Sales Tech Simplified: How to Cut Through the Noise of Cold Calls and Prospecting Emails

October 3, 2017 Jennifer Wyne

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview Matt Singer, Co-Founder & CEO of Videolicious.

Nancy: Why does the industry need your solution?

Matt: The world of B2B sales is more competitive than ever. Sales leaders struggle to get their prospects’ attention in a way that creates authority, establishes trust, and leads to sales. Personalized video is a powerful way to cut through the noise of cold calls and prospecting emails, putting a face to sales representatives, and helping to create emotional connections that lead decision makers to buy.

Videolicious empowers individuals in a sales team to create their own videos with the same devices they use every day, without requiring a technical know-how in video production or editing. Our solution does all the heavy lifting, seamlessly editing music, transitions, and custom graphics into videos filmed with their webcams or mobile devices, allowing sales teams to produce their own high-quality video content that drive engagement and lead to sales.

Nancy: Why should it be prioritized above other options?

Matt: Traditionally, sales professionals have relied on two tools: phones and email. Today’s decision makers are inundated with phone calls and text-based emails. With so much demand placed on their time and attention, only outstanding outreach has a chance of getting their attention. In addition, most of the meaning in a message is lost through phone calls and emails.

Only 7% of what we mean to say is conveyed through the words we use (like in a text-based email). An additional 38% is conveyed through tone of voice (this is why phone calls are often more effective than emails). The remaining 55% is conveyed through body language, the look on your face, the posture of your body, and other nonverbal cues. Video captures all of this, deepening the impact of your message and creating an emotional connection that other channels can’t replicate.

Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Matt: Stalled pipeline. Many of our customers report deals that have stagnated in their pipeline without going anywhere. Prospects showed initial interest but then stopped replying to follow-up emails and phone calls. We’ve found that a personalized video message is an effective way to increase response rates and help otherwise jeopardized deals close, strengthening an organization’s ability to accurately forecast while keeping deals moving swiftly through the pipeline.

Nancy: Where does your solution fit in the Hierarchy of Revenue Needs™?

Matt: The beauty of video is that it is a highly versatile tool that can be used throughout the buying process. It is a powerful means of making initial contact with prospects as well as engaging them in social channels, it empowers sales representatives to better communicate the value of their company or products by disseminating information in a more engaging format, and it increases customer satisfaction by nurturing relationships that lead to customer retention and up-selling possibilities.

Nancy: How mature is a typical organization’s sales stack before adding your technology?

Matt: This varies based off the needs of the organization. Any time is a good time to start engaging customers with video, but an organization definitely needs a sales team that can execute while being able to measure its efforts effectively in order to achieve the results we’ve seen successful organizations obtain with personalized video.

Nancy: What are some of the challenges your solution solves for Marketing/Sales?

Matt: Successful B2B sales relies on a sales differentiation strategy that positions a company’s solution in a way that stands out from competitors while effectively communicating the value proposition specifically to the needs of target customers. While video meets these needs, traditional video production has been time-consuming and expensive, leading to long turnarounds that negate the possible benefits. Videolicious streamlines the production process and empowers individual sales representatives to create their own impactful videos while controlling simultaneously for messaging and branding, addressing these challenges and many more.

  • Quality Content Creation
  • Controlled Branding and Messaging
  • Video Production Costs
  • Sales Differentiation
  • Customer Engagement
  • Stalled Pipeline

Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, or purchase considerations?

Matt: We’ve produced several eBooks on the benefits of incorporating personalized video into your sales stack. These are great resources for anyone interested in solving some of the major challenges facing B2B organizations as well as anyone curious in the benefits of instituting a video content strategy into their sales efforts.

Previous Article
Is Your Sales Enablement Enabling the Right Things?
Is Your Sales Enablement Enabling the Right Things?

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an ...

Next Article
Video Review: @WeAreAgent3

Every sales organization is in need of building bigger, more convertible pipelines to power sales growth, a...