Get customers to share first-hand stories with your team
Posted: Mon Jan 27, 2025 9:53 am
It’s not surprising then that the team at Gong.io found that, after analyzing 121,828 web-based sales meetings, closed deals involved webcams being used 41% more often than lost deals! They also found that top sales reps spend more time during their meetings having face-to-face discussions on camera.
Hoping to use video to do some cold prospecting outreach or trying to reengage a customer that’s gone dark? No problem! Awesome tools like Vidyard’s Free Video and Screen Recorder allow you to record short videos and send them to customers across a variety of platforms (e.g. text, email, LinkedIn, etc).
Still not sold? Ask yourself; is my customer more or less likely to share more intimate details about their environment over video as opposed to a voice-only call?
Adam Grant, a management professor at the Wharton School oman telegram data of Business, conducted an experiment to highlight the power of getting closer to your audience by removing abstraction. In it he had students who received scholarships funded by alumni donations share first-hand, life-changing stories of how the scholarships impacted them with the fundraising reps. The result, a 400% increase in average weekly donation revenue!
Case studies, testimonials, and ROI calculators are all great tools to help your sales team communicate the value of your solution to customers. But in order to truly muster the intoxicatingly high-conviction that modern sellers need to operate with, there is no source as powerful as a customer story told by the person who experienced the value first-hand. In the book Leaders Eat Last (one of my top sales reads), author Simon Sinek outlines a similar rationale. “As social animals, it is imperative for us to see the actual, tangible impact of our time and effort for our work to have meaning and for us to be motivated to do it even better.”
As modern sellers find our solutions increasingly drowning in the sea of sameness, developing truly meaningful connections between modern buyers and sellers is becoming more important and challenging. If the emotional distance between you and your customers is becoming too great, using these three tips can be just what you need to remove the layer of abstraction and get this critical relationship back on track.My very first sales role was as a sales engineer for a software company selling workforce management solutions to some of the world’s largest manufacturers, airlines, and retailers. I was 25 years old.
Hoping to use video to do some cold prospecting outreach or trying to reengage a customer that’s gone dark? No problem! Awesome tools like Vidyard’s Free Video and Screen Recorder allow you to record short videos and send them to customers across a variety of platforms (e.g. text, email, LinkedIn, etc).
Still not sold? Ask yourself; is my customer more or less likely to share more intimate details about their environment over video as opposed to a voice-only call?
Adam Grant, a management professor at the Wharton School oman telegram data of Business, conducted an experiment to highlight the power of getting closer to your audience by removing abstraction. In it he had students who received scholarships funded by alumni donations share first-hand, life-changing stories of how the scholarships impacted them with the fundraising reps. The result, a 400% increase in average weekly donation revenue!
Case studies, testimonials, and ROI calculators are all great tools to help your sales team communicate the value of your solution to customers. But in order to truly muster the intoxicatingly high-conviction that modern sellers need to operate with, there is no source as powerful as a customer story told by the person who experienced the value first-hand. In the book Leaders Eat Last (one of my top sales reads), author Simon Sinek outlines a similar rationale. “As social animals, it is imperative for us to see the actual, tangible impact of our time and effort for our work to have meaning and for us to be motivated to do it even better.”
As modern sellers find our solutions increasingly drowning in the sea of sameness, developing truly meaningful connections between modern buyers and sellers is becoming more important and challenging. If the emotional distance between you and your customers is becoming too great, using these three tips can be just what you need to remove the layer of abstraction and get this critical relationship back on track.My very first sales role was as a sales engineer for a software company selling workforce management solutions to some of the world’s largest manufacturers, airlines, and retailers. I was 25 years old.