“Your SDR or BDR will see that you value them and that you’re doing everything you can to help make sure that their meetings stick so that you all win together.” – Jack Wilson in today’s Tip 1063
Are you using video to set up discovery?
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Jack Wilson on Sales Success Stories interview
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jack Wilson. Jack was the star of episode 57 of the Sales Success Stories podcast back in the day and is now a Senior Director of Enterprise Sales at Seismic. Here he is:
Jack Wilson: Hey there Daily Sales Tips Community. Today, I’ve got a tip for you that will help you leverage video to establish early rapport, set yourself up with more meaningful discoveries, and foster great teamwork between you and your SDR. If you’re lucky enough to have this support from one. First, you’ll need to make sure that you have access to an easy video tool. My personal preference is Vidyard, which you can download for free. Then all you’ll need is whatever you use for virtual meetings. Assuming you can record like most of the world can now.
All right, here’s a tip. The next time your SDR or BDR books a meeting, jump on a quick Zoom call together and hit record. Take less than 60 seconds to introduce each other and set up the upcoming call. Explain that there are a few pieces of information that you’ve outlined in the email that will help you make the most of their time on the call. It might sound something a little bit like this. “Hey there Mr. and Mrs. Customers. It’s Jack at Seismic. Wanted to be able to put a face to the email and help us make the most of our time on X Day at Y time. I’ve included a few basic questions in this email that will help me get a really detailed understanding of what you’ve got going on. So instead of us getting into the weeds on the call, we can really have a valuable conversation.”
Now it’s important that you ask and your question is in the body of the email, not the video. That way, it’s easy for the recipient to go back and reference them without having to listen to the video over and over again. Once you’re done with your recording, you can easily clip out the dead air at the beginning and at the end using whatever editing tool is native to your laptop. Then upload the clip into Vidyard so you can send it with some tracking metrics and a cool thumbnail to grab their attention. This practice helps you establish early rapport by humanizing yourself and your BDR putting a face to the email or the cold call.
When your prospect responds with the boring minutiae that you need to do your job, you can spend more time in discovery getting into the more strategic, high level, meaningful conversations rather than asking the X and Y and box-checking questions that you usually need. Lastly, your SDR or BDR will see that you value them and that you’re doing everything you can to help make sure that their meetings stick so that you all win together.
Now, if you don’t have the support of an SDR and you set your own meetings. This practice is still a great way for you to accomplish much of what we talked about. In the last six months, I’ve seen 100% view rates and just shy of 50% response rates to the questions, and 5000% camaraderie with my BDR.
Scott Ingram: For links to connect with Jack, just click over to DailySales.Tips/1063 and we’ll have those for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!