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Beyond Prospecting: The Next Generation

Beyond Prospecting: The NExt Generation

We’ve had enough of email. It’s time to get creative and go above and beyond. We know that video is just one of the next level mediums to take your prospecting to new heights. 3x more responses and 5x more meetings booked than plain old email outreach? Yes please!

Atrium’s Bridget Sicard sat with Vidyard’s Josh Kirkham and Alley Newman, who shared their top tips and best practices for using video at every stop on the sales journey - including how to put video to work for you, from the first prospecting touch to the final customer onboarding steps.

Here's what we discussed:

  • How to shorten deal cycles

  • Building enduring buyer relationships

  • Blowing past your sales goals


Key TAkeaways

  • A tip for getting prospects to click and watch videos in a cold email: A video “just” for you or “video” in the title - and emphasizing how short your video is ex: I made this 45 second video just for you

  • Find a way to personalize your video: Don’t just grab something from their LinkedIn, grab a white board and pen and write their name on it and some fun facts  - we’re living in a world of personalization and video isn’t just personal, its customized. 

  • The most underutilized way to use video: make it easier for your champion to sell internally - do all the heavy lifting and value in that video so your prospect can communicate the value of your product internally with ease. Can help stop the game of broken telephone! 

  • Retention is the name of the game: help increase adoption by helping with handoffs, introduce the new folks on your team and build a solid relationship with a video. Also, make a how-to video or a technical follow up to solve problems (you also save time for your CS team!) 

  • Where to use video in your cadence: start personalizing at the beginning of your cadences - you can tell who has watched your video and as you get farther in your cadence, then you can use more generic content and repurpose past content or recreate it 

  • Key takeaway from Josh:  From a management perspective - make your champion’s life easy and do the heavy lifting for them!

  • Key takeaway from Alley: Make more $$$, leaving revenue on the table if you’re not using video

A huge thank you to Vidyard for sponsoring this session.