NEWS FROM OUR PARTNER THE EXCHANGE VIDYARD SPRING 2021 GRAB PROSPECTS’ ATTENTION Companies in industries that suffered this last year found videos that humanized their outreach to prospects. Indeed, one global travel company clinched $42M in new business with the help of video. • The use of video in sales conversations increased by 93% last year (Vidyard, 2021) • Top-performing sales reps favor cold calls over cold emails, and video is emerging as a top channel ( McKinsey, 2020) Knowing the value of phone calls and video enables sales managers to coach reps to get better at them. You can develop specific cold-call training, including scripts or talking points, and focus on hiring people comfortable on the phone. MOVE DEALS FORWARD TO CLOSE Video performance analytics are becoming increasingly important to track and measure the effectiveness of video content. • Nearly 90% of sales professionals report the increasing importance of accessing video-viewing data to qualify leads, engage prospects, or influence deals (Vidyard, 2021) • SaaS company proposals that had video enjoyed a 41% higher close rate (Proposify, 2020) In a crowded sales world, effective video helps you stand out. When it’s done right, this unique one-on-one engagement with prospects increases the likelihood you’ll close the deal. LIGHTS, CAMERA, SALES Why you should be using video for your virtual selling. THE TRANSITION TO VIRTUAL SELLING Based on its success rate and our shift to permanent remote workplaces, virtual selling is not going anywhere — and if anything, video usage in sales will only continue to increase. • 76% of sales leaders believe that remote sales interactions are Using video for sales has quickly AppExchange partner Vidyard shares equally or more effective than traditional in-person engagement in prospecting for new customers (McKinsey, 2020) become a priority for forward- virtual selling trends and the benefits • 64% of companies surveyed that transitioned to virtual sales in thinking businesses looking for the of using videos to help close deals 2020 met or exceeded revenue targets ( HubSpot, 2020) best ways to communicate with their and drive revenue in a remote While your company may have faced many changes over the last year, rest assured that video will continue to be a driving audience and potential customers. selling world. force to propel your business forward this year and beyond. LEARN MORE ABOUT VIDYARD FOR SALESFORCE ON APPEXCHANGE. 21