KZO Leveraging Video for Effective Sales Enablement Webinar

KZO Innovations Presents:
Leveraging Video for Effective Sales Enablement
The benefits and best practices of using video for your company’s sales
enablement.
November 7, 2012

This is a free webinar. Please feel free to tweet @KZOInnovations, retweet and invite your
friends using the #KZO hashtag. Share link: http://go.kzoinnovations.com/webinar/
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Today’s Presenters

Brian Kelly
• Vice President of Sales

Jeff Fissel
• Vice President of Solutions/Co-Founder

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Today’s Agenda

• What is Sales Enablement?
• Trends in Sales Enablement
• Challenges in Sales Enablement
• Video as Part of the Sales Enablement Process
• Types of Video to Support Sales Enablement
• Benefits of Using Video for Sales Enablement
• Best Practices
• Q&A

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What is Sales Enablement?
Goal: Increase individual sales rep performance and increase sales

• Technology: Applications (and information) that can help
sellers to gain insights into their territories, accounts, and
buyers.
• Training and Communication: To ensure every seller has the
insight, expertise, and information necessary to ultimately
increase revenue.
• Sales Tools: Enables sellers to build trusted relationships,
increase top-of-mind awareness, and gain market insights.
• Management: The day-to-day management of the sales
resources required to achieve goals.

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Trends in Sales Enablement
Technology

• Proliferation of mobile
• New technologies are emerging:
• Sales enablement platforms, social media applications, sales
intelligence applications
• Integration across multiple sales systems
• Increase use of metrics and business intelligence
• On-demand video becoming widely available as a platform for
collaboration and information sharing
(Source)

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Trends in Sales Enablement
Training and Communication

• Sales teams have traditionally been provided with a large amount of
training and information during formal training sessions

• Reducing formal classroom training sessions
• Greater move to continual learning
• On-demand access to training and sales content
• Informal learning gaining acceptance
• Peer to peer knowledge exchange
• Companies are embracing social media to encourage
communication and collaboration

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Sales Enablement Challenges

• Technology: Making technology easier to use and provide benefit

• Training & Communication:
• The way people learn is changing
• Generation gap – millennials tend to embrace self-paced learning &
communication

• Budgets: Most companies are reducing sales enablement budgets

• The Market: Highly educated buyers with a high level of information

• Environment: Speed of change – industries, companies, and competitors

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Video as Part of Sales Enablement
Technology

• Video being integrated into the sales enablement process
• Customer Relationship Management
• Integrating video into your CRM system can provide sales with a convenient
library of videos that’s organized and easily searchable
• Makes finding information to address customer needs quick and streamlined
• KZO’s Salesforce app
• LMS and Collaboration Software
• Video can also be integrated into a Learning Management System (LMS) or
collaboration software such as SharePoint, Yammer Blackboard, Plateau
• This anchors video content into the company’s enterprise applications,
making it accessible to all

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Video as Part of Sales Enablement
Training & Communication

• Video is a key component in
• Continual learning
 Video content can be recorded and accessed by sale steams in hours
 Provides opportunity to train and update sales teams as the landscape
changes
 New product launches, competitive updates
• Informal learning
 Valuable training content can be developed by your in-house experts
 Top sales reps and engineers
 Video is the easiest method to capture and distribute this knowledge

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• Types of Video to Support Sales Training & Communication
• Studio-Produced
• Desktop Capture
• Recorded Classroom & Events
• User-Generated Content

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Types of Video to Support Sales
Studio-Produced Video Content

Examples of studio-produced video:
• Technical Video Example
• Executive Interview Example

When to use studio-produced video:
• Executive leadership
• Content that doesn’t require frequent updates
• The sales team is expecting a high quality production
• Subject requires technical or detailed video capture

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• Studio-Produced
• Desktop Capture

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Desktop Produced Video Content
Desktop Produced Video Content
• Video produced using content authoring tools on a single computer
• Video can be webcam quality and screen captures
• Tools include: Camtasia, Captivate, Articulate and KZO
Examples of desktop produced video:
• Software Tutorial
• Sales Training
When to Use Desktop Produced video:
• Single presenter
• Application/screen capture based training
• Short video segments
• Time sensitive information
• Informal video is appropriate: subject matter and intended audience
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• Studio-Produced
• Desktop Capture

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Recorded Classroom & Events Video Content
Recorded Classroom & Event Video Content
• Filming live in-person events or classroom sessions
• Recording virtual events or classroom sessions (WebEx, Go-To-Meeting)
• Conference Recording
• Sample Adobe Connect
When to Use Recorded Classroom video (virtual or In-person):
• One-time events – some sales teams cannot attend
• For attendees to review
• Limited access to instructional designers
When to Use Recorded Event video (virtual or In-person):
• Special guest speakers/One-time events
• Sales event content is applicable to learning objectives

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• Studio-Produced
• Desktop Capture

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User-Generated Video Content

User-generated video content is produced and submitted by anyone that is not a
trainer, instructional designer, or video production professional (Informal
learning)
Examples of user-generated video:
• How To
• Best Practice

When to Use User-Generated video content:
• To gather field level content and expertise
• Large, geographically dispersed groups
• Distributed knowledge base

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Benefits of Using Video for Effective SE

• Benefits to Leveraging Video
• Timely
• Easy to update
• Supports mobile
• Provides Consistency
• User-generated content
• User engagement/feedback
• Helps reduce costs

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Best Practices Using Video for Sales Enablement

Technology
• Integrating video into your enterprise applications is an effective way
to share sales information with your entire sales team
 CRM and Collaboration platforms
• Accessible on mobile
 Mobile compatibility allows salespeople to access this content wherever
they are, and on any device
• Security
 Match the level of security to the content
• Search
 Must provide search of all content including video
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Best Practices Using Video for Sales Enablement

Training and Communication
• Leverage video content to support sales training & communication
 eLearning
 Should be reviewed and updated frequently
 Promote continual learning
 Informal learning
 Encourage content development by your in-house experts
 Share with your sales teams
 Record live sessions for on demand viewing
• Provide a mechanism for social interaction

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Q&A

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Information About KZO Innovations

• Thank you for attending! We will send you a link to a
recording of today’s webinar.

• For more information about The KZO Video Suite, please
contact Brian Kelly at bkelly@kzoinnovations.com.

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KZO Leveraging Video for Effective Sales Enablement Webinar

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