable• Searchable to the point of interest• And Secure
Is This Not This
What Video in the Enterprise Looks Like
Consumer
• Format: Short flash video• Feature: “Click and play”
Consumer Presentations• 2.5 minutes in length
Corporate Training/Sales Enablement
• Format: Longer flash video w/ assets• Feature: “Searchable Video”
Corporate Presentations• ~47 minutes in length
• Presentation w/PowerPoint: 93%
What is Sales Enablement?
• “The delivery of the right information to
the right person at the right time and in
the right place– to help move specific
opportunities forward”
Who Benefits from Sales Enablement
CLow
Performers
BAverage
Performers
A10%
Generate 80-90% revenue
• Top Performers know how to leverage the organization
• Average Performers need more organizational support to
improve performance and drive incremental revenue
• Sales Enablement benefits the “B” Performers the most
Enterprise Sales Challenges – Unprepared Reps
Q: In your initial meeting with a sales person, what percent of employees were:
Source: IDC Customer Experience Panel, January, 2009
Enterprise Sales Challenges – Lost Revenue
67%
33%
Things within Reps ControlThings Outside Reps Control
Q: What Percent did not win your business primarily due to:
Source: IDC Customer Experience Panel, January, 2009
What Sales Needs
• Fast Access to Knowledge (Be Prepared!)• Knowledge from the tribe
Sales
Pre-Sales
Services
Marketing• In a form they can use
PowerPoint (with usable content)
Mobile Downloads• Need everyone share what they know
Video: The Sales Enablement Game Changer
• Ideal solution for capturing content• Complements or replaces text for training and
education• Appealing way to consume content
• Accessible on a variety of devicesMp3, mp4, streaming
Web Conferences
Continuous Sales Enablement with Video
Regional Training
Kick-off(Presentations)
Sales Enablement
Product Webcast
RVPCall
PMKWebcast
UpdateWebcast
All content should be accessible and reusable by sales
Playbooks
Value Prompters
Competitive Guides
Call Sheets
Presentations
Tribal Knowledge
Video enabled sales enablement benefits
• Increases sales rep productivity – can find what they need!• One message, at the same time• Shortens the sales cycle/time to revenue• Ramps new hires faster• Decreases training, travel costs and opportunity costs –
sales does not need to come out of the field for training
Enterprise Video with vSearch
Searchable down to the spoken word
ExactSentence
Content is Reusable
Stream Knowledge from On Demand media portal
Download mp3 audio or mp4 video to a mobile device
Mash up custom PowerPoints (with embedded transcripts)from any slide in the Portal
Collect videos, user created content into communities of interest
Secure content with custom permissions
Employees
Partners
Oracle Global Sales Kick-Off
$10 Million
“Altus extends the shelf life of our content, making it easy to find information and create new assets from it. That’s the advantage their tool provides to the Oracle sales force.”
--Paul Salinger, Vice President of Marketing
NetApp Continuous Sales Enablement
• 200 products from 6 divisions• Captures, Shares and Delivers Sales knowledge to sales
and Partner Community• Anytime access to sales information
“And I’ve told our partners candidly, if you’re going to be a NetApp reseller and
you want to maintain your knowledge, confidence, and efficiency, the best way
to do that today is to invest the hours to learn our solutions, virtually, on your
own time, using Altus.”
Jim ColemanNetApp
Video Based Sales Enablement
• Video provides organizations with the ability to systematically capture, share and deliver knowledge
• Training and Performance SupportContent is readily available when sales needs it
Content can be added during any point in the sales year
Everyone can contribute to the knowledge base
