《Vidyard & Demand Metric:2023年虚拟销售现状报告(英文版)(46页).pdf》由会员分享,可在线阅读,更多相关《Vidyard & Demand Metric:2023年虚拟销售现状报告(英文版)(46页).pdf(46页珍藏版)》请在三个皮匠报告上搜索。
1、The State of Virtual SellingThe State of Sales&Virtual Selling1The State of Sales&Virtual SellingSales organizations have successfully adopted and embraced virtual selling in the past few years.There was a massive shift in how we sell and buy,and in many ways,buying and selling got easier.Will the f
2、uture be as bright?Uncertainty in the economy,coupled with difficulty connecting with buyers,may challenge how we sell yet again.The sales process has become increasingly complex.Sellers who work remotely or who can no longer travel to meet prospective clients are desperate for new and creative ways
3、 to engage with their target audiences.As a direct result of the move to virtual selling,year over year,video has become one of the most important and widely adopted channels for sales outreach.Vidyard and Demand Metric recently partnered to understand how the sales landscape is evolving,how video m
4、essaging is leveraged throughout the sales process,and what its impact is on the sales teams results.The following report summarizes the results of this years survey and shares insights from over 700 study participants.For more detail on the survey and its participants,please refer to the Methodolog
5、y section.Table of Content03.05.13.17.29.38.42.Key FindingsVirtual Selling OverviewSales Cadences and TechnologiesCustom-Recorded Video Adoption and Use CasesCustom-Recorded Video PerformanceAction PlanMethodology2The State of Sales&Virtual SellingKey FindingsSales pros prefer remote and hybrid work
6、Over 90%of sales pros report that their team is fully remote or works from the office part-time,and nearly all(96%)want to continue working this way.The sales landscape is getting more complexMost sales pros report that its getting harder to reach buyers,sales cycles are getting longer,more touches
7、are required to close deals,and more stakeholders are involved in the buying process.Most sales pros have adopted a structured sales cadenceMore than three-quarters of sales pros have adopted a structured sales cadence to guide them in reaching out to new prospects,up from 67%last year.Video has bec
8、ome an indispensable tool for sellersThe top five remote or hybrid technologies sales pros would take with them to their next job are Salesforce,Vidyard,Salesloft,Outreach,and Gong.Video email is better at driving engagement than text-based emailThe majority of sales pros agree that custom-recorded
9、videos produce more opens,clicks,and responses than text-based emails.Using video in tech-enabled sales outreach increases responsesSales pros report that buyers are 50%more responsive to messages sent via sales engagement platforms or other sales technologies when at least one video is included as
10、part of the sales cadence.3The State of Sales&Virtual SellingThe use of custom-recorded video has grown significantlyOver half(58%)of sales pros leverage custom-recorded video in their sales process,up from 49%last year.And over 70%of sales leaders who arent currently leveraging video plan to do so
11、soon.More customer success teams are unlocking the power of custom-recorded video.Nearly three-quarters of customer success pros who use custom-recorded video are satisfied or very satisfied with their results.And almost 80%report improvements in response rates.Demos,prospecting,upsell,and renewals
12、are this groups most popular use cases for custom-recorded video.Very few sales pros report any downside to using custom-recorded video in the sales process.Nearly all sales pros using custom-recorded video agree theyve been able to maintain or improve their response rates,close rates,and deal cycle
13、 lengths.4The State of Sales&Virtual Selling5S e c t i o n 0 1Virtual Selling OverviewRemote selling went from novelty to the norm in just a few years.Virtual selling tactics are essential in every salespersons toolkitregardless of work location,current economic climate,or other factors disrupting h
14、ow we sell and buy.This study asked sales pros about the pervasiveness,impact,and potential of video-powered virtual selling and the tools and processes theyre leveraging to connect with buyers.Heres what the industry is saying.The State of Sales&Virtual Selling6Primarily or exclusively remote53%58%
15、43%33%4%9%A hybrid of remote and in-officePrimarily or exclusively in-officeWhere and How Sales Pros Prefer to WorkThe shift from in-office to virtual selling is the new norm and shows no signs of slowing down.It isnt because sellers are forced to work from homebut because they prefer to work from h
16、ome.This study found that 91%of sales pros report that their team is already working remote or from the office part-time,and nearly all(96%)want to keep it this way.However,not all sales pros want to work remote full-time.A closer examination of hybrid work preferences reveals a disconnect between w
17、here sellers currently work and where they want to work,suggesting that many sales pros recognize the importance of being in the office occasionally.What best describes your current work environment?And,if the option were yours,how would you prefer to work?PreferenceCurrent EnvironmentThe State of S
