Sales prospecting isn’t getting any easier.
In recent years, traditional “go-to” prospecting approaches like cold calling and automated bulk email have become less effective as potential customers have gotten better at filtering sales and marketing messages. For example, today it takes more than twice as many cold calls to reach a prospect than it did in 2007 (TeleNet and Ovation Sales). And although email generally has a higher return than cold calling (Marketing Sherpa), email open rates have generally shown a downward trend since 2008 (MailerMailer, SilverPop).
In this kind of prospecting environment, video can be an effective sales enablement tool – helping sales reps stand out, deliver a compelling message, and get better engagement from prospects. Specifically:
In addition to providing a more compelling way to introduce yourself and your company, video can be used in email to educate prospects, to demonstrate your product, or to point prospects to helpful information.
And with Panopto, introducing video into your sales prospecting strategy is easy:
The video doesn’t have to be beautifully produced. All that’s required is a webcam and a few minutes of your time. The end result will look something like this: