Video messaging is a killer tool for sales prospecting, if you do it right. Discover best practices for how to use video in your prospecting cadence to optimize results.

1. Adding Personal Video
to Your Sales Cadence
What, Why and How?
John Barrows
Owner
JBarrows Sales Training
@JohnMBarrows
Morgan J Ingram
Director of Sales Execution
and Evolution
Host, The SDR Chronicles
@MorganJIngram

2. Changing Landscape of B2B Sales
● AI is about to change the landscape
● You can no longer be average
● Your brand matters

3. Some Things Haven’t Changed
● Making phone calls
● Proper follow up
● Putting in the WORK!

4. Other Things Have Transformed
● Social becoming a main vocal point
● Video being used as a communication tool
● Research and insights are easier to find

5. But It’s NOT About the Technology!
It is becoming too easy to automate tasks at scale and many
companies are turning their sales teams into marketing
automation engines 
People are what matter within in your organization and
technology only enhances their performance.

6. It’s About the Personal Connection
Video helps mend the puzzle in a modern sales outreach.
Why video helps:
● Creates humanity
● Engaging
● Unique
● High-value

7. How I Got Started with Video Selling
You have to start somewhere...

8. How I Got Started with Video Selling
Examples from my former colleagues at Terminus:

9. How I Got Started with Video Selling
Example of a video I used to get the attention of a prospect by
using their website as the trigger:

10. How Did I Know it Was Working?
There were multiple signs that it was working and you have to see
video as a trigger point in your outreach.
How you know it is working:
● People are responding to your emails that are not videos
● More inbounds are coming in from accounts that you are sending videos to
● People are giving you positive responses to the videos
● And of course, if someone writes a LinkedIn article praising you…

11. How Did I Know it Was Working?

12. Video Messaging as an SDR Team: How??
We embraced Vidyard GoVideo to make it
easy for reps to record and share videos.
Integrated with Gmail, SalesLoft and
Salesforce to make it part of our natural
workflow.

13. Video Messaging as an SDR Team: How??
Three different types of videos
you can use:
1. Screen Capture
2. Webcam (“selfie” video)
3. Browser Tab Capture

14. Video Messaging as an SDR Team: How??
Email
Messages
SalesLoft
Emails
Social
Messages
LinkedIn
InMail

15. How to Do It RIGHT

16. How to Do It RIGHT
● A/B test for follow ups and waking the dead campaigns
● Try different styles of videos using different visual ‘triggers’ as
thumbnail images (name, website, their social profile, etc.)
● Be creative, be human, don’t try to be perfect every time
● It goes down in the DM, putting links where people are getting
additional notifications.
● Build it into a broader cadence…

17. How to Do It RIGHT
Sample Cadence Steps:
Day 1 - Send a Video Message
(Tab record of website?)
Day 2 - Phone Call
Day 2 - Follow Up Email
Day 4 - LinkedIn Personalized
Connection Invite
Day 6 - Phone Call
Day 10 - Send a Video Message
(Personal webcam video?)
Day 10 - Phone Call

18. Great! But Not Sure My Team is Ready…
Morgan’s Tips for
a Successful Video
Selling Roll-out

19. It’s NOT About
Technology.
It’s About Being
More Human and
a Better Seller.

20. Question &
Answer Time!
John Barrows
Owner
JBarrows Sales Training
@JohnMBarrows
Morgan J Ingram
Director of Sales Execution
and Evolution
Host, The SDR Chronicles
@MorganJIngram