18、ales&Virtual Selling7One thing is clear:Sales pros dont want to head back into the office full-time.The resistance to full-time in-office work isnt exclusive to sales;most people want the flexibility that remote or hybrid work provides.However,the sales role is arguably one of the most challenging j
19、obs in any organization.If sellers arent empowered to work from home,the impact on a companys bottom line can be catastrophic.Unfortunately,most companies have a long way to go in enabling their sales teams with the tactics and technologies they need to succeed when selling virtually,and sales resul
20、ts are suffering.This study found that nearly three-quarters of sellers report their win rate has decreased or remained the same since last year.Working preferences alone cant be blamed for the lack of sales results.However,it has become clear that the evolving sales landscape isnt making it any eas
21、ier for sellers to do their job,regardless of their current work environment.The State of Sales&Virtual Selling8Current Challenges in the Sales ProcessWe asked study participants about their biggest challenges in the sales process.The top three reported challenges are budget constraints,economic fac
22、tors,and connecting or booking meetings with potential customers.What are your biggest challenges in the sales process?53%Budget constraints52%Economic factors42%Connecting or booking meetings with potential customers34%Uncovering or reaching key stakeholders within an organization23%Collaborating w
23、ith stakeholders throughout the sales process22%Buyer champion turnover17%Too many stakeholders in the buying process14%Sales rep turnover14%Lack of quality sales assets6%Other challengesThe State of Sales&Virtual Selling9Although budget constraints and economic uncertainty are difficult to overcome
24、,many of the other challenges that sales pros share can be solved through better enablement and the use of technology.To understand how many of these challenges are trending,sales pros were asked pointed questions about how the sales landscape evolved over the past year.Their responses didnt paint a
25、n encouraging picture.Heres what sales pros are saying:I t s G e t t i n g H a r d e r to R e ac h B u y e r sFor many organizations,selling a product or service is nearly impossible if you cant have a sales conversation with the decision-maker or buying team.42%of sales pros reported that connectin
26、g or booking meetings with potential customers is challenging for them.Unsurprisingly,the issue of connecting with buyers isnt exclusive to cold outreach or the first contact.Even those who have already engaged with an account find it difficult to book follow-up meetings,and several survey participa
27、nts submitted write-in responses suggesting“ghosting”is a real challenge for them.If the past can help predict the future,the challenge of reaching buyers is likely to persist.This study found that 53%of sales pros report it has become harder to sell or reach buyers over the past year.30%reported it
28、s about the same,and only 17%reported its getting easier.S a l e s Cyc l e s A r e G e t t i n g Lo n g e rThe duration of the sales cycle depends on several factors,and its the sellers responsibility to ensure the process is as seamless(and fast)as possible.However,even the best sellers can lose mo
29、mentum when things fall outside their control,such as“decision paralysis extending sales timelines,”which was cited by several study participants.The State of Sales&Virtual Selling10The bottom line is that very few B2B sales occur in one week or less.This study found that 80%of B2B sales cycles take
30、 over one month to complete,and nearly half of sales pros report their sales cycle lasts four to eighteen months or longer.The unfortunate news for sales pros is that the sales cycle length isnt likely to get shorter anytime soon.Only 15%of sales pros reported the average duration of their sales cyc
31、le decreased over the last year.55%said it stayed the same,and 30%said it increased.M o r e To u c h e s A r e N e e d e d to C lo s e D e a l sLong sales cycles have forced sellers to increase the number of touches they need to keep accounts engaged.However,identifying the optimal mix of touch poin
32、ts has many sales pros walking a tightrope,and it has become extremely difficult to know what to say to who,how,and when.As mentioned in Figure 2,the lack of quality sales assets is a top challenge in the sales process.However,even sellers with ample content are struggling to keep up with the number
33、 of touches required.Several study participants mentioned that traditional channels,like,are not working well.Finding new ways to interact with customers by creating valuable,impactful,memorable touch points at scale must be top of mind for sales teams.In this study,57%of sales pros report the numbe
34、r of touch points needed to close deals has increased over the last year,and only 9%report they needed fewer.cold callsThe State of Sales&Virtual Selling11More Stakeholders Are Involved in theBuying ProcessBuying has become a team sport.Only 7%of this studys participants report they sell to a single
