This is a live podcast interview (Better Sell Better) in which Morgan Ingram describes foundational themes for effective video prospecting. Key points: only a small minority (~3%) of reps consistently use video, so using it helps break through noise; treat a prospecting video like a cold call (face-to-face substitute) to set the right mindset; and keep videos short—ideally 45–60 seconds and under 90 seconds—framing them like a movie trailer to spark interest and book a call.
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Welcome to the live Better Sell Better podcast with your host, Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders, where we dive in deep for tactical advice on how to book more meetings, close more deals faster, and lead sales teams to success. But we don't stop there. We also focus on the person in salesperson. We talk about mindset goals, time management, and so much more. So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExCexcellence now with that, grab a notepad, get ready, and let's dive into the good stuff. What are some of the foundational things that reps need to be doing to video prospect the right way?
So I want to lay it out a couple themes before we get tactical, because the themes are important. So. So the first and foremost, I will. I don't have the exact sound on this, but this is. This is my guess. On training a lot of teams, I say 3% of sales reps consistently do video prospecting. I think that. I think that's a fair number that I'm leaning towards. So that's number one. So the fact that I told you that is that because a lot of people aren't doing it, you should do it because it's gonna help you break through the noise. That's number one. And most leaders I talk to, not just sales leaders, marketing, it, security, doesn't matter. They say, hey, I don't really get a lot of videos at all. I get a ton of emails. I get a couple of voicemails, but they were like, I don't get any videos. And I was like, that's interesting. So if that's the case, especially for executives, where most people are super afraid of you talking to an executive, Right. If you can sit a video and articulate your point, you're gonna stand out. Number two is I told this to a team. I actually made a post on this, like last week. Is treating video as a cold call, except all they can do is see your face. Now, obviously there's more to it than that, but what I'm saying that is that now you see it. Oh, okay. Is this video? And now I just got a face on there. And it's just a cold call. Right? So now your mindset changes. And then the third part is treating your video prospecting like a movie trailer. Now, when you think about a movie trailer. So I did a lot of research on this as I'm continuously evolving with Video prospecting. A typical movie trailer, the most successful ones are 90 seconds, about 120 seconds. And so I took that framework and I was like, all right, let's make videos less than 90 seconds. And typically, you want it to be 45 to 60 seconds to get the results that you're looking for. And so if you think about that movie show, the whole goal is to get your interest to be like, oh, cool, let me go check this movie out. Or even to the point where you go to Netflix or Hulu to go buy it. I mean, at this point, you're probably not going to the movie theater nowadays, right? You're going, like, the Hulu or Netflix or HBO Go or wherever you're going to. What happens, though, with most reps and most leaders, like, hey, let's go do video prospecting. And the videos end up being three, four, five minutes long. And I don't know you. I'm not gonna watch your video for three, four, five minutes. That's not happening. So with the video prospecting piece, right, 45 to 60 seconds, less than 90 seconds to start out, because my goal is to get you interested, to take a call with me. So your video prospecting is the movie trailer, and your sales call essentially is the movie. And so I want to start there, as in the themes before we go tactical. I don't know if you have anything going to fall up there, Kevin, but, like, that's. That theme is super important. Before we even talk about how to even do this.
