The art of selling with video How we built a $250 million company on a human to human sales process

Glenn ElliottFounder & CEO Reward Gateway

rg.co/human

This slide deck is an edited version of the presentation given by Glenn at WistiaFest 2016 on June 7th in Boston, MA.

Attendees can have the full Keynote slide deck including video examples by tweeting a picture of their conference badge to @mas671 or emailing SamanthaMarrazzo@reward gateway.com

Photo : @bennorman

Glenn ElliottFounder & CEO

Founder & CEO

For 10 years!

Wistia’s first customer in Europe

Selling with video since 2009

Reward Gateway

HR Technology company

10 years old

330 staff

50 sales reps

$250m revenue

1,200 clients

USA, Aus, UK

rg.co/crunchbase

We want to make the world a happier place to

work

What sort of company are you?

B2B B2C

We’ve learned that there isn’t really any B2B.All sales are really human to human

H2HHuman

Human

human

rg.co/culturebook

We know that video isawesome for marketingmarketing

But it turns out that video is alsoawesome for marketingsales

Which is good, because sales teamsneed the help!

18 dials to get an answer

@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@

of sales emails get a reply1.7%

only

24% of sales emails don’t even get opened

In a firm with 100 - 500 staff, an average of 7 people are involved in most buying decisions

Gartner Inc

We learned this African proverb a few years ago

and we learned it applies to selling to

David Researcher

Charlene Sales Rep

Gyan Consultant

Olivia Implementation

Ella Client Success

A 5 person team wins each client for us, this is one of them

video is unbeatable for sales reps

Show humanity, warmth, personality, difference

Demonstrate authenticity

Create stand out

Add senior weight

Add breadth

Close$ConvinceConnect

There are three key sales stages where video can help

Sorry but the video examples are not in this SlideShare version. :-( If you were at WistiaFest 2016 then tweet a picture of your badge to @glennelliott and we’ll send you the Keynote file including the videos.

Doing it

Video Marketing

Video Selling

One to Many One to One

Success is lots of views Success is one view

Production important Production less important

Plan, script, polish

Planned campaigns Opportunistic interventions

Authenticity beats everything

Generic Personal

From the company From the individual

Make people feel loved and special

Remember the basics

Basics of selling

1.Explain who you are

2.Give more than you ask for

3.Be humble, polite, curious

4.Be quick!

5.Show understanding or connection but be careful not to be patronizing

Basics of video

1.Eyes to camera

2.Location

3.Basic lighting

4.Authentic, honest, human

5.One to one - don’t even think of automating or doing at scale.

Video creates human connections like no other medium

“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”Maya AngelouWriter, Poet & Civil Rights Activist

Thank you www.glennelliott.me

@glennelliott GlennElliott