Marketing

Video Content Marketing Can Help You Win Enterprise Deals

Written by Ralpha

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Online video marketing is the driving behavior to increase growth across the sales cycle – from getting found on search engines to providing information on what differentiates your company from the competition and closing the sale.

Wave video

If you sell to businesses, you know that there are more busy decision-makers than ever. Keeping all decision-makers engaged enough to navigate and overcome any objections is the key to winning more deals.

According to a Forbes Insight Study, 59 percent of C-level decision-makers prefer video over text because it helps them better understand your product/service, team, and value propositions. But most salespeople still use white papers, case studies, websites, etc. No wonder decision-makers don’t “have time” to sift through the information your marketing department spent so much money on. Thus, these decision-makers may be unaware of your value to their business.

An effective strategy for using online video marketing content in your enterprise deals will help you differentiate your company and drive sales.

Here are some areas where your company can start using online video marketing in its sales process.

  1. That’s the most common. Brochures, product specs, case studies, and white papers. These are widely used in sales and can be enhanced by web video content marketing. Engage them and win the deal!
  1. What do your sales reps say? According to an Invodo webinar, 66% of buyers watch product informational videos twice or more. So they return to get more information to make informed purchases. Inform and win the deal!
  1. What’s easy to see but hard to explain? Your website has product/service information… You do it every day with video production! Show off your expertise. Persuade them and win the deal!
  1. Who makes your firm great? Enterprise buyers know salespeople only represent your solution’s execution team. Armed with video marketing content, your sales team can connect with these buyers. We cover everything from tech to operations. Connect them to your team and win more deals!
  1. Post-presentation objection handling – Record responses to the top three post-presentation objections. Tell your clients what you’ve done to solve their problems and why. This will increase trust and credibility without directly selling.
  1. Send a thank you video after every meeting. Remind customers of your benefits and include client testimonials to close more sales.

Like a website ten years ago, you’ll need professional Wave video marketing content soon. Getting noticed more shortly will set your company apart from the competition by providing easy-to-consume content and giving your firm a competitive advantage.