In this episode of Enterprise Sales Development podcast, we speak with Will Aitken, Sales Evangelist at Sales Feed. Will talks about all things videos. He discusses how to integrate video into prospecting methods and shares his tactic and strategies on how to do video prospecting right. He also discusses mistakes to avoid as well as the benefits with adopting a video program.
WHAT YOU’LL LEARN
What is Vidyard
Why Will pursued video
How video focuses on the people you’re talking to and why you should focus on your prospects
Mistakes SDRs make when they introduce video into their prospecting as well as benefits high performing sales and SDR teams that have adopted a video program
How people should think of their go-to-market, especially for non-big brands
QUOTES
“Emailing, it’s just the words that you write. If you’re on the phone, you get the benefit of using tone and in your voice and pacing as well. On video, you have body language. You get eye contact. It just gives you a lot more ways to communicate with a prospect.” -Will Aitken [04:18]
“I think the golden rule for any type of outreach, not just video… I think the moment you start talking about yourself and your product and your customers without first identifying a challenge, something to do or an observation you’ve made about the prospect, I think that’s selling too early.” -Will Aitken [05:44]
“Don’t aim for perfection. Strive for good. And you’ll naturally get better the more you do it.” -Will Aitken [11:17]
“I found success in sales from not doing the same thing that all the other sales people or what the prospect assumes you’re going to do as a salesperson.” -Will Aitken [26:16]
“You don’t want to assume people have these problems. You can talk about the symptoms of those problems.” -Will Aitken [35:55]
TIMESTAMPS
[00:00] Intro
[00:25] Meet Will Aitken
[01:36] What is Vidyard
[03:41] Why video?
[04:43] Focus on your prospect
[10:22] Mistakes when using video
[13:20] Benefits from adopting a video program
[17:12] Whiteboard wave trend
[20:06] Tips for the first email
[25:56] Problem-focus seller than a product-focus seller
[31:27] How to think of go-to-markets
[35:40] The symptoms of the problems
[41:43] The next phases
[46:08] What Will is working on now and wow to contact him
RESOURCES
Vidyard
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke
PandaDoc
Enterprise Sales Development with Jed Mahrle
Proposify
DocuSign
CONNECT
Will Aitken on LinkedIn
Sales Feed website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
Learn more about your ad choices. Visit megaphone.fm/adchoices
