You’ve done your research, bravely picked up the phone to make the first sales call of the day, and on the other end of the line, you’re met with crushing sales objections that stop you dead in your tracks. Like a sweet little deer caught in headlights, you freeze and perhaps fumble to make your next move—or maybe you’ve just been hung up on, and it’s a moot point. Facing and overcoming sales objections is part of the gig, but that doesn’t make it any less complicated (or sometimes excruciating) as a rep to face day-to-day. That’s why we’re here to make things a little easier for you. With the ..read more

“Virtual selling” isn’t a new term, but over the last few years, it’s gained serious prominence in the sales world. Traditionally, outside sales meant face-to-face selling—whether that was via door-to-door sales, in-person customer meetings, or events and conferences. But then the pandemic changed all that. With outside sales off the table, inside sales—done remotely from an office or over the phone—became the new standard. And even as buyers settle back into old norms, sellers are discovering that their virtual selling tools and tactics are helping them score more replies, meetings, and deals ..read more

Any married person will tell you—relationships are not easy. Sales and marketing alignment are no exception. Instead of a traditional love story, sales and marketing can feel like an unlikely pairing, forced together under the circumstances of driving pipeline and revenue. The truth is this partnership only works if both parties understand their overall goals and how important alignment will be to achieve them. In this article, we’ll break down the four strategies for a harmonious relationship between sales and marketing—including fostering empathy, making each other’s lives easier, and creati ..read more

Sales enablement is the advocate, teacher, and behind-the-scenes supporter of sales teams. Their singular focus is to anticipate the needs of sellers so they can do what they do best: close deals. Because there are endless strategies to achieve this, I’ve narrowed them down to the four most important sales enablement best practices—content curation, partnerships, early collaboration, and continuous improvement. In this article, I’ll define the function of sales enablement—what we do and why we do it—and how to help your sellers succeed. We’ll wrap up by explaining the foundational role video p ..read more

FAQ videos aren’t exactly a new concept. Long used by customer support and experience teams, they help cut down on the back and forth answering your customers’ most frequently asked questions. And are available on-demand and completely self-serve. We’re seeing an opportunity to leverage the concept of an FAQ video, or what the Vidyard team likes to refer to as an “80% video,“ earlier in the buyer’s journey to help save a ton of time for all those involved in research or buying decisions. Read on to learn what an FAQ (or 80%) video is about. And, as marketers, why we should produce this content ..read more

What kind of equipment for video recording do you have in your remote office? If your answer is “none,” you need to change that. As many employees continue to work from the comfort of their homes, this means they’re constantly going to be on camera by using video to communicate and prospect. While working remotely has proven to increase productivity and effectiveness with the help of video, it’s also shed light on the importance of having the right video and audio setup so people can actually hear and see you. However, finding the right remote office equipment for video recording that suits yo ..read more

Half the people you email decide whether to open your email based on its subject line alone. If you spend all your time crafting the perfect email and neglect the subject line, that’s a 50% margin for error, lost sales, and lost revenue. In this article, we’re sharing five foundational best practices for crafting striking subject lines, six specific writing tips you can use, and an inspiring list of 40+ examples that get emails opened and lead to closed deals. From top sellers’ advice on tailoring your subject lines for any sales outreach scenario to phenomenal subject line examples—bookmark t ..read more

“Virtual selling” isn’t a new term, but over the last few years, it’s gained serious prominence in the sales world. Traditionally, outside sales meant face-to-face selling—whether that was via door-to-door sales, in-person customer meetings, or events and conferences. But then the pandemic changed all that. With outside sales off the table, inside sales—done remotely from an office or over the phone—became the new standard. And even as buyers settle back into old norms, sellers are discovering that their virtual selling tools and tactics are helping them score more replies, meetings, and deals ..read more

If you’re a sales rep and you’re not prospecting every single day, chances are that your sales pipeline is looking pretty barren. We get it, though. Prospecting isn’t that simple and can be one of the most challenging parts of B2B sales. But it’s a crucial step to maintaining a healthy pipeline and filling your calendar with meetings. So if you’re unsure where to start or need a little advice to give your prospecting that extra push, you’re in the right place. Keep reading to learn our three top prospecting tips that’ll get you booking more meetings in no time. Contents 1. Video Benchmarks fo ..read more

In the last couple of years, we have seen an accelerated need for digital transformation during the COVID-19 pandemic which has driven the need for practical and scalable enterprise sales tools. Enterprise sales tools and sales enablement platforms allow salespeople to understand their prospects, track real-time data to make better decisions, and build an all-star team to streamline lead generation. And as we face a future of work that is more flexible and agile than ever before, the best enterprise sales tools are working double-time to keep our teams connected and productive. But not all tec ..read more