Video Makes You Human in Sales with Ellie Twigger

Foreign. 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 InsideSalesExcellence now with that, grab a notepad, get ready and let's dive into the good stuff. How much of your workday is actually spent? Sell like be honest, I won't tell. This can stay between us because between internal meetings, back and forth emails updating salesforce salespeople dually found nearly half of a rep's day is spent on anything but sales. But what really gets me is how much this hurts sellers. All those distractions are killing rep earning potential by 66% and quarterly revenue by 38%. It is a lose lose. That is why top performing sales teams like Asana, Figma and Intercorp use dually the connected workspace that automates all the CRM work reps hate and routes deals to close wins faster with guided playbooks and call templates, giving sales leaders the clean, accurate dashboard data they need to run a winning sales process without the wasted admin hours. Get a lifeline for your sales pipeline. Visit Dooley AI to learn more and try it free. And with that, let's get back to the show. What up everybody? Welcome to another episode of the live Better Sell Better podcast. This is your host Kevin Dorsey, AKA kd. And today we're going to talk about what type of sale are we really in? Because when you break down selling, you hear terms like B2B, right? Business to business. You hear B2C which is, you know, business to consumer. You hear D to C direct to consumer, B to B to C which is business to business to consumer. But what we always forget about is at the end of the day it is always B to P, right? You are selling to people no matter what. Google does not exist. Facebook does not exist. They do not buy things. People buy things. And so often the advice is given. You know, people like to buy from people, but tactics are never given. And that is why I'm so excited to have Ellie Twigger with me on the show today, who's a former sdr, now account director at Salesloft on How to actually bring the human element in, how to actually engage with people that make them want to engage with you. So this is gonna be fun as a topic near and dear to my heart. Ellie, welcome to the.

Thank you so much for having me.

Hell, yes. The moment I got the intro and the topic, I'm like, yep, this is going to be good. This is going to be good. Let's talk about this a little bit, because I want to try to get tactical here because, like, you know, selling to people is one of those phrases that get said on LinkedIn and books all the time. Just, like, just be yourself, be a person. But then people don't know what to do with it. Right. So let's talk about this a little bit of, like, when I asked you about the topic and you said, you know, the human element and being authentic, like, what does that mean to you?

I think it is literally being yourself. I know that it's quite blunt to say, but I think I've done it in the past, and I see a lot of salespeople, unfortunately, do it where they try and be somebody that they're not. They try, you know, put on a fake voice. They try and do a process that doesn't really fit with them. I used to do that. I used to pop on a posh voice. Didn't work for me. But the end of the day, you need to be yourself because it is so tiring trying to be somebody else. And I always think of it as a bird trapped in its cage, like, wanting to flap its wings and just let loose. You don't want to be that person in the cage. But also, I also think the whole reason why I am totally myself with all my clients and even when I was an sdr, I'd be completely myself with prospects, is because straight away, you're able to earn their trust. And trust is so crucial when you're building relationships and inevitably wanting them to buy from you.

Oh, man, there's so much we can unpack here because. So true. So let's talk about this, though, right? How do you know who you are? Now we're going deep. Right. But this is a place because. I agree. I see it all the time. Sales reps are not being themselves. But then if you tell them, hey, just be yourself, it's almost like they don't know who they are. So it's like, how did you find that voice? How did you say, like, you know, this is me and that's who I'm going to bring into my role.

Yeah. So I Actually did an exercise, and I've done it with a couple of colleagues and people that I've mentored in the past, where you write a list of kind of things that you believe in and things that represent you. So kind of like one of those spider diagrams. And if. When I did, my list was, you know, bubbly, and pink was on there, because I love the color pink. Dogs walking, smiling, being that, but also being kind of informative and honest. And then I kind of went to all of my colleagues, colleagues, peers in the industry, friends, family, and asked them to write a similar list, what they would say about me. And what I found was my friends and family had very similar ideas, but my peers and my colleagues didn't, because it turned out I wasn't being my true self. So what I really needed was to kind of strip back and get those lists to match. So what I thought represented me matched with what also my colleagues and my peers saw as well.

I love that. Was there a specific exercise? Like, was there a name to it? Like a resource you could guide people to? Or just kind of, like, I literally just.

