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LEVERAGING VIDEO TO INCREASE SALES PRODUCTIVITY
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CONTENT
INCREASE SALES PRODUCTIVITY WITH VIDEO
CHANGE THE SALES CONVERSATION WITH DATA SCIENCE
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USE INTERACTION DATA TO UNLOCK WHAT BUYERS CARE ABOUT
3 KEYS TO SUCCESS IN SALES VIDEO
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Video is fast moving away from being a tool for marketing to
becoming an integral part of organizations sales process, thanks to
its effectiveness in engaging customers and reps instantly. Video has
a direct effect on increasing sales team's productivity and efficiency;
but remains a black box that is hard to search or analyze. A Forrester
Research study shows that a single minute of online video is equal to
about 1.8 million written words. Thus enabling sales reps to spend
less time on searching for the right content, understanding the
content, and qualifying leads, to spend more time on closing real
deals is vital for sales success.
With product videos, no need to schedule reps for repeated product
demo when a video can be shared with multiple stakeholders instantly.
Video is effective in spreading internal and external messages
condensing a large amount of information into short, easily-digestible
bites that can be shared among decision-makers with little effort.
Aside the economy of scale that can be realized by using
videos for product presentations, digital video managers
are discovering another important aspect of videos thanks
to Search and Data Science. Imagine being able to know in
realtime what part of your video is engaging your customers,
and most importantly, what concepts, topics or text is
capturing their attention. Reporting these insights across your
entire customer channels and videos will transform your sales
reps into heroes. Imagine for a second, that by leveraging
engagement data and what customers search in your video,
Data Science can help your sales reps anticipate the most
relevant content for a sales prospect, based on the analysis
of previous interactions.
INCREASE SALES PRODUCTIVITY WITH VIDEO
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Sales productivity is all about optimizing the sales process, enabling
sales reps to engage in the right conversation at the right time.
Providing them with the right content for this conversation is of capital
importance.
Data Science allows us to extract powerful analytics that are the pillars
of successful digital video strategy. A study done by Bloomberg
suggests that data about what viewers are watching and how they are
interacting with video content is essential for making better decisions.
Key metrics to monitor include unique views and viewing time. While
analytics based on views and downloads enable you to ask the
questions, Koemei's video search and intent analytics answer them.
Implementing these advanced video analytics will help you execute
a robust content gap analysis because you now know what your buyers
care about and what works for buyers in different verticals. You can
analyze which videos help your sales reps close more deals and how
to improve poorly performing videos based on content and interaction
analytics.
• “Koemei leverages Data Science to connect customers and everyone in the sales process with your organization's knowledge to move sales forward”
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CHANGE THE SALES CONVERSATION WITH DATA SCIENCE
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Enabling sales reps and customers to search inside video content will
align your sales and marketing forces. According to IDC, over 40% of
all marketing materials are never used by sales teams and in some
organizations it can be up to 90%. But this feedback never makes it to
Marketing, who keeps creating content that is off the mark. Video
search analytics is the technology that can make this feedback process
more transparent, instant and effective. It will ensure that video
content is accessible and will provide digital video managers with
insights about their audience's searches and interactions with the
content.
The beauty of using video search and analytics for sales enablement, is that it works both ways. You can now:
‣ Accelerate new sales reps productivity by providing
onboarding through video, which is accessible within their
CRM tools.
‣ Surface top performing content in context by giving sales
reps recommendations based on data science algorithms to
close more deals. This results in a perfect alignment
between marketing and sales strategies.
‣ Understand what’s working and what’s not working with
actionable insight and proper alignment with the selling
process.
‣ Get insights into the content that sales reps need to close
deals by gathering data about what customers are looking
for and the content that your sales reps couldn't find.
USE INTERACTION DATA TO UNLOCK WHAT BUYERS CARE ABOUT
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1. Search - make it easy for reps and customers to find information
they need inside videos and video libraries. Looking for information
should not cut into their precious time.
2. Analytics - extract key insights from customers interaction and
engagement. Identify what topic areas are of interest to the buyer,
and transform this insight into action that moves the sales process
forward.
3. Integration - empower sales reps in the context of their everyday
work, where they are having conversations with their customers -
The CRM system.
“We produce a crazy amount of product videos to enable our sales teams, but we have no idea what they find useful, what they’re sharing with customers or what’s really making them win deals. Koemei will help us understand how our sales teams and customers are digesting the content we produce, which will allow us to move the needle in creating the best content that drives our sales process forward” Ellen Harbour - Global Enablement, BMC
3 KEYS TO SUCCESS SALES VIDEO
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Koemei is a company that leverages search and Data Science
technologies to transform video from a black box into a searchable,
interactive content that supports business processes like sales
enablement, product marketing, learning and communication.
Learn more at: www.koemei.com
Koemei, Inc. [email protected]
ABOUT KOEMEI
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