Time works differently in the world of sales. Months of negotiations can be finalized in a matter of minutes, and an hour-long meeting can lead to years of partnership. At Showpad, we have a specific year in mind: 2012.
In 2012, FaceTime was added as a feature for all cellular iOS devices, and suddenly we were living in a world full of instant, effortless video communication. The shift to hybrid solutions (combining video, phone, and in-person meetings), necessitated by the COVID-19 pandemic, only served to bolster the world’s preference for using every digital tool possible to connect with each other.
This isn’t a flash in the pan; it’s the new way of doing business, and we would ignore it at our peril. According to McKinsey’s global B2B survey, 85% of decision-makers expect that hybrid sellers will make up the majority of their organization in the next three years.
Our goal has always been to empower modern sellers in every way possible, which made our next step crystal clear.
Enter Showpad Video, a way for modern sellers to speak the language of their buyers, with no strings attached.
The adoption of video communication has skyrocketed over the last couple of years—80% of all prospective buyers will open video content and ignore all other types that are sent their way. A well-crafted video from a seller can do it all: establish a personal connection, give the buyer all they need to know, and free up both distributed parties to respond on their own schedule.
So the question is: How do you make the entire experience frictionless and impactful for everyone involved? The market is flooded with video recording tools and platforms, and they all boast their own suite of game-changing features. But when we looked at them, they missed the mark in a key area: helping sellers sell.
An organic part of the sales-buyer relationship.
The further any tool is from a seller’s daily workflow, the less likely it is to be used. This makes sense; time wasted wrestling with an unintuitive app or widget could be better spent on closing deals. That’s why Showpad Video lives directly on the platform modern sellers already know and love, so the onboarding process is already miniscule compared to outside solutions. But old habits die hard, especially when they get results.
That’s why we like to see Showpad Video as a solution for many of the repetitive problems already present in the sales-buyer relationship. Why send a briefing doc or a whitepaper when a 2-minute video can convey all the same information in a fraction of the time it takes to write or read a wall of text? Why settle for a follow-up email when a 30-second catch up video call can put you back on a buyer’s radar?
Speaking of emails: while they may not be the standard of communication they once were, we still live in a world of crowded inboxes. Go-to-market teams are always looking for a quick way to stand out from that crowd, and an introductory video on the sales platform everyone is already using is a great way to cut through the noise.
And the benefits aren’t just for sellers and buyers; the ability to communicate with a distributed team has never been more crucial for managers. Instead of emails or pinged messages that will go ignored/missed across time zones, a single video can do the job just as effectively. Insights, business updates, and best practices can be shared with a global team to watch when they’re at their most receptive.
So, how does it work?
Big teams need strong connections.
Showpad Video is a new embedded video communication add-on to Showpad Content that enables seamless and simple video recording within the Showpad platform. With personalized video messages, sales teams can pursue an opportunity and engage a buyer in every deal stage in the communication channels that they want. We don’t believe that one size fits all, but we think that all sizes should fit well. Now sellers, buyers, and teams can choose their own adventure towards sales success.
With the freedom of distributed communication tools but the personal connection of face-to-face meetings, Showpad Video gives modern sellers the modern tools they’ve always deserved, all in one place.
We’ve future-proofed the Digital Deal Room.
Showpad Video allows sales teams to easily and quickly provide context buyers want alongside the content they need to make a final decision. This is especially useful in Digital Deal Rooms like Shared Spaces, where personal connections are at the heart of the ongoing conversation. Videos allow for distributed teams to respond and react at their own pace, while built-in live engagement reporting allows sellers to know when buyers have interacted or responded.
Showpad Video brings all the power of Showpad’s platform, from analytics to sharing to engagement, under one modern roof.
If we break up the ideal Digital Deal Room components, it’s clear that personalized video messaging is the missing link for the modern seller. In a world of endless email chains, the direct and familiar act of watching a video and responding to it is like a breath of fresh air. On top of that, Showpad offers CRM and Marketing Automation integrations, offering a great solution to capture all engagement metrics.
But our tools are wasted if they’re not easy and intuitive to use.
Simplicity is the key to our success.
Wherever you are in the Showpad platform, reps can easily click, record, save, and share their personalized video messages, screen recordings, and voiceovers. Adding a simple and clear thumbnail gives the video a more polished and professional appearance, and allows buyers to know what they’re in for at a glance.
Showpad Video allows sellers to quickly create unique thumbnail images by leveraging a screen capture from the video or uploading an image or headshot. From here, sellers can enhance thumbnails with branding or customer logos to create a streamlined and professional-looking end product that will help them stand out from the crowd.
Cut through the noise with beautifully branded thumbnails.
Personalized videos are shareable with customers and prospects from within our apps, email plugins and via a generated link that can be distributed across all communication channels. Our Salesforce integration makes it easy for those who work solely from within their CRM. All Showpad Video recording, sharing, and metric tools are available from Salesforce, linked to the correct account, opportunity and contact.
Modern selling doesn’t stop once the deal is closed.
The best platform is the one that makes your life easier in ways both obvious and invisible. With Showpad Video, the quality-of-life improvements are numerous and wide-reaching.
Teams can stand out from their contemporaries without sacrificing the personal, human touch at the heart of sales-buyer relationships.
Sales reps can record handoffs to customer success managers, setting them up with all the context they need via a familiar face.
Customer success teams, in turn, can resolve customer questions and introduce new products and services in the same seamless, personalized video.
We’ve always said that B2B sales is broken. In a lot of ways, it still is: stuck in the past, sticking to habits and tools that buyers have long since rejected. We’re still working hard to drag it into the modern day, but we’ll settle for 2012 right now. Because personalized video messaging is already a part of modern life; we just want Modern Selling to join the party.
By connecting sellers with buyers under the roof of our revenue enablement software, we’ve found a way to match smart and seamless tools for distributed teams with a way to drive substantial ROI with zero time wasted.
And we can’t wait for you to check it out.