This is a podcast episode (Kevin "KD" Dorsey host) featuring Morgan Ingram focused on using video for prospecting and connecting. The episode opens with a sponsor pitch for Clary, then discusses why video breaks through (few reps use it—guest estimates ~3% consistently use video), the recommended mindset (treat video like a cold call), and creative framing (treat videos like movie trailers). Practical guidance includes recommended video lengths (ideally 45–60 seconds; keep under 90 seconds) and the objective of video prospecting: spark interest to convert into a sales call.
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So I want to lay it out a couple themes before we get tactical. Cause the themes are important. So the first and foremost, I, 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'd say 3% of sales reps consistently do video prospecting. I think that, I think that's a fair number that, that I'm leaning towards so that 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 even talking to an executive, right. If you can sit a video and articulate your point, you're going to 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. It's just 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. 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 whatever 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, or 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. 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 to follow up there, Kevin, but, like, that's. That theme is super important. Before we even talk about how to even do this.