It was just an exercise I did myself, and I just kind of popped it on a piece of paper, and I had this whole thought in my head about being. Because we do have different, you know, not styles. What's the word? Like, faces that we put on for different circumstances. And I was saying, oh, I've got my work face. I've got my friend face. I've got my. I used to think of it as a potato head. You know, in Toy Story where you've got that potato head, and you'd put on different faces. I think it's understanding what is your potato head? What do you have inside you that you can bring out when you're speaking to your prospects and your customers, but also colleagues and peers? So what you want is that list to be your potato head. I mean, if I have got my potato head, I'd be wearing glitter. I'd be probably dressed as a unicorn. I'd be fluffy, probably, like, bouncing like Tigger. So. And that's why I now want to come across to my customers, so that when I'm speaking to them, they know, okay, we're speaking to Ellie. We're not speaking to somebody completely different.

Mm. So this is. This is so important. And I love where this conversation is starting to go, because it is like, how do you actually find your voice? Because, funny, somewhere in my office right now, I actually have a hat that says sales hat.

Right?

I don't know. I can't even find it right now. But I use it in the opposite way. Most people think I would. It's like I try to tell them, like take your sales hat off for a second. Like when we put on that salesperson Persona and we talk different, we say things we would never say in real life. You know, words like currently and great question. We would love that in real life. Right. But as a salesperson we do. And so I love this exercise of defining it, but also like, I hope you all caught this just in terms of her ability to be self aware. Right. Your colleagues thought of you one way, your family thought of another, and then making sure that that like actually was representative, I think is so, so important here. So let's go another layer. Right, so. Ok. Bubbly pink glitter unicorn.

Yeah, that is that. That sums me up to an absolute.

T. I'm paying attention, I'm taking notes. How do you use that in sales though? And because interestingly enough, I actually had a call last week with, with a client in one of the SDRs. You know, we were talking about using video, which we're going to get into a little bit. You know, she said, you know, but you know, I'm 23, I have a young face. Like is that, are they going to see that and you know, immediately not respect me or see that and immediately like, you know, dismiss my, my skill incre ability here. So like, how do you bring that, that bubbly glitter unicorn into the sales process?

No, I think that's completely fair. And we, the last two years have really helped with this as well because. And this is help. This is not just for like SDRs. This is everyone in the world. We all started working from home. So straight away you're already, you haven't got that sales hat anymore that you'd normally have on that stripped down already. So that, that helped the whole kind of situation, I think how as well. So the str that you just spoke about, don't worry about what you look like, don't worry about what you sound like. Just make sure that what you're saying to them is relevant and you're teaching them something and you're delivering value. I think the worst thing is what would you rather somebody who, yes, may be young, may not look as credible, or somebody who's older, who is looks credible, but he or she is saying something that's completely relevant, unrelevant to the conversation. It's all about how you deliver it and what you deliver rather than focusing on how you look or what you Sound like. And one thing that I always do, like you mentioned, I'm a massive advocate of video because in my opinion, people do buy from humans. But also this whole pandemic has made us realize that we don't know where anyone is. They could be the office, they could be at home, they could be on zoom, they could be on anywhere. When everyone was going through a really hard time, the one thing that people everyone said, oh, we have zoom fatigue. But I actually think people were craving human interactions. So I thought, what better way than interact with people than by sending. Even if it was a pre demo post demo, you know, catch up. Just a video with me being like, hey, my name's Ellie, want to put a face to a name. So straight away, when they think of Ellie, they think of my face. And that's something that I was really pushing as well. Just in terms of like the credibility with the way you look. I used to only a previous company only wear navy black and brown because that was what I was encouraged to do because that is corporate world. Now I probably wear pink and I'm wearing my sweater today, but I wear pink nearly every day because that is what I feel most comfortable in.

No, I love this because it's so true. I gotta do a quick shout out because as you're talking about, I gotta give a shout out to Marcy Montoya, one of my former reps at Patient Pop. She had this like, pink top, right, that like had these big, like puffy shoulders on em and like when she rocked that, we knew it was closing day. Like, that was her thing, right? When the sleeves came out, we're like Marcy's clothes in today. And it was, it was bright, it was pink, it was there. But like, that's where she felt most comfortable. And like, I think that's so important to think about. And so because actually, as you're talking, I've never thought about it this way. But like, we talk about personalization a lot in, you know, sales and how like personalization should be the person that you're targeting and if they could read it and someone else can read it, that wasn't personalized as you're talking. What it made me think in my head is like the same could be said for if I read your email and read another steps sales reps email and they sounded the same. You're not personalizing, like, you're not bringing your person into the email, right? You're not bringing the glitter unicorn. So like, outside of like wearing pink, like, how else did that show up in your messaging. Like, like how did you really, I guess start to exude that personality through video? Which again, we're gonna go deeper in actual tactics but like throughout the sal. Because it's not just video, I think.

