kzo leveraging video for effective sales enablement webinar

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Create, Share & Socialize Your Business Video sm

KZO Innovations Presents:

Leveraging Video for Effective Sales Enablement

The benefits and best practices of using video for your company’s sales enablement.

November 7, 2012

This is a free webinar. Please feel free to tweet @KZOInnovations, retweet and invite your friends using the #KZO hashtag. Share link: http://go.kzoinnovations.com/webinar/

http://go.kzoinnovations.com/webinar/

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Today’s Presenters

Jeff Fissel

• Vice President of Solutions/Co-Founder

#KZO

Brian Kelly • Vice President of Sales

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Today’s Agenda

• What is Sales Enablement?

• Trends in Sales Enablement

• Challenges in Sales Enablement

• Video as Part of the Sales Enablement Process

• Types of Video to Support Sales Enablement

• Benefits of Using Video for Sales Enablement

• Best Practices

• Q&A

#KZO

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Goal: Increase individual sales rep performance and increase sales • Technology: Applications (and information) that can help

sellers to gain insights into their territories, accounts, and buyers.

• Training and Communication: To ensure every seller has the insight, expertise, and information necessary to ultimately increase revenue.

• Sales Tools: Enables sellers to build trusted relationships, increase top-of-mind awareness, and gain market insights.

• Management: The day-to-day management of the sales resources required to achieve goals.

(Source)

What is Sales Enablement?

#KZO

http://www.eloqua.com/topics/sales-enablement.html

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Technology • Proliferation of mobile • New technologies are emerging:

• Sales enablement platforms, social media applications, sales intelligence applications

• Integration across multiple sales systems • Increase use of metrics and business intelligence • On-demand video becoming widely available as a platform for

collaboration and information sharing (Source)

Trends in Sales Enablement

#KZO

http://blog.salesadvisorypractice.com/2011/02/better-sales-enablement-will-yield-100.html

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Trends in Sales Enablement

#KZO

Training and Communication • Sales teams have traditionally been provided with a large amount of

training and information during formal training sessions • Reducing formal classroom training sessions • Greater move to continual learning

• On-demand access to training and sales content • Informal learning gaining acceptance

• Peer to peer knowledge exchange • Companies are embracing social media to encourage

communication and collaboration

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• Technology: Making technology easier to use and provide benefit

• Training & Communication: • The way people learn is changing • Generation gap – millennials tend to embrace self-paced learning &

communication

• Budgets: Most companies are reducing sales enablement budgets

• The Market: Highly educated buyers with a high level of information

• Environment: Speed of change – industries, companies, and competitors

Sales Enablement Challenges

#KZO

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Video as Part of Sales Enablement

• Video being integrated into the sales enablement process

• Customer Relationship Management

• Integrating video into your CRM system can provide sales with a convenient library of videos that’s organized and easily searchable

• Makes finding information to address customer needs quick and streamlined

• KZO’s Salesforce app

• LMS and Collaboration Software

• Video can also be integrated into a Learning Management System (LMS) or collaboration software such as SharePoint, Yammer Blackboard, Plateau

• This anchors video content into the company’s enterprise applications, making it accessible to all

Technology

#KZO

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Video as Part of Sales Enablement

• Video is a key component in

• Continual learning

Video content can be recorded and accessed by sale steams in hours

Provides opportunity to train and update sales teams as the landscape changes

New product launches, competitive updates

• Informal learning

Valuable training content can be developed by your in-house experts

Top sales reps and engineers

Video is the easiest method to capture and distribute this knowledge

Training & Communication

#KZO

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• Types of Video to Support Sales Training & Communication

• Studio-Produced

• Desktop Capture

• Recorded Classroom & Events

• User-Generated Content

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Types of Video to Support Sales

Examples of studio-produced video:

• Technical Video Example

• Executive Interview Example

When to use studio-produced video:

• Executive leadership

• Content that doesn’t require frequent updates

• The sales team is expecting a high quality production

• Subject requires technical or detailed video capture

Studio-Produced Video Content

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• Studio-Produced

• Desktop Capture



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Desktop Produced Video Content

• Video produced using content authoring tools on a single computer

• Video can be webcam quality and screen captures

• Tools include: Camtasia, Captivate, Articulate and KZO

Examples of desktop produced video:

• Software Tutorial

• Sales Training

When to Use Desktop Produced video:

• Single presenter

• Application/screen capture based training

• Short video segments

• Time sensitive information

• Informal video is appropriate: subject matter and intended audience

Desktop Produced Video Content

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• Studio-Produced

• Desktop Capture



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Recorded Classroom & Event Video Content

• Filming live in-person events or classroom sessions

• Recording virtual events or classroom sessions (WebEx, Go-To-Meeting)

• Conference Recording

• Sample Adobe Connect

When to Use Recorded Classroom video (virtual or In-person):

• One-time events – some sales teams cannot attend

• For attendees to review

• Limited access to instructional designers

When to Use Recorded Event video (virtual or In-person):

• Special guest speakers/One-time events

• Sales event content is applicable to learning objectives

Recorded Classroom & Events Video Content

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• Studio-Produced

• Desktop Capture



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User-generated video content is produced and submitted by anyone that is not a trainer, instructional designer, or video production professional (Informal learning)

Examples of user-generated video:

• How To

• Best Practice

When to Use User-Generated video content:

• To gather field level content and expertise

• Large, geographically dispersed groups

• Distributed knowledge base

User-Generated Video Content

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Benefits of Using Video for Effective SE

• Benefits to Leveraging Video

• Timely

• Easy to update

• Supports mobile

• Provides Consistency

• User-generated content

• User engagement/feedback

• Helps reduce costs

#KZO

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Best Practices Using Video for Sales Enablement

#KZO

Technology

• Integrating video into your enterprise applications is an effective way to share sales information with your entire sales team

CRM and Collaboration platforms

• Accessible on mobile

Mobile compatibility allows salespeople to access this content wherever they are, and on any device

• Security

Match the level of security to the content

• Search

Must provide search of all content including video

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Best Practices Using Video for Sales Enablement

#KZO

Training and Communication

• Leverage video content to support sales training & communication

eLearning

Should be reviewed and updated frequently

Promote continual learning

Informal learning

Encourage content development by your in-house experts

Share with your sales teams

Record live sessions for on demand viewing

• Provide a mechanism for social interaction

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Q&A

#KZO

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Information About KZO Innovations

• Thank you for attending! We will send you a link to a recording of today’s webinar.

• For more information about The KZO Video Suite, please contact Brian Kelly at [email protected].

#KZO

mailto:[email protected]

kzo leveraging video for effective sales enablement webinar

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