How To Use Video In Sales Presentations

139,000 videos sent. One Vidyard award. Zero competitors even close. And I still don't understand why more teams aren't using video. It is truly the most under utilized tool in sales (not just propsecting) My teams at PatientPop sent more one-to-one videos than anyone I know. Not generic marketing videos. Not AI. Personal, one-to-one prospecting and post sale/mid sales cycle videos. 139,000 in 18 months. Vidyard literally gave us an award for it. And here's what kills me: Most sales teams send maybe 10 videos a month. Total. It. f'n works. Execs get 10 cold emails a day. 10 cold calls a day. They get 2-3 videos a month. MAYBE (execs chime in here, how many do you get?) You do the math on where you can stand out. But it's not just about being different. Video lets you control everything: - The tone (enthusiastic, not desperate) - The pace (fast, not rushed) - The humanity (real person, not automation) You become human in 30 seconds. It also lets you show, not just tell. Email: You tell them you noticed something. Video: You show their actual website while explaining what you noticed. Email: You tell them you're excited. Video: They see your energy, your research, your preparation. Email: You tell them about your product. Video: You show them exactly what matters to them. See the difference, ya'll? Here is the exact framework that we used for videos. **K** - Know: "Here's what I know about you..." **P** - Problem: "Here's the problem you're probably facing..." **I** - Impact: "Here's what that problem is costing you..." **C** - Connect: "Here's why I'm reaching out..." **C** - Call to action: "Here's what I'd like you to do..." Under 60 seconds if you've never talked. 90 max. Up to 3 minutes if you've spoken before. A lot of people also overthink video in a big way. We had one key rule. End it and send it. Stumbled? Send it. Dog barked? Send it. Said "um" three times? Send it. No redos. No perfection. No overthinking. The stumble makes you human. The dog makes you real. Perfect videos feel like marketing. Imperfect videos feel like people. One last key tip here. The email/msg has to sell the click. Nobody cares that you sent them a video. They care about what's in it for them. Your subject line, your email, your link text - everything should scream value, not "watch my video." Tell them WHY to watch. What they'll learn. What problem you'll solve. The video isn't the value. What's IN the video is the value. Here's my challenge to you. Pick 5 prospects tomorrow. Send them each a personal video: 1. Show their website/LinkedIn while you talk 2. Use KPICC structure (60 seconds max) 3. End it and send it (no redos) 4. Email sells the click, not the video 5. Follow up with confidence: "Did you see what I put together?" Then call each of them 2-3x the next week & watch your connect rates triple. Because while everyone else is sending bland email templates, you're showing up as a human. And humans buy from humans.

Most people send a plain text email after a great sales call. I send a video. The screenshot below is a real follow-up I sent after a prospect meeting. Instead of just recapping in writing, I recorded a 2-minute Loom video sharing what I learned, what I’m envisioning for their event, and why I’m genuinely excited to work together. In today’s world of noise and automation, a video like this is a humanizer. It gives them something to feel, not just something to read, and it gives them a powerful tool to forward to their internal decision-makers. The psychology behind this is fascinating. When someone sees your face and hears your voice, it activates the mirror neuron system in their brain, essentially helping them feel emotionally connected to you, as if they’re in the same room. That’s empathy. That’s trust. And trust is what drives decisions. Research shows that only 7% of communication is verbal; the rest is tone, facial expression, and body language. In a sales process full of text and data, the human brain craves the richness of video. It’s also about cognitive ease. According to research from Princeton and the University of Michigan, people are more likely to trust and act on information that feels easy to process. A clear, engaging video makes your message stickier. Add a little story, a little emotion, a little spark, and suddenly you’re not just another vendor in the inbox. You’re a trusted voice. Taking the time to send a video builds social capital. It says, “I care.” It says, “This mattered to me.” That emotional generosity has ripple effects in a referral-driven business. So if you’re trying to stand out, build relationships, and grow your business, try adding a short, heartfelt Loom video to your follow-ups. Whether it’s a cold prospect, a warm lead, or a longtime client, your energy is your edge. Presence beats polish every time. Link to how to use Loom is in the comments. Happy Monday ya'll, let's go scale our impact.

An AE I know gets 95% show rates. I asked him how. His answer was a masterclass in buyer psychology. The typical sales handoff is broken. Here’s what it feels like for your prospect: → They have a 3-minute cold call convo with an SDR they've never met. → The SDR books a meeting. → Then… crickets. Silence. Maybe an automated email they ignore. → A week later, a total stranger (the AE) shows up on Zoom expecting a deep conversation. It’s a cold, transactional handoff. You're asking them to trust a stranger. Now, here’s the 95% show-rate method: The moment the SDR books the meeting... The AE sends a personalized video intro. Not 24 hours before the meeting. Not an hour before. Immediately. Why does this tiny change matter so much? Sending it right before the actual meeting feels like a tactic. It's a desperate plea: "Please don't no-show!" Sending it right after the actual meeting is booked, feels like a sincere welcome. It's a human gesture: "Excited to meet you, here's the face of the person you'll be talking to." It closes the "stranger gap." The process is simple: SDR books meeting. AE gets the notification. AE sends a LinkedIn connection request. AE follows up with a short, personalized welcome video. (Pro-tip: We use Quibbly to send videos that play right in the LinkedIn message, removing the friction of clicking a link). The AE's job doesn't start when the demo begins. It starts the second the meeting is booked. Shift the interaction from transactional to human.

