Outbound Squad
From Prospecting to Proposal: How LinkedIn, Terminus, and Salesloft use video to land meetings and close more deals
Aug 22, 2023
Tyler Lessard, an expert in using video to enhance the buying experience, joins the podcast to discuss aligning with buyer preferences, the shift in communication methods with buyers, building familiarity and trust in sales using video, the power of videos in information consumption, embedding videos in cold emails, creating and customizing video content for sales and proposals, and new product releases from Vidyard.
01:00:33
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Quick takeaways
- Using personalized videos outside of face-to-face conversations can create familiarity and build rapport with prospects.
- Video can grab and maintain prospect attention throughout the sales process, leading to greater engagement and response.
Deep dives
Using Video to Enhance Prospect Familiarity
In this episode, Tyler Lessard from Vidyard introduces the FAME framework (Familiarity, Attention, Momentum, and Education) to leverage video and other asynchronous forms of communication in sales. By using personalized videos, sellers can create familiarity and build rapport with prospects outside of face-to-face conversations. One example highlighted a seller who demonstrated the impact of their solution by showing a live search result, instantly grabbing the prospect's attention and generating interest.
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