When it comes to sales teams, we believe people learn best from other people.
The one piece of sales enablement advice that is not written in any pdf, PowerPoint or playbook is to tap into how the top producers are doing it. Get advice from the rainmakers and ask questions like, “If you were me what would you be focusing on?” and “How can I close a deal as big as the one you did last quarter?” If you’ve recently hired some A players, they are probably doing or have done this already.
Success leaves clues. If you’re not capturing and memorializing these clues, tricks and best practices, then you’re leaving some serious sales productivity dollars on the table.
So, how do you do it?
Getting Started With Social Sales Enablement
The good news is that you’re likely using sales enablement already and don’t even know it. Do you have sales meetings? Do you have sales pros share their best practises and win stories? If you’re like most sales leaders we speak to, chances are that your answer is either a) yes we do that, but not enough or b) yes, but we don’t have an effective way to memorialize it.
You have a 1080p video camera in your pocket – so what are you waiting for?
Here are 6 video types you can start publishing together today to spread the best sales tips and successes to the rest of the sales teams.
1. Win Stories
Win story videos are used to memorialize a deal that was won.
Suggested talking points:
- What was the deal (account, industry)?
- What problem did we help the client solve?
- Why did they buy, or why did we win the deal?
2. Coaching Tips
Coaching videos can be used to help reinforce selling concepts or motivate and inspire your salespeople.
Suggested talking points:
- What is the coaching tip?
- How can the sales pro implement this tip?
- Why it’s important?
- How it can help the sales pro?
3. Product Education
Product videos are used to provide product feature updates or strategies on how to deal with specific use cases or competitive situations.
Suggested talking points:
- What are the new features?
- What is the value, benefit, use case of these new features?
- How does this give us a competitive advantage over competitor X?
4. Best Practices
Best Practice videos are used to share “how to” do something effectively.
Suggested talking points:
- How to do a specific task.
- How doing it that way help the sales pro.
- Why doing it this could benefit others.
5. Customer Testimonials
Customer testimonial videos are used to share what a customer has to say about your product/service, such as, why they bought in the first place and what value it is bringing to their organization.
6. Experts
Expert videos are used to distribute subject matter expert thoughts and tips.
These videos can be used by thought leaders within your organization, or external trainers & consultants you may be working with on playbooks or other sales effectiveness training.
Remember to keep it all videos short and sweet, and where possible, under 4 minutes for maximum impact.
Getting Videos to the Sales Team
The last step after creating the video, is delivering these videos to sales pros where it matters, in their CRM, in their workflow.
Imagine if one of your sales reps could watch a win story or best practise video from a rainmaker pushed to them in their deal in Salesforce as they are prepping for their initial discovery call.
Imagine a sales rep being able to view a short video with coaching tips on negotiating or objection-handling by a well-respected sales leader just minutes before their upcoming pricing call.
Imagine your SDRs watching a “persona-based selling” best practise video from a top performing SDR in the lead record right before they pick up the phone to call the prospect.
Welcome to social sales enablement. Your team is going to love it here.
Image credit: Jakob Owens via Unsplash