It'S more just kind of using. I was always very inquisitive, so I wasn't. I was. I think there's like two types of sales reps. There's that one sales reps that's really pushing and kind of saying, are you free on X day to X time and are you going to be talking about this and we're going to do this. I was much more inquisitive and I generally am inquisitive. Like my favorite thing to do is get on a call with someone and have a really deep conversation about their sales process, how the SDR are working. That's the whole reason why I became an account manager rather than an account executive. But I think just in the email being kind of talking about, you know, the information that you found, the pain that they could be experiencing and then just saying happy to talk about this in more detail or open to learning more. So it's much more kind of happy connotations rather than do you have 20 minutes next Thursday to talk about X, Y, Z? So you're kind of inviting them to have that conversation. The other thing I do is I always my discovery calls. I wouldn't say discovery call with Salesloft. I'll just say coffee in a chat.

Yes.

So that 20 minute call, it's not a case of I have to get you on a demo or we have to have that next next steps. It's more let's have a coffee. We're in a middle of a pandemic. Let's hop on Zoom and have a chat about how you're currently working and I can maybe offer some tips and tricks and if relevant, I'll talk about Saleslon.

I think that's such a great way to approach it. I talked about this a lot with my team and the companies I work with. Now, if it was as easy as sending a templated email asking for time, I wouldn't need salespeople.

Yeah.

If it were that easy, if I could just send out a templated email asking for 20, I wouldn't need salespeople. We just load up all the emails and book all the demos. And so I think that's such a better way to do it because also the call out on discovery calls. I love this because discovery calls are what we talk about. No prospect has Ever been.

Like, you know what, let's set up.

A discovery call so you can know me better. Like, they don't talk that way, but we do. And so I love the copy and chat or just like the connection. Let's have a combo and I want to call it one other thing you said real quick for people listening. I want you to hear what she said. Where we'll talk, we'll learn. I'll share some tips and tricks and if it makes sense, I'll talk about saleslok. I love that approach because that way the conversation itself is valuable. They leave with some ideas that they didn't have before and if you get to the product, great. But on that first one, it's just that connection. So like, how did you run those? Let's go down that path a little bit. Right, so okay, you get someone to like this coffee and chat. How did you run those? That it didn't just immediately turn into like, you know, an old school discovery call that then, you know, like they're getting grilled. So like, what. How did you approach that call where it was actually valuable to the person attending?

No, absolutely. So I think I agree with you. I hate it when you kind of get on a call and you can tell that the SCR has been given a list of questions and it's just tick boxes. You know, the traditional ban. What's their budget? Budget? Are you. Is the timing right and then you just hop off the call. That is not that that's a waste of their time. Especially when it's outbound as well. You kind of just invited them onto a call and you're just going to go right, boom, boom, boom, boom. Oh, you're going to go and speak to an ae. That's just. It's a waste of their time. So something that I would do is I'd kind of introduce myself, talk a little bit about why I'm really passionate about sales development, and then ask them to kind of talk a little bit about their team, what they're happy with, what they're not. But we do this thing. We actually talked. We got taught internally here at Sales, the five whys. So we'd ask one question and then we'd delve. Delve deeper in it. So for example, I can see in your background, I'm like, oh, so what's there a statue of behind you? It's a buffalo. Oh, does that represent something?

It does. So the buffalo is actually. It's my favorite animals. I got my statue behind me. I've got a big Old picture. And it actually even made it onto a decanter that my team gifted me. There's a buffalo on the decanters, so it's my favorite animal because they run into storms. And I've always loved that mindset.

I love that. Have you ever seen a buffalo in the zoo?

Never. Never in the wild. I need to go. I need to go find one.

Oh, so which zoo have you been to for you to see this buffalo?

Right? I mean, geez. I mean, you know, San Diego Zoo, Louisiana Zoo. Right. The Milwaukee Zoo. So I've seen them like they're on Catalina island out by la. I just never saw one in the wild out there.

Sounds like you're a massive animal fan.

I am. I believe I am, yeah.

Can you see how I just did that? Just from that whole. The one thing I've seen and then you just ask question, question, question. But it's much more inquisitive rather than what is that? Or you know, do you have time or you know, do you know what I mean? It's just much more soft, softer approach.

Yeah. And if we had kept going, something I bet you would have done, which is also key, is connected the dots. Right. All right. So you mentioned the buffalo runs into storms. What storms are you facing right now?

Yeah, absolutely.

Because that's where sometimes people miss with like the, you know, like the rapport building part, right. Is they never connect the dots. It's just like, oh, I see you have a pink chair.

Yeah.

Do you like pink? I too like pink.

It's the relevance of it.

Budget. Right. So like it's tying it back to them. And we do have that unique opportunity of like using video. And also too just real quick, sales reps, turn your video on. I'm actually still shocked at how many reps on like these zoom calls don't turn their video on. But I didn't even think that was a thing anymore. And it's still like 30 some 40 some percent of reps don't use video to their advantage, which just blows my mind. So in the trenches there. So now let's flip this and keep going. Okay, so we've been hinting at video and bringing this up. Let's talk about the different places that you used video. Actually, I'm gonna take one step back. Why video? Let's start there. So there's still people need convincing. It's like everyone seems to know about video, especially around prospecting. I got maybe maybe two videos a month as a VP of sales at a software company.

That's it two a month?

Two months. Maybe In a good month. Like, maybe. And that's me. I talk about video. Like, I promote this stuff, right? So why do you think video is so important to use in the prospecting side?

I think just similar to what I said earlier, it's. We've reached this new level. And, you know, in the. There's a book called the Challenger Sale, and it talks all a bit about, you know, like, obviously how, like, people buy from people. I think it's now humans buy from humans. And what better way to show you're a human than by sending a. Sending a video of yourself smiling, saying, hey, I genuinely want to have a conversation with you for X, Y, Z. Feel free to pop some time in my calendar. And I think something we did here at Salesloft, when I started off as an sdr, obviously, with the cadences, you can see the analytics and reporting, and we actually had video as our fifth step. We then were booking all our meetings on that step, so we moved it to our first step. What I then started to do is hit them up on LinkedIn. Hey, I've actually just dropped you a video to your email. The subject line is this. Go check it out. Give them a call. What did you think of the video? Oh, my God, you haven't got it. Let me send it again. And what I'd do is I'd ask them their favorite color, so green. And then whatever day it was. So I'd say, oh, I'm going to send it now. It's Green Wednesday. And then that is the subject line. So you know that it stands out in their inbox. Because that's the whole thing about kind of prospecting with SDRs. The main thing you need to think of is, how can I be unforgettable? And video is an amazing way to be unforgettable.

I love it. And that is. That's gold. You get them on the phone. What's your favorite color? I'll send it again. I'll see. Oh, man, this is great. This shit we can unpack here, because I want you to listen to what she's talking about. She sent someone a video. She got them on the phone. They hadn't watched it yet. Do you hear how she didn't still push for the meeting? Did y' all catch that? It was a, hey, I'll rerecord it, I'll resend it. And it's still driving to the video. And I think that's such a. Like, that's so important. I want to Call that out. Because a lot of people, including leaders, would preach the opposite. Oh, you got them on the phone and they didn't watch the video. Better try to book the meeting. Go for the close. Go for the close. I love the approach of like, hey, okay, I'll send it again. And I wrote that down. That's clever. Like, what's your favorite color? Because everyone loves to talk about pattern breaks in sales. That's a pattern break. I've never been asked what my favorite color is on a prospecting call. And so. So let's keep going here. This is amazing. So what are things? So there's that one type of video. Just the, hey, you know, it's Ellie. You know, I was hoping to have a conversation. What are some other types of videos you'd send out to try to book meetings? Or that fifth step, Right. Like, what was that video that got moved up that seemed to work so well.

So the other thing I do is on LinkedIn. So the moment that I connect with a prospect on LinkedIn, no matter what I would do what I was doing, I kind of like, just stop and say, you've just accepted my connection request. So excited. I wouldn't kind of push on LinkedIn, but I'll just say that. I know I've been trying to get in touch with you for this reason. But anyway, I'm really excited to be following your content. So again, it's just one, you know, message again, to show your face. The other thing I'd also do is I'd always say, this is Ellie Twigger from Salesloft, because the other thing to think of is, and this is when I'm on a voicemail, obviously when you send an email, they'd see Ellie Twigger. Think about how many SDRs out there might be called Ellie or, you know, more generic names like Matt or Ben. Twigger is quite a unusual surname, so I'd always try and get that in. And I think that customers. Well, no, not customers, actually humans. They learn through osmosis. The more they see something, the more they hear something, the more receptive they are. There's going to be. So I created this theory. It's called the Hexagon Theory, where I'd make sure that I'd include seven, seven sides to really light them up. So that was cool. Video, LinkedIn, direct mail, content sharing and email. And I just repetitively do that. I know I've gone off track and I meant to be talking about video.

But this is gold. Do not stop. You keep going you keep going.

So, yeah, I'd always try. And each of those points, I'd always say, Ellie Twigger from Salesloft, I'm trying to teach you something. And whether it was a phone, email, LinkedIn and whatnot. But as well, I think, oh, no.

You go, no, keep going. It's your show, girl. I'm letting you go. I'm writing my questions down. It's all good.

I love that. So absolutely. LinkedIn is a great way. And I think if people aren't using Bidyard, get on video, there is a free integration, integrates with Salesloft, integrates with LinkedIn. And that was game changer for me because you could make that video, you could send it to them and see when, you know, I don't know if. If everyone can see this or it has to be paid for, but you can see, like, when they've clicked on it, when they've watched it, how long they've clicked on it. And sometimes I'd be like, hey, I saw you watch 10% of my video. Like, what was I doing wrong? Yeah, like, were you just laughing at my acting? Or. Or. Or I'd say, oh, I mean, this is a bit current for last night, but I know I didn't get an Oscar, but I'd love to just have a. Have a chat about xyz.

Yeah, No, I love it. We taught a lot of the same things where it's like. Because that was especially for some of my AES, right? You chord like this perfect vidyard and then you send it out and they watch like five seconds of it. They'd be like, oh, it's like, make fun of yourself. Shoot them. I was like, what did I do? I have broccoli in my teeth, right? Could you not stand my accent? Like you can lean into it because of that. Again, that human element in this. If they watched it, great. If they didn't be a human in that situation and go through it.

We actually had one when I was sdr. It was the second week of lockdown, so this was about two years ago now. And I have my dog, dog jumping all over me. My washing machine was on and I just was on the video and I just went, look, I'm just gonna stop. I'm working from home. I know you are too. And then I kind of like just carried on. And I think when we got on the call, the guy just really laughed and he said, like, you just epitomized everything that's going on in the world right now. So I think as well. That whole kind of like just being your complete and utter self. I know that there's a. I posted a video on LinkedIn about my bloopers video where I'm just constantly, you know, going, oh. Or having to start again or some swear words in there as well that are bleeped out. But the amount of people that message me being like, I've stopped doing video because of this, but you've just encouraged me to carry on going. And that's the thing. If I kind of am doing a video and I'm going, oh, no, I'll just carry on and I'll just laugh about it and then get to the point.

Yeah. The phrase we used internally was end it and send it.

Yeah, I love it. Don't waste your time.

End it and send it. Like, you don't get three takes at this. End it and send it. If you messed up, call it out. If you stuttered over yourself, call it out. But end it and send it. Because otherwise you do. You overthink it. You record it five, six times, and it's like, look what you were worried about. They probably didn't even notice. And if it was a big thing, like your dog or like your kid walks in, call it out. Like, oh, even Louisa wants you to take a meeting. Sorry about that. And so I love that because it is coming all around the human. Now, you mentioned something, I wrote this down. You said, you know, I just want to teach you something. I really, like, I just want to teach you something. How did you find out or how did you learn? Like, what would be valuable to the prospect? Right? Because that's a. That's a. You know, this is going to sound serious. You know what I mean? Like, that's a bold claim. Like, I'm going to teach you something. Right. But, like, walk me through, I guess, how you got to understand your prospects well enough so you could say things like that.

I think all salespeople, they're either going to