The 10 Minute Mobile Sales Video Marketing Fix That Will Boost Sales

By | Mobile Productivity Tools, Video Tips

My friend Mike is a senior sales rep at a Silicon Valley ‘unicorn’. He’s always trying to impress me with how great the perks are (free scooters, milkshakes, Wednesday’s blue grass jams, unlimited vacation, etc). But his biggest brag is full autonomy to work wherever and however he chooses, because the company believes in mobility for it’s sales team and that means selling with videos.

As a marketer focused on mobility, I’m interested in how to boost sales; this translates to supporting the sales teams with videos that captivate prospects. So, last week when I met Mike for a couple of beers, I decided to test him on the quality of his mobile sales videos and also drill him a bit, just for fun.

After the first beer, I ask Mike to give me his sales pitch on his company’s product and to show me his best video. He agrees and complies by taking out his iPhone and queues up a video and I grab it and press play.

Four minutes later Mike looked at me in shock when I told him that his product video “sucked”! So I bet him four nights of drinks I could improve the video 100x in just 10 minutes, which would help him close more deals.

Understanding the key characteristics of great mobile sales videos and then applying them to your own is key to making videos that boost sales. Editing and fixing bad videos takes just 10 minutes with two simple tools, Camtasia and Handbrake. After a little practice you will become a mobile sales video marketing superstar.

The techniques are easy to understand and apply to virtually any existing sales videos. It does not matter what your products or services are; they will work for any company that uses videos for mobile marketing and selling.

Click Here to Grab The Four Tip Checklist for Creating Videos for Your Sales Team

To be effective for in-person meetings, mobile sales videos need these four key characteristics addressed

1. Keep it short – Eight (8) to twenty (20) seconds long, at the most. Remove any intros that take up time.

2. Make sure the video is available online – Videos should be available on any device (tablet, phone, laptop). Apple devices require videos to be .mp4 or .m4v.

3. Keep it contextual – Cut small videos from longer ones, and make sure to title them contextually.

4. Easy to share – Provide either links on YouTube or create pre-formatted emails with video links.

Now that you know what characteristics make up great sales videos, let’s focus on how to apply the knowledge, editing a video.

The tools you need to edit and format videos are Camtasia and Handbrake.

Step 1 – Download and install Camtasia here.

Step 2 – Download and install Handbrake here.

Cutting the video in Camtasia (7 minutes)

I use Camtasia because it’s a great full-featured editing tool. I’ve used it to cut videos into small usable snippets, with the ability to save as .mp4 for Apple devices. It doesn’t require you to take a class or read a book. I can make a cut exactly where I need to edit and then review, save and play.

Step 3 – (1 minute) Open Camtasia and import the video you want to cut by double clicking on the video icon and drag the video to the timeline (that’s the area at the bottom) and press the play arrow.

Camtasia Import Media 3

Camtasia Play Media

Step 4 – (4 minutes) Locate the starting part of the video that you would like to cut in the timeline, then right click and select split on the beginning part you want to cut. Next, locate the end part of this video section that you want to cut and do the same, right click and select split.

Camtasia Split 2 End

Step 5 – (2 minutes) Delete the split piece of video and press play to see the new video with the cut. If it looks good then save the video.

Camtasia Delete

Formatting the video into an mp4 with Handbrake (3 minutes)

I tried all kinds of video converters and I found that Handbrake has the most formats, the user interface is great and it does the job fast. You can convert any video so it will play on Apple devices (iPhones, iPads,etc.).

Step 6 – (1 minute) Open Handbrake and locate the video file by clicking the source button. Once you have selected the source file, click open.

Handbrake Toggle Presets iPhone

Step 7 – (less than a minute) Press the toggle presets button on the top menu and select iPhone/iPod Touch.

Handbrake Select iPhone & iPod Touch

Step 8 (1 minute) – Press start, when the conversion is complete, you’ll here a tone and a pop up will tell you the conversion is done.

Handbrake Complete

I sent the video back to Mike and asked him to take it for a test drive.  A week later he shot me an email reminding me that he is buying drinks for the next four meet ups!

Click Here to Grab The Four Tip Checklist for Creating Videos for Your Sales Team

What Kind of Mobile Sales App is Best for Your Team?

By | B2B Sales, Business Mobility, Mobile Productivity Tools, Sales Leadership, Sales Productivity, Selling Tips, Video Tips

Making the decision to invest in a mobile sales app is easy.

Figuring out which type of tool is the best for your sales organization? That’s a bit tougher.

The reality is determining which type of sales enablement app is best for your sales teams depends on a couple of factors:

For your team – it depends on how they sell and your offering mix.

For you – it depends on how much bandwidth you have to manage the tool.

The decision can be a little daunting and overwhelming. So how do you get an app for sales teams right the first time?

The Three Different Types of Sales Enablement Apps (And The Hybrid)

First, you need to learn about the different types of mobile sales tools that are available.

The most common mobile sales apps include:

1. File Sharing App

As the name indicates, these mobile sales apps are designed to share static files like PDFs, PowerPoints, videos, Word documents, etc.

This app for sales teams typically highlights files that have been created by the marketing team or the advertising agency that can be easily shared via the app, which can then be shown to a customer or prospect in the field.

2. Catalog App

The next type is a catalog app, which, as you can imagine, is similar to a catalog. Think of them like those giant paper catalogs you’d print up and ship out to your customers so they can buy something.

A catalog app for sales teams contain SKU-based information, like pricing, product specs, and general information. Some even allow you to create a soft quote or may even talk to your ERP system so you can actually create an order.

3. Presentation App

It’s important to differentiate this type from the file sharing app because this type of app facilitates long-form presentations, like PowerPoint or Prezi.

The presentation app allows you to give a pitch in front of an audience by presenting various slides or information.

4. The Hybrid App

Many times, companies need something that is not “one-size-fits-all”.

Your teams may sell with a combination of static files, catalog information, and by giving long-form presentations. You may have some divisions that need a static file and some divisions that need a customer-facing app. It all just depends on what’s right for them.

In short, your teams may need a hybrid of the three main types of mobile sales apps available.

Having a hybrid app provides flexibility to your team based on their needs. Plus, it doesn’t box you into one solution, limiting scalability and growth.

Regardless of how your team sells, it’s important to figure out which tools can help them the most. To learn more about the different types of apps for sales teams available, request a demo of our mobile sales app solution:

Request a Demo

3 Ways to Increase Trade Show ROI

By | iPad Trade Show, Selling Tips, Video Tips

Matt Hill, Andy Paul, Craig Elias, and me, Rusty Bishop; three heavy hitters in the world of selling and trade show coaching and one iPad sales app guy (me) on one webinar. Here’s just a few of the topics that were covered.

  • Pre-Show Preparation
  • Should we have a “give-away”
  • Motivating Sales People that don’t want to be there
  • Ipads as a booth qualifying tool
  • Tips to ensure hot leads are followed up with immediately
  • 3 iPad mistakes in the booth
  • Using technical people in the booth

[VIDEO] Which Type of Sales Enablement App is Best for My Customer Facing Team?

By | Video Tips

Trying to find the best sales enablement app for your customer facing team can seem like trying to find a needle in a haystack. It can be daunting and overwhelming all at the same time.

Our co-founder Rusty Bishop decided to help breakdown the sales enablement app selection process, and in this video identifies the specific types of sales enablement apps that are available for customer facing teams based on how a company sells.

 

Here is a still of Rusty’s whiteboard

best sales enablement app customer facing team

 

Video transcription

Hi guys! This is Rusty Bishop from FatStax, and I’m hear today to talk to you about the different types of sales enablement apps for field teams.

Now specifically what I’m talking about here are apps that your field teams are going to use on a mobile device such as a tablet or iPad.

Identifying Your Customer Facing Team

When I talk about field teams, I’m talking about those guys and girls that are customer facing. Like sales people. Those could be direct sales people. They could be your distributors. They could even be different division of sales people that sell differently. It might include marketers out there at a trade show talking with customers in the booth. Or even tech support who could be on site working on a machine or installing something at a customer.

The Three Different Types of Sales Enablement Apps (And The Hybrid)

So typically on the Internet if you’re looking around for types of apps to give to your customer facing teams or field teams you’re going to see three types of apps. The first is a file sharing app.

File Sharing App

These apps are designed to share static files. Examples of these are PDFs, PowerPoints, videos or Word documents. Files you create on a computer, or by your marketing team or by an advertising agency which then get pushed down to the file sharing app to be shown to a customer or prospect out in the field.

Catalog App

The second type is a catalog app. The catalog apps typically contain SKU based information. Think of them like those giant paper catalogs you’d print up and ship out to your customers so they can buy something. They might contain things like pricing, individual product specs, information, and could also be used to create a soft quote or may even talk to your ERP system to actually create an order.

Presentation App

The final type is a presentation app. I want to distinguish this type of app from a file sharing app because with a presentation app, what you’re going to be doing is giving those long-form presentations. That might be something like a PowerPoint or something customizable like a Prezi. Really here what you’re doing is giving a pitch where someone is standing in front of an audience going through various slides or parts of information sharing that in a pitch. A great example of that would include the new Challenger Sales Model, which a lot of sales teams are starting to use these long form PowerPoints for.

The Hybrid App

Now when you consider which of these is the right type of sales enablement app to deploy for your field team, again you need to consider what they do. Are they sales people that sell with static files? Do they sell catalog information? What I think a lot of companies see is they do a whole lot of different things.

They may have some divisions that need a static file and some divisions that need a customer facing app. That brings me to the final type of app which is a customized app.

A customizable app gives you the ability to do file sharing, catalog data like SKU based pricing, and presentations all in a single app. They may also give you the ability to create multiple apps and share them each out to different teams depending on their role within the company.

So thanks for your time, and I hope this was informative!

video sales enablement tool ipad

Sales Enablement Strategy: How Long Should My Marketing Videos Be?

By | Mobile Productivity Tools, Video Tips

There’s no question that using marketing videos during a sales call can be a perfect addition to close the deal.  The visual appeal of sharing videos on the iPad with a prospect, especially for complex machines or industrial applications, is undeniable.

As many enterprise mobility marketers are scrambling to produce videos for social media and websites to attract and inform prospects, their eyes turn to mobile sales enablement tools used by their sales teams.

The question is−What is the right length of a marketing video for a sales app?

In other words, do you need chop videos into short digestible segments or is a full 10 minute demo video acceptable?

Although the ultimate answer depends on your sales process, we’ve seen some trends with our B2B sales app customers that are important for you to consider.

Here are three factors you must consider:

YouTube is not acceptable for sales apps

Have you ever tried to share a video on YouTube with a friend at the bar and it just won’t load? Or have you watched how frustrated a kid gets when a video won’t play on his device?

Annoying, right?

Most of the time your sales team will not have sufficient Wi-Fi connection to stream a marketing video from YouTube or any number of sharing sites on their iPad.

Additionally, sales reps have little time to even find the right marketing videos on their iPad, much less search for a marketing video and wait for it to stream to their device.

The best scenario for playing marketing videos is to sync them to your iPad or sales app to play without an Internet connection; meaning your sales teams’ iPads are offline.

If your iPad sales app streams video, then you must make the marketing videos :30 – :45 seconds maximum. There’s no guarantee the Wi-Fi connection used to show a video is strong enough to play straight through without pausing to buffer.

Our advice is don’t count it.

Snippets of videos work great for details in sales call

Sales reps are often asked to demonstrate very specific parts or functions of your products. For example, how a robot arm moves, or how a medical device is fitted.

It is incredibly painful to force prospects to sit through a three-minute intro video on how awesome your company is to get to the detail or motion they need to see to make a decision.

It’s even more painful to watch a rep try to scrub back and forth in long marketing videos to find the :30 seconds they need.

Many of our B2B customers are cutting their marketing videos into :30 second to 1:00 minute snippets that can quickly demonstrate the motion or footprint of a given product. This gives the rep the ability to quickly share the exact feature.

Additionally, several customers are including larger marketing videos along with the snippets in case the sales person finds a willing audience. In at least one occasion, the longer video did save the day!

The added value of video snippets is they are much smaller and therefore easier to install into your app to shown offline.

Longer videos are great for technical service or maintenance calls

With the launch of our first technical service apps for the iPad last spring, we saw lots of customers creating and arming tech teams with videos. One of them actually has an app with over 90 videos that all run offline where their teams work.

Although, some kept the videos short to address specific technical issues or maintenance issues. Other found that technical videos needed to be longer and more detailed.

Given the typical size of the iPad (minimum 16GB), you will need to carefully weigh the size of your video files. For example, five videos at 500 MB will eat up a ton of space on a 16GB iPad, but not that much on 60GB iPad.

Additionally, the time needed to install longer videos is not taken into consideration by marketers before launching them into their iPad app.  Take a 500MB video being downloaded over Wi-FI at a speed of 100 KB/sec.  That is 1 MB every 10 seconds or 8.3 minutes to download a single video.

Many users will give up a lot faster than that.

Conclusions

Based on what we have seen, B2B companies will be using more and more marketing videos in the future to aid sales teams and load them into mobile sales tools.

The question of how long the marketing videos should be will largely depend on the process or job of the end user. Snippet seem to work great for details, and longer marketing videos for technical details.

Finally, don’t turn your sales reps into frustrated kids trying to stream YouTube videos!

Photo Credit: Marcel Oosterwijk

How to Engage Customers with the iPad as a Sales Tool

By | B2B Sales, iPad Trade Show, Sales Productivity, Video Tips

The Selling With Your iPad videos share tips & best practices using iPad sales tools.

If you use an iPad and sales apps to help you sell, you know how easy the iPad makes it for you to increase customer engagement, share content, access products and more – especially at the point of sale at trade shows or in your daily calls.

In this video segment of Selling With Your iPad, we provide some sales training tips on how to increase customer engagement with the iPad, while still focusing on the product information you need to share.


Read More