• Learning and Development

How SaaS Companies Are Exceeding Sales Targets with Video

In the fast-paced world of software-as-a-service (SaaS), where competition is fierce and sales targets are ambitious, innovative companies are turning to video as a powerful tool to train and enable their sales teams. Video offers a dynamic and engaging medium to deliver training content to a global, expanding workforce.

Video Strategy 1: Empowering Sellers to Take Control of their Training

If you’ve ever been involved in sales training, you know that traditional methods often involve lengthy presentations or dry product demonstrations. However, the switch to video learning allows SaaS companies to create interactive and visually compelling training materials. 

Sales teams are utilizing video platforms to create libraries of training materials that can be accessed anytime, anywhere. These libraries often consist of pre-recorded video tutorials, walkthroughs, and product demos that cover various features and use cases for their SaaS offering. By making these resources readily available no matter where sellers are located, sales teams can ensure consistent and standardized training across their organization.

Sellers can access video modules that cover various aspects of the product, sales techniques, objection handling, and more. This enables them to learn at their own pace and retain information more effectively. 

In addition, video offers the ability to listen to voice inflection and facial expressions of sales trailers – and with body language often cited as being responsible for more than 50% of communication, it’s vital to understand and practice sales training methods visually.

Video Strategy 2: Communicating Complex Technical and Product Training

SaaS sellers need to understand the product in order to efficiently sell to potential customers. 

Did you know that viewers retain 95% of a message when they watch it on video? This compares to 10% when reading it in text. 

SaaS sales teams have recognized the power of video as a valuable tool for technical training purposes. By leveraging video content, these teams are able to provide comprehensive and engaging training experiences to internal staff. Videos offer a dynamic medium that allows for the effective demonstration and explanation of complex technical concepts, product features, and best practices.

One fast-growing analytics and business intelligence software company began using Panopto as their video management system (VMS) to create formal and informal video training focused on technical concepts. Today, the company-wide knowledge exchange through video allows sellers to quick scale their understanding of product offerings.

Video Strategy 3: Scaling Training to Meet the Needs of an Expanding Workforce

As SaaS sales teams experience growth in their workforce, they are increasingly relying on optimizing knowledge sharing within sales teams. With an expanding audience, video becomes a strategic tool to effectively communicate and share information to a larger number of employees.

Video allows sales teams to scale their training efforts without sacrificing quality. Instead of conducting in-person training sessions that may be logistically challenging for a growing workforce, teams can create pre-recorded training videos that cover various topics. These videos can be accessed on-demand, enabling new hires and existing employees to access training materials at their convenience. 

For example, one business communication platform faced startling growth and found Panopto to be a user-friendly, modern VMS that had the capability to support its rapidly evolving team. Teams are equipped to share information through videos, recording demonstrations, tutorials, and explanations which can all be found and shared with a simple search within the video library. Video has proven to be an effective solution to simply scale learning within the company with over  2,750 employees now actively using Panopto to record and view video.

Video Strategy 4: Aligning Global Teams on Goals and Priorities

With an increasingly distributed workforce, especially in the world of SaaS, sales teams can leverage video to ensure everyone stays up to date on all the necessary information. Sales leaders can record short videos to communicate important news, such as changes in pricing, new feature releases, or upcoming marketing campaigns. Video updates provide a more engaging and personal touch compared to traditional written communication, ensuring that the message is effectively conveyed and understood by the entire sales team.

While these video messages may be shared asynchronously, a VMS like Panopto also offers live webcasting capabilities. For example, one global technology platform used Panopto to host a 5-day sales event during which over 13,000 employees logged in to hear more about the latest company updates and sales techniques. Not only did the company experience zero service interruptions, but the virtual event also created an estimated $39.1 million in travel savings. 

Additionally, SaaS sales teams can create video tutorials and educational resources to keep their workforce well-informed about the product, market trends, and sales strategies. These videos can cover topics like effective sales techniques, customer success stories, or competitive analysis. By using video, sales teams can deliver comprehensive and visually engaging content that is easily accessible to the global workforce.

Video Helps SaaS Sales Teams Exceed Goals

Video has emerged as a game-changer for SaaS companies, enabling them to exceed sales targets and drive success – and we’ve only uncovered a few examples of how SaaS sales teams are effectively training and sharing knowledge using video. As the SaaS industry continues to evolve, video will undoubtedly play an increasingly vital role in helping companies stand out, encourage learning, and achieve their sales goals.


Experience the Power of Video

Discover how Panopto can help encourage high performance from your SaaS sales team.

Request a Demo