Leveraging Video to Get More Sales
Personalize your message through videos, and make those sales skyrocket!
Reid Oliver is the top business development representative (BDR) at Vidyard, a company that focuses on the video marketing space. Reid works primarily in the large enterprise space, and has managed to reach the Number 1 position in his company by leveraging his expertise in the area of video marketing. Tune in for some great strategies that Reid has used to find out how you, too, can become a great salesperson!
Shareable Clips & Quotes:
“My information diet is really consistently evolving.” Tweet this
“My end goal is to understand how I can bring value to the company, and who the right people are to talk to.” Tweet this
“Sales is really an up and down process.” Tweet this
“Essentially, it’s what you bring to the table, is what you’re going to get out of it.” Tweet this
Key Takeaways:
[:25] Scott welcomes this episode’s guest — Reid Oliver.
[:41] Today’s podcast is also a video! Head over to top1sales.wpengine.com/12 to check it out!
[1:10] What are the top 3 things that have set Reid apart, and allowed him to get to the top?
[3:45] What does Reid’s information diet look like?
[5:19] Scott gives a shout out Nudge!
[5:59] What is a large enterprise? What is Reid’s role? How did he get to Number 1?
[7:13] Reid quantifies his results.
[7:49] What works? Reid takes us through his process from end to end.
[9:29] The research Reid does focuses on connecting the dots between the company’s digital strategy and how it affects the people he’s targeting.
[10:39] What does Reid’s outreach look like, once he’s ready to go after the account?
[12:18] How does Reid use video in his prospecting?
[13:26] Check out ViewedIt — It’s a great tool for grabbing your client’s attention and personalizing interaction with them.
[16:05] What is typically the thing that converts prospects into clients? It’s a lot about setting yourself apart from the rest, and providing value.
[18:05] What’s Reid’s origin story? How did he get started in sales?
[19:13] What is Reid most proud of?
[20:00] Where does Reid hope to take his sales career?
[21:00] Reid talks about the hardest challenge he has had to overcome.
[22:28] Reid is a night owl. What does his evening routine look like?
[24:15] How does Reid structure his days?
[25:05] Text top1 to 444999 to get an invite to the Sales Success Community, for access to some great resources!
[26:10] What are the most important tools Reid has in his arsenal?
[28:24] How would Reid describe his style?
[29:30] What motivates Reid? How does he motivate himself?
[32:21] What is something Reid believes that the average BDR would think is crazy?
[33:21] Which metrics drive Reid the most?
[35:25] Reid shares some advice for those starting out in a BDR role: Don’t be afraid to ask questions!
[36:38] Reid has some questions for other top sellers.
[37:45] Members of the Sales Success Community will get exclusive access to Reid’s best ideas and tips!
[38:25] Who is the best salesperson Reid knows personally? What traits has Reid emulated?
[40:12] Reid challenges you to have a set goal and a time horizon for that goal.
[41:25] Reid and Scott share the most interesting things they have done to get a meeting.
Mentioned in This Episode:
Top1.fm
Vidyard
Nudge
Behind the Cloud, by Mark Benioff
Fanatical Prospecting, by Jeb Blount
Salesforce
SalesLoft
Sales Navigator by LinkedIn
ViewedIt
Datanyze
Rapportive
KiteDesk
