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Video Prospecting, Public Sector Selling, and Avoiding Boring Demos
Question 1
What are your thoughts on video emails and do you have any best practices to follow when using it for prospecting, nurturing accounts and getting prospects to the finish line?
I believe video emails or over LinkedIn can be useful, if done the right way. Short 30 sec prospecting video clips via LinkedIn DMs can work well. I feel folks are more open to clicking on it vs receiving a video via an email.
Another use case can be a short video following a discovery call… or any call for that matter, as long as you’ve had prior communication. You can send this via email because they already know who you are. You could recap the call, thank them for their time and outline the next steps. Adds a nice touch.
In a nutshell, try short video prospecting clips via LinkedIn (and some email).
For nurturing deals (once you’ve had some communication) try sending short <1-min videos via email.
Question 2
I'm curious to get your take on selling into the Public Sector, how would some of yo...
Author
Salman Mohiuddin
Author
17 years and counting of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, Asana & IBM. I've documented all of my learnings and built a Sales playbook. I share my Sales advice on LinkedIn and have boosted my following to 70,000+. Now I teach others how to sell better, exceed targets, boost their income, and accelerate their Sales career.
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