Sales Success Begins with Video and Sales Engagement Platforms
The race to win in Sales starts with Sales Engagement Platforms, a category that Aragon recently unveiled. When it comes to content, Video continues to be the number one form of content that has the highest open rate. In fact, sales teams that use video to engage with customers and prospects have up to a 10x higher open rate than for regular documents and presentations. This blog talks about the rise of Video in Sales.
Video on the Rise
One of the predictions that we have made for Video is that its usage as a major content type will grow. The reason it is growing is that videos are easier to watch on mobile devices. Aragon has projected that Video Content growth will overtake regular content by midyear 2018 and all signs point to that.
Video is the New Document for Sales
When we say video is the new document for sales, we say this because video can make the difference between getting a lead to convert or a prospect to act. The challenge for sales professionals is that there is a gap in UX when it comes to leveraging video: often there isn’t that much video content that can be used, and the content that is available often cannot be tailored. New emerging providers such as Allego are filling in these gaps. Allego was recently named an Aragon Hot Vendor and part of the reason for that was their ease of use when it allowing sales professionals to create compelling videos.
The challenge for many sales teams is taking the plunge to use more video. While Marketing plays a role in creating compelling videos, the new way forward for sales is to start to use video both for customer engagement and also for other areas, such as role plays and on-boarding.
Don’t Wait to Get Started
How are you using video in Sales? If you’re not using video in your sales process, it’s time to get started. If you need ideas about how to put video to work in your sales organization, talk to Aragon.
Jim Lundy is the founder and CEO of Aragon Research. Jim also serves as Lead analyst for collaboration, mobile, social, content management, and learning. He is also the practice lead for Sales and Marketing. Jim has over 29 years of technology and management experience as a vendor, user and analyst.