Here's what we've learned after producing 500+ videos for leading tech companies: 1. Start with the pain point, not the feature → Your first 7 seconds must resonate with your viewer's challenges → Hook them with relatable scenarios, not technical specs 2. Break complex concepts into digestible chunks → Use the "one idea per scene" rule → Layer information progressively to avoid cognitive overload 3. Visual hierarchy matters more than fancy animations → Clear typography & consistent colors > flashy effects → Use motion to guide attention, not distract 4. Script structure that works: • Problem (15 seconds) • Solution introduction (20 seconds) • Key benefits (30-40 seconds) • Social proof + CTA (15 seconds) 5. Sound design is your secret weapon → Professional voiceover sets the tone → Strategic sound effects enhance retention → Background music should complement, not compete The best part? When done right, these videos become your hardest-working sales assets 🚀 Currently seeing 3-4x higher engagement rates compared to static content across our client base. What's your biggest challenge when creating product videos? #B2BMarketing #SaaS #VideoMarketing #ProductMarketing #ProductVideo

8 Ways to Use Video in Your Outbound Strategy Most cold emails go unread. Most LinkedIn DMs get ignored. But video? It gets attention. 👇 Here are 8 ways to use video in your strategy: 1️⃣ Cold Emails – Stand Out in the Inbox ⇢ Replace long text with a 30-60 second video ⇢ Mention their name & company in the first 5 seconds ⇢ End with a clear call to action (ex: "I can send a quick demo recording—interested? or "Let me know if a quick walkthrough would help.") 💡 Example: Instead of: "I help companies like yours improve XYZ..." Say: "Hey John, saw your team is hiring. Curious how you're handling [challenge]. Here’s a quick idea..." 📹 Pro Tip: Use Sendspark to effortlessly personalize videos at scale—record once, send to many, and still make it feel 1:1. 2️⃣ LinkedIn DMs – Get More Replies ⇢ Most people send text-heavy DMs—you won’t ⇢ Send a short intro video instead of another sales pitch ⇢ Keep it casual, just like talking face-to-face 💡 Example: "Hey Sarah, saw your post on [topic]. Quick video with a thought—would love to hear your take!" 3️⃣ Follow-Ups – Remind Them Who You Are ⇢ Instead of “just checking in,” add value ⇢ Summarize a previous conversation or highlight an idea ⇢ Show you’re engaged, not just chasing a sale 💡 Example: "Hey Mike, quick update from my end. Here’s a quick 30-second breakdown of how we can help with [challenge]..." 4️⃣ Breaking Through to Cold Prospects ⇢ Hard-to-reach prospects? Try video instead of another email ⇢ Show you’ve done your research (mention something specific about them) ⇢ Use screen recording to personalize your outreach 💡 Example: Send a quick LinkedIn video instead of a generic InMail. "Hey Alex, noticed [something specific about their business]. Curious if this resonates?" 5️⃣ Proposal Reviews – Close Deals Faster ⇢ Walk them through the key points of your proposal in a quick video ⇢ Highlight the ROI and next steps ⇢ Reduces the back-and-forth emails and gets deals moving 💡 Example: "Hey Lisa, here’s a 2-minute breakdown of the proposal—let me know your thoughts!" 6️⃣ Handling Objections – Add a Personal Touch ⇢ If a prospect says "not the right time", send a video response ⇢ Address concerns in a conversational way ⇢ Builds trust faster than another email 💡 Example: "Hey Tom, totally get that timing is a factor. Here’s why teams in your space are looking at this now…" 7️⃣ Re-Engaging Cold Leads ⇢ If a deal goes silent, send a quick video to revive interest ⇢ Remind them of the value without being pushy ⇢ Works better than a generic “just checking in” email 💡 Example: "Hey Sarah, bringing this back into focus. My thought on [value prop]—worth revisiting?" 8️⃣ Thank You & Relationship Building ⇢ After a meeting? Send a quick thank-you video ⇢ Personal touch = stronger relationships ⇢ No pitch, just a way to stay top of mind 💡 Example: "Hey Dave, really enjoyed our chat today. Appreciate your time—looking forward to what’s next!"

My first B2B explainers were fully animated and... had embarrassing results. But last year, I discovered a format that increased booked calls by 21%. It's called a 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗗𝗮𝘆-𝗶𝗻-𝘁𝗵𝗲-𝗟𝗶𝗳𝗲. And it's super easy to copy. (𝘊𝘖𝘕𝘛𝘌𝘟𝘛: 𝘰𝘶𝘳 𝘚𝘦𝘳𝘪𝘦𝘴 𝘈 𝘚𝘢𝘢𝘚 𝘤𝘭𝘪𝘦𝘯𝘵 𝘨𝘰𝘵 𝘵𝘩𝘦𝘴𝘦 𝘳𝘦𝘴𝘶𝘭𝘵𝘴 𝘰𝘯 𝘢 𝘩𝘰𝘮𝘦𝘱𝘢𝘨𝘦 𝘢𝘯𝘥 𝘱𝘢𝘪𝘥 𝘢𝘥𝘴 𝘭𝘢𝘯𝘥𝘪𝘯𝘨 𝘱𝘢𝘨𝘦. 𝘞𝘦 𝘈/𝘉 𝘵𝘦𝘴𝘵𝘦𝘥 𝘷𝘪𝘥𝘦𝘰 𝘷𝘴. 𝘯𝘰 𝘷𝘪𝘥𝘦𝘰). I explain how we did it (with examples) in the video below. For those who prefer reading, here's a simple 2-step takeaway: 𝗦𝘁𝗲𝗽 𝟭 - 𝗪𝗿𝗶𝘁𝗲 𝘁𝗵𝗲 𝘀𝗰𝗿𝗶𝗽𝘁 𝘀𝗼 𝗱𝗮𝗶𝗹𝘆 "𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀" 𝘁𝗿𝗶𝗴𝗴𝗲𝗿 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁'𝘀 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀 People always say "show don't tell" but here's how you actually accomplish it. 𝘌𝘷𝘦𝘳𝘺 𝘧𝘦𝘢𝘵𝘶𝘳𝘦 you want to share in your explainer 𝘯𝘦𝘦𝘥𝘴 𝘢 𝘱𝘳𝘰𝘣𝘭𝘦𝘮 to trigger that explanation. EXAMPLE Problem → Overwhelmed BDR doesn't know how to start their day Feature → Sales tool that prioritizes which accounts to reach out to first Problem → Stressed solopreneur is overwhelmed with sales follow-up (me rn lol) Feature → CRM feature that automatically pings you to follow-up 2 days after Don't tell them what your product does. Show how your product fits in their lives. 𝗦𝘁𝗲𝗽 𝟮 - 𝗙𝗶𝗹𝗺 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗴𝗼 𝘁𝗵𝗿𝗼𝘂𝗴𝗵𝗼𝘂𝘁 𝘁𝗵𝗲𝗶𝗿 𝗱𝗮𝘆 𝗪𝗜𝗧𝗛 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 Look how friggin' popular "Day in the life" videos are right now. It works because it's relatable. And your buyers want that. They can compare their days. They can empathize with different habits. They can see how the product fits into their lives. In other words, they can see 𝘵𝘩𝘦𝘮𝘴𝘦𝘭𝘷𝘦𝘴 in your video. That's all it takes to make a viewer feel understood. ---- Want a Product Day-in-the-Life? Let's chat: https://lnkd.in/dCbNsG4P

“Great meeting! Send me over the proposal and I’ll show it to the team.” Not so fast, Speed Racer: Even a champion with the best of intentions is no replacement for a sales rep when it comes to selling the value of your product and your pricing. If you just send a PDF without presenting additional context, you run the risk of the “real” decision maker simply zeroing in on the price – and probably saying no. Try this instead: When sending the proposal, use a video recording tool like Vidyard to record yourself going through the pricing proposal, step-by-step. The strategy here is to walk through the highlights of your proposal: their unique problems, how you solve them, their investment in similar fashion to how you'd present in a live meeting. Obviously a live meeting with each and every decision maker is best, but that isn't always realistic. The additional context in your video turns your proposal into extra "face time" in front of the decision maker that is a much better selling tool than a static doc they'd look at in Adobe Acrobat. Okay, ready? Now you’re off to the races!

Everyone sends the same post-meeting email. Bullet points. Action items. "Thanks for your time." Delete. Here's one idea that came out of a recent AE Peer Group here at Sales Assembly: Turn your notes into a 30-second video summary instead. AI-generated slideshow with voiceover that hits the key points visually. Your champion can forward a video to their boss easier than a wall of bullet points. Here's the walkthrough 1. Export your meeting notes from Sybill or whatever you use. 2. Feed the transcript into an AI video tool. Add this prompt: "Create a 30-second slideshow summarizing our discovery call with [company]. Include 3-4 key slides covering their main challenges, our proposed solution, and next steps." 3. Add their company logo to slides. Reference specific stakeholders by name. Include one data point that matters to their business: "This could save you $200K annually based on your team size." 4. Track who actually watches. Most AI video tools show engagement data. You'll know exactly who watched what percentage. Try getting that insight from your text email. 5. Follow up based on viewing behavior. Watched 85%? They're engaged. Schedule the next call immediately. Watched 20%? Wrong message or wrong audience. Dig deeper on needs. Didn't watch? They want text, not video. Adjust your approach. IMO here's when it makes sense to invest the 5-10 mins to do this: - ENT deals worth $50K+. - Multi-stakeholder discovery calls. - When you need internal selling to happen. - Deals where your champion needs to brief their boss. When to skip it: - Routine check-ins. - Low-value transactions. - Contacts who clearly prefer text communication. Here are some AI video tools to try: Synthesia, Loom AI, or Pictory. Meeting notes are commoditized. Everyone sends them. Few read them. Video summaries force attention and create advocates. Might be worth a shot.