35、 decision-maker.What best describes the buying center or committee your sales team encounters for a typical buying journey?30%2-to-4-person intra-departmental buying committee25%2-to-4-person inter-departmental buying committee7%A single decision-maker14%A large(5+person)intra-departmental buying co
36、mmittee9%5+person inter-departmental buying committee15%It variesThe State of Sales&Virtual Selling12As buying centers become more complex,sellers find it harder and harder to uncover,reach,and collaborate with key organizational stakeholders.This study found that these challenges are exacerbated wh
37、en the buying champion leaves an organizationa major challenge identified and felt by customer-facing roles in this report(inbound and outbound sales,account managers,and customer success reps).If anything,selling will likely require a higher degree of orchestration this year.40%of sales pros report
38、 the number of stakeholders involved in the buying process has increased over the last year.Only 13%report they are encountering fewer stakeholders during the sales process.The State of Sales&Virtual Selling13S e c t i o n 0 2Sales Cadences and TechnologiesCompanies that want to attract and retain t
39、he best talent must overcome challenges in the sales process by equipping their sellers with effective virtual sales tactics and technologies.This section of the report covers sales cadence adoption,sales touch points,and the technologies in use.The State of Sales&Virtual Selling14Structured Sales C
40、adence AdoptionSales cadences typically involve several steps for reaching out to a prospect using email,phone,social media,and video over a defined period.More than three-quarters of sales pros have adopted a structured sales cadence to guide them in reaching out to new prospects.Thats up from 67%l
41、ast year.Do you use a structured sales cadence to guide when and how you reach out to new prospects?76%Yes24%NoThe State of Sales&Virtual Selling15Structured Sales Cadence TouchpointsBuyers dont typically respond to the first message they receive,and sales pros can no longer depend on the phone and
42、email alone.Most sales pros(76%)report that their sales cadence with new prospects consists of between six and 20 touch points or messages.How many messages or touchpoints are included in your sales cadence?44%6-1032%11-2016%1-57%21-30The State of Sales&Virtual Selling16Top Five Sales TechnologiesTh
43、e has exploded in recent yearswith new categories,tools,and technologies popping up to serve every aspect of sales.But which tech is essential?This study asked sales pros an open-ended question about which tech they would take with them if they moved to a new company.Although a bit surprising to see
44、 come in at number one,most sales pros have affirmed the need for a CRM(Salesforce)to track and manage deals effectively.With the adoption of structured sales cadences,its not as surprising to see engagement platforms like Salesloft and Outreach make the list.Its expected that sales pros felt compel
45、led to write in technologies that help manage contacts and coordinate messages.However,as the number of messages increases,sales pros must do everything in their power to humanize their interactions and personalize customer experiences.A significant number of respondents believe they can accomplish
46、this by creating custom-recorded video messages using Vidyard.Rounding out the top five is Gong,a platform thats used to capture conversations with customers across the sales team,delivering insights and guidance that help teams adapt,upskill,and hit their targets.What Gong and Vidyard have in commo
47、n is that theyre exceptional tools for internal coaching and delivering insights that can help sales pros close more deals.SalesTech landscapeIf you were to move to a new company in a remote or hybrid role,which of your current sales tools would you want to take with you?#1#2#3#4#5The State of Sales
48、&Virtual Selling17S e c t i o n 0 3Custom-Recorded Video Adoption and Use CasesCustom-recorded videos,defined as those you record yourself and share with your prospects,customers,or team on a one-to-one or one-to-many basis,has grown exponentially in recent years.A primary use case for reps and team
49、s is to leverage video messaging to support sales conversations.Custom-recorded video is a powerful tool because communication occurs between two or more people in an asynchronous or time-shifted manner,giving the recipient time to process the information before responding.This section of the report
50、 looks at the impact of using custom-recorded video throughout the sales process.The State of Sales&Virtual Selling18Adoption of Custom-Recorded VideoThe growth trajectory of custom-recorded video continued this past year.57%of sales pros are using it in the sales process,compared to 49%last year.Hi
51、storically,custom-recorded video is typical for prospecting among sales and business development roles.This year,were seeing the most growth across other sales professionalscustomer success(68%),sales leadership(63%),and account executives(61%),speaking to the actual impact video messaging can have
