This week, Evan Santa from Vidyard shared some great B2B sales tips at the Innovation Factory Sales P2P. The session was titled “Introducing Video to your Sales and Marketing Strategy“, but it was much more than that. Evan, of course, had some great video thoughts to share, but there were also lots of great B2B Sales Tips sprinkled in.
 
Here are a few of my takeaways.

 

Get to the inbound lead right away

 
A contact is on your website and they request some information. They are in research mode and have set aside time to look at your solution. If you can reach them in minutes, your solution is fresh in their mind and they are also probably still available to talk. This point echoes a point from Joseph Fung’s presentation at the Communitech Sales Leaders P2P about getting back to prospects within minutes.
 

3 minutes, 3 things

 
One of the balancing acts for B2B sales is too much or too little research before a cold interaction. Evan referred to finding 3 things in a LinkedIn contact’s profile that you can use in that initial contact with only 3 minutes of effort.
 

Stand out with your email

 
Email is still a valuable sales tool, but the emails of the past won’t necessarily work today. One of the ways that Vidyard is leading the charge is with their GoVideo tool. You can send emails with video that stand out, get opened more, and lead to more responses.
 

Human face of sales

 
There are lots of marketing and sales automation tools available to sales teams. With many growing technology firms using these tools there is a lot of noise for prospects. Putting a human face on the sales process can help organizations and sales people stand out.
 
If you are looking for a new sales strategy and tactics to help your organization please connect with me.