New Video-Making Tool Targets B2B Sales Pros – Business Intelligence Info

Consensus,whichoffersaSoftwareasaServiceplatformforintelligentvideodemoautomation,thisweekreleasedConsensusSnap,aChromeplug-inforbusiness-to-businesssalesteams。

Snapenablessalesrepstorecord,sendandtrackpersonalizedscreenshotvideodemosonthefly。

UserscanactivatethescreenrecordingorwebcamfeaturesofConsensusSnaptorecordanythingontheirscreensPowerPointslides,proposals,spreadsheetsorsoftwaredemos,forinstanceandsendoffapersonalizedvideotoprospects。

Possibleusesincludewalkingaprospectthroughaproductfeature,ROIanalysis,orproposalagreement。

Usersrecordthevideo,copyacustomlinkintoanemailoramessageviaanonlinesitesuchasLinkedInandsenditoff。

ConsensusSnaptrackswhenandhowrecipientsengage,andwithwhomtheysharethecontent。

Bringingvideotothesalesplaybook,andtheabilitytotrackconsumption,remindsmemoreofLinkedInPointDriveforvideo,saidCindyZhou,principalanalystatConstellationResearch。

Salesprofessionalshavefoundthatconversionratesaretwotothreetimeshigherwhenengagementsincludevideoratherthanregularemailmessagesalone,particularlyifthecontentishelpfulinformation,suchashighlightsfromademo,orreinforcingkeychallengesthecustomermentionedinmeetings,shetoldtheE-CommerceTimes。

ConsensusSnapsinteractivevideodemoautomationcutssalescyclesby68percentandincreasescloseratesby44percent,accordingtothecompany。

VideoComestoSales

Salesandmarketingdepartmentshavebeenusingvideoforthepastfewyears,andwellseeanincreasinguseoftacticalvideoinsalessituationsandothersasawaytogetabovethenoiseofordinarymarketingemailsandmakeamorepersonalizedmessage,predictedRebeccaWettemann,VPofresearchatNucleusResearch。

Keyforallcompetitorsinthisspaceisusabilitymakingitaseasyassendinganemail,shetoldtheE-CommerceTimes。

Providingfeatureslikefiltersandeasyeditingtoolswillbekeytobroadadoption。

PersonalizedvideoisdefinitelybecomingmorecommoninB2Bsales,notedTaraMcWhite,directorofcampaignsat

Cliently。

Peoplelovevideo,shetoldtheE-CommerceTimes,pointingoutthatupwardsof75percentofpeoplewhoopenanemailthatincludesavideoplaythevideoatleastonce。

Imaginegettinga75percentclick-throughrateonalandingpagelink,McWhitesaid。

Theengagementrateforvideomessaginginsalesisatleastthreetofourtimeshigherthantraditionaloutreachmethods,shesaid,andIbelievetheeffectivenessofvideomessagingwillremainhigh。

Puttingafacetoanameautomaticallycreatesafamiliaritythatmakesitharderfortheleadtosayno,McWhiteremarked,andthenitsjustamatterofgettingthemonthelinetogetthatyes。

AllAboutEngagement

ConsensusSnapcanbeusedtoaugmentsynchronouscommunicationdeliveredbyphone,webcamorfacetoface,notedJulieThomas,CEOof

ValueSellingAssociates。

However,withsomeapplications,suchaswalkingapersonthroughaproposal,videocanbeproblematic。

Thesalesrephasnoopportunitytoansweranyquestionsoraddressanyconcerns,shetoldtheE-CommerceTimes。

Salesisreallyabouttwo-waycommunicationtomaximizeyoureffectiveness,Thomassaid。

Itsnotabouthowgoodyourpitchisitsabouthowwellyouengage。

Fromthebuyersperspective,ValueSellingresearchersrecentlyexaminedB2Bsalestransactionsthatinvolved206managersandexecutivesinavarietyofU。

S。

industries。

B2Bbuyerspreferthatinitialcontactsbemadeviatechnologythanbysalespeople。

Thestudydidntincludevideobecauseitsuseisnotyetwidespread,Thomassaid,andsendingoutavideotosolidifyaninitialcontactormeetingwouldbeawasteoftimeandenergy。

RichardAdhikarihasbeenanECTNewsNetworkreportersince2008。

Hisareasoffocusincludecybersecurity,mobiletechnologies,CRM,databases,softwaredevelopment,mainframeandmid-rangecomputing,andapplicationdevelopment。

Hehaswrittenandeditedfornumerouspublications,includingInformationWeekandComputerworld。

Heistheauthoroftwobooksonclient/servertechnology。

EmailRichard。

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