52、when leveraged across the entire sales cycle.Are you using custom-recorded video as part of your sales process?57%Yes43%NoThe State of Sales&Virtual Selling19Future Adoption of Custom-Recorded VideoCustom-recorded video continues to pique the curiosity of those not currently leveraging it.For 54%of
53、the sales pros not using video in their sales process,they plan to start soon.And those that arent planning to leverage may want to check in with sales leadership:Rolling out video messaging is top of mind for executives,with 71%of sales leaders looking to adopt it shortly.Are you planning to levera
54、ge custom-recorded video in your sales process?0-3 months 23%3-6 months 21%6+months 10%Not planning on leveraging 46%02550The State of Sales&Virtual Selling20Some top reasons cited by those not planning to leverage custom-recorded video were related to actually recording videolike being and not bein
55、g sure what types of video to create.uncomfortable on cameraNot Sure What Types of Sales Video to Create?Follow these sales video templates to choose the right type of video and deliver the right message.Learn MoreThe State of Sales&Virtual Selling21How Sales Teams Use Custom-Recorded VideoSales pro
56、s can leverage in countless ways.For example,internal coaching and collaboration have become increasingly important for virtual or hybrid work environments.Outbound prospecting videos are cited as the most widely used regardless of role.The next section of this report dives deeper into how individua
57、l sales roles leverage custom-recorded video.video across the sales cycleInbound and Outbound Sales Usage of Custom-Recorded VideoNearly three-quarters of Business Development Reps(BDRs)or Sales Development Reps(SDRs)who use custom-recorded video in the sales process report using it for outbound pro
58、specting.For 55%of BDRs and SDRs,connecting or booking meetings is reported as a top challenge.Using is a popular tactic among these roles to try and break through inboxes and make connections.In addition,many are using video to follow up to an initial outreach or in pre-or post-meeting follow-ups.v
59、ideo for cold outreachTry a Personalized Cold Outreach VideoA personalized cold outreach video can help you stand out,grab attention,and make an impactful introduction.Learn MoreThe State of Sales&Virtual Selling22Inbound and Outbound Sales Usage of Custom-Recorded Video74%Outbound prospecting34%Pre
60、/post meeting follow-ups23%Product or solution demos59%Follow-up to initial outreach19%Internal team communication,collaboration,or coaching15%Response to inbound inquiries12%Customer upsell or renewals14%Account hand-offs9%Proposals or contract reviews6%Uncovering additional stakeholders in the buy
61、ing processThe State of Sales&Virtual Selling23Account Management Use of Custom-Recorded VideoAccount managers and executives report high adoption of video for outbound prospecting when trying to grow accounts,as a follow-up to initial outreach,and in pre-and post-meeting follow-ups.Account managers
62、 leverage custom-recorded video for the broadest range of different use cases.Theyre two times more likely than BDRs or SDRs to use custom-recorded video for customer upselling or renewals,with or contract reviews,and product or solution demos.The high adoption rate of custom-recorded video in accou
63、nt management is paying off.64%of account managers and executives report they are satisfied or very satisfied with the results they are getting from its use.sales proposalsTry a Pre-Meeting Reminder VideoTo minimize no-shows,send video reminders reiterating why the prospect was initially interested,
64、along with what they stand to gain from attending your meeting.Learn MoreThe State of Sales&Virtual Selling24Account Management Usage of Custom-Recorded Video67%Outbound prospecting53%Product or solution demos47%Follow-up to initial outreach45%Pre/post meeting follow-ups31%Internal team communicatio
65、n,collaboration,or coaching24%Customer upsell or renewals22%Response to inbound inquiries21%Proposals or contract reviews5%Account hand-offs11%Uncovering additional stakeholders in the buying processThe State of Sales&Virtual Selling25Customer Success Usage of Custom-Recorded VideoRecorded sales dem
66、os are an excellent way to scale the valuable time of a customer success rep.Over two-thirds of customer success professionals report using them,likely during the onboarding process.Customer success teams have clearly found that custom-recorded video is an effective tool for growing accounts,and rep
67、ort the highest adoption among job roles in this study when it comes to using custom-recorded video for upselling and renewals.This use case will likely continue to grow as economic uncertainty and budget constraints increase the importance of revenue retention for the foreseeable future.Regardless
68、of how customer success pros are using custom-recording video,its working:74%report high or very high satisfaction with the results they are getting.Try a Mini Demo Walkthrough VideoSave time by cutting the live meeting.Record a mini demo to quickly troubleshoot,demonstrate,or answer frequently aske
69、d questions.Learn MoreThe State of Sales&Virtual Selling2665%Product or solution demos50%Outbound prospecting40%Customer upsell or renewals35%Internal team communication,collaboration,or coaching30%Follow-up to initial outreach25%Account hand-offs25%Response to inbound inquiries20%Pre/post meeting f
70、ollow-upsCustomer Success Usage of Custom-Recorded Video5%Uncovering additional stakeholders in the buying process25%Proposals or contract reviewsThe State of Sales&Virtual Selling27Custom-Recorded Video Usage Across TeamsThe way that teams leverage custom-recorded video also matters.Over four-fifth
71、s of sales pros report that they arent the only person at their company leveraging custom-recorded video.Although its fine to use custom-recorded video on your own,there are benefits to.For the 18%of sales pros leveraging video across their entire team,they can share whats working,distribute,and hav
72、e consistency across the whole organization regarding their sales processes.expanding its use across the organizationlibraries of video contentWho else at your company is leveraging video in their sales process?16%Entire team62%Some of my team20%Just meThe State of Sales&Virtual Selling28Custom-Reco
73、rded Video FrequencyMost sales pros(63%)send at least one custom-recorded video per week,with nearly one-quarter reporting they send at least one video per day.Sending these video messages helps sales pros get buyers attention.This study found that sellers who send one or more custom-recorded videos
74、 each week are more likely to report that it has become easier for them to reach or sell to buyers over the last year,compared to sales pros who send videos less frequently.That effect continues when combined with other sales tools.Further analysis of this studys data revealed that sales pros report
75、 buyers are 50%more responsive to messages sent via sales engagement platforms or other sales technologies when at least one video is included as part of the sales cadence.On average,how frequently do you send custom-recorded videos?8%Once daily16%Multiple per day39%Weekly37%Once a month or lessThe
76、State of Sales&Virtual Selling29S e c t i o n 0 4Custom-Recorded Video PerformanceWeve looked at how sales pros are leveraging video for different use cases.Some reps may be reluctant to use video because theyre unsure of its impact or what format works best.This section of the report dives into how
77、 video for sales is measured,along with the overall satisfaction sales pros get from custom-recorded video and its effects on response rates,the deal cycle,and productivity.The State of Sales&Virtual Selling30How Video in Sales is MeasuredThe ability to reach buyers is a major challenge for sales pr
78、os.So its not surprising that the top metric sales teams use to measure success with video is its impact on response rates.In recent years,sales teams have shifted away from tracking more traditional video metrics and in favor of sales-focused metrics,like the impact of video on meetings booked,oppo
79、rtunities,pipeline,and revenue growth.The percentage of sales pros who arent sure of or arent measuring the impact of video is the same as last year(35%).They should strongly consider leveraging a that can integrate into existing systems and processes,which is essential for tracking key performance
80、metrics.video platform built for salesHow does your sales team measure success with using video?Im not sureImpact on deal cycle lengthImpact on sales efficiencyImpact on close rateNumber of video views or engagement in video contentWe dont measure the success of using videoImpact on pipeline or reve
81、nueImpact on meetings or opportunities bookedImpact on response rates12%14%20%21%21%23%26%38%39%The State of Sales&Virtual Selling31Custom-Recorded Video SatisfactionOverall satisfaction with custom-recorded video is consistent.Almost all sales pros(94%)report being satisfied or neutral with the res
82、ults they get from leveraging custom-recorded video.Over half are satisfied or very satisfied,and only 6%are dissatisfied with their results.When looking at different sales functions,satisfaction levels increase for an interesting subset of this group.More customer success reps(74%)are satisfied wit
83、h the results they get from video.Using video to save time with product demos and upsell opportunities could be likely contributors.At the same time,sales enablement(88%)and sales operations(74%)roles are also highly satisfied.The efficiency of leveraging asynchronous video messages for internal com
84、munications and training could be a factor here.Overall,how satisfied are you with the results youre getting from your use of custom-recorded video?The State of Sales&Virtual Selling54%Satisfied40%Neutral6%Worse32Text-Based and Video Email PerformanceMost sales pros(88%)report that custom-recorded v
85、ideo performs better or the same at producing opens,clicks,and responses than text-based emails.Text emails make recipients more anxious,but.Adding custom-recorded video to email messages performs much better at engaging prospects.It helps them retain more of your message and can guide or reinforce
86、your narrative.video emails taper this negative responseHow do video emails perform compared to text emails?The State of Sales&Virtual Selling58%Better30%About the same12%Worse33Custom-Recorded Video and Response RatesOverall,63%of sales pros report that leveraging custom-recorded video has increase
87、d response rates.Getting a response from any prospecting outreach is hard,especially for cold outreach.Hitting prospects across different channels and mediums helps make reps more memorable.Adding custom-recorded video to a structured sales cadence or part of an omnichannel outreach garners even bet
88、ter results.When your prospect knows you,theyll be more likely to respond to you.So its unsurprising that response rates have increased for 73%of account managers and 79%of customer success pros who are leveraging custom-recorded video in those initial relationship-establishing conversations.How has
89、 leveraging custom-recorded video impacted your response rates?The State of Sales&Virtual Selling63%Increased32%Stayed the same5%Decreased34Custom-Recorded Video Format PerformanceThere are three main formats when it comes to custom-recorded video:The screen share video(a recording of your screen),t
90、he selfie-style video(a recording of yourself speaking to the camera),and the hybrid video(a recording of your screen with a selfie bubble).Over half of sales pros who leverage the hybrid format report that it delivers the highest response rate.Video email that shows instead of tells performs the be
91、st.The hybrid format is the best of both worlds,as it lets you share your screen while also showing the face behind the message.What format of custom-recorded video gets you the highest response rate?54%Combination of both(a screen share with selfie bubble)20%Screen share(a recording of your screen)
92、26%Selfie-style(a recording of you speaking to the camera)The State of Sales&Virtual Selling35Custom-Recorded Video and Deal CyclesOver one-third of sales pros who use custom-recorded video report that it has shortened their deal cycle.The time it takes to land a deal can vary significantly from one
93、 business to the next.However,most reps would prefer to close deals at a faster rate.Sales pros who struggle with long sales cycles should strongly consider using custom-recorded video.How has leveraging custom-recorded video impacted your deal cycle?34%Shortened62%Stayed the same4%LongerThe State o
94、f Sales&Virtual Selling36Custom-Recorded Video and Close RatesNearly half of all sales pros who use custom-recorded video report that it has increased their close rates.Sales teams with clear qualification criteria rely on close rates to get an accurate picture of their pipeline.As a result,improvin
95、g this metric should be a top priority for reps.Sales pros who want to increase their close rates should strongly consider using custom-recorded video.How has adding custom-recorded video to your sales process impacted close rates?41%Close rates increased54%Stayed the same5%Close rates decreasedThe
96、State of Sales&Virtual Selling37Custom-Recorded Video and ProductivityReps leveraging custom-recorded video in their process arent taking a productivity hit.74%of sales pros report theyve been able to maintain or increase their productivity with the use of video.Practice makes a difference.This stud
97、y found that sales pros who send at least one custom-recorded video a day were likelier to report productivity increases compared to those who send them less frequently.Reps already sending custom-recorded videos should strongly consider sending more of them to see even more productivity gains.How h
98、as adding custom-recorded video to your sales process impacted your productivity?74%Maintained or increased productivity16%Productivity decreasedThe State of Sales&Virtual Selling38S e c t i o n 0 5Action PlanThroughout this report,weve highlighted the challenges sales orgs are facing and how differ
99、ent sales roles are using and finding success with video.For those planning to implement custom-recorded video(or those on the fence),weve pulled together recommendations on how to get started or optimize video for virtual or hybrid selling.The State of Sales&Virtual Selling39Experiment with Custom-
100、Recorded VideoThis study found that most sales pros want to stay remote or work in the office part-time,much like the prospects they hope to engage.This new work environment has made it increasingly difficult to connect with prospects through traditional channels like direct phone lines or in-person
101、 events.As a result,sales pros who want to consistently achieve their quota must find new ways to streamline the buying process by engaging with prospects in the most convenient and effective way possible.This study found that those who leverage custom-recorded video in the sales process report bett
102、er response rates,shorter deal cycles,and improved close rates.However,some reps are still reluctant to try custom-recorded video because theyre uncomfortable on camera or unsure what types of video to create.Step 1:list-altIntroductioncogexpand?play0:00/5:00I N T R O D U C T I O NHey,here from.VA L
103、 U EIm making you a quick video because I see youre a at?The State of Sales&Virtual SellingNot Sure What to Say on Video?Try a Video TemplateFrom first touch to follow-up to close,video templates can help at every stage of the deal cycle.So youll know what type of video to create and what to say whe
104、n you hit record.Explore Sales Video Templates40Make Video Part of Your Core ProcessAs the adoption of sales engagement technology continues,so does the need for structured sales cadences.Over three-quarters of sellers now follow a structured sales cadence to guide them in reaching out to new prospe
105、cts.However,reaching buyers is getting more challenging,so more touchpoints are required.The best bet is an omnichannel approach.Varying mediums and tactics across touches are more likely to break through.Adding custom-recorded video to the mix can help put a face to a name and make more of an impre
106、ssion.Step 2:Pricing Slide-ExternalSlideshowplaySharepausestop00:14circleScreen+CameraScreenCameraFull DesktopTab OnlyStart RecordingcogbellvideoRecording Input OptionsThe State of Sales&Virtual SellingAdd Video to Your Omnichannel OutreachAdding video messages to sales cadences(primarily when used
107、as follow-ups to other tactics)can help reps stand out and build recognition with prospectsincreasing chances of making a connection and booking a meeting.Steal this Winning Sales Cadence41Invest in a Solution Built for SalesThis study found that over one-third of sales pros are unsure or unable to
108、measure the impact of video.This is a significant issue that can be solved by investing in a video platform designed for sales.Video platforms help reps keep track of which opportunities are engaging with their videos so they can follow up at the right time.These tools are also easy to use and acces
109、sible in the systems where sales pros spend most of their timefor example,sales engagement platforms or LinkedIn.The other advantage of leveraging a video platform built for sales is that it can integrate viewing data with your CRM system,providing visibility into how video drives the pipeline for y
110、our sales team.As the number of stakeholders in the sales process continues to grow,sales pros must look for new ways to deliver an integrated buyer experience.This study found that very few sales pros are leveraging“digital sales rooms,”but those that do so find them more effective in the sales pro
111、cess at engaging buyers and closing deals when video is part of the mix.(like Vidyard)Step 3:The State of Sales&Virtual SellingIs it Time to Leverage a Video Platform Built for Sales?One of the most compelling reasons for leveraging a video platform is the impact that can have on your ROI.When video
112、 viewing data lives in your CRM,its easy to gain insights into how video influences metrics that matter,like revenue,deal cycle length,and close rates.integrations into your existing tech stack See Vidyard in Action42MethodologyThis 2023 State of Virtual Selling survey was administered online from N
113、ovember 27,2022,to December 9,2022.During this period,784 responses were collected,and 720 were qualified and complete enough for inclusion in the analysis.Only valid or correlated findings are shared in this report.The representativeness of this studys results depends on the similarity of the sampl
114、e to environments in which this survey data is used for comparison or guidance.Some figures are based on low sample sizes and should only be used for informational purposes.Summarized below is the basic categorization data collected about respondents to enable filtering and analysis of the data.The
115、State of Sales&Virtual Selling43Company Size0-30 employees:20%31-200 employees:29%201-600 employees:17%601-5,000 employees:19%5,000 employees:15%The State of Sales&Virtual SellingJob RolesBDR/SDR:20%Technical Sales:4%Account Manager:10%Account Executive:20%Sales Leadership:16%Sales Operations:6%Sale
116、s Enablement:4%Customer Success:7%Non-sales role(Disqualified):7%Other sales role:6%GenerationBaby Boomer:7%Generation X:23%Generation Y:52%Generation Z:15%Prefer not to say:3%CountriesUnited States:83%Other:17%44IndustryArts/Media/Entertainment:2%Construction:2%Education Services:7%Financial Servic
117、es:9%Healthcare Providers&Services:4%Internet Software&Services:39%Manufacturing:7%Professional Services:11%Real Estate:2%Other sales role:17%The State of Sales&Virtual Selling45About UsSmart businesses know that people want video.Everyone craves it,relates to it,and most importantly,presses play.Bu
118、t smart businesses also know that you need more than just eyeballs on your content.Thats where Vidyard,the Video Platform for Business,comes in.Simply put,Vidyard gives you the power to create better,stronger business results,like more(and better!)leads,more pipeline,and more customers.Sign up for V
119、idyard for free: Metric is a global research and advisory firm that supports marketing professionals with primary research and benchmark reports,technology research and advice,consulting services,training,and software.Demand Metrics core focus is to help B2B marketing organizations grow revenue by operationalizing the best practices discovered in our research.To learn more,visit The State of Sales&Virtual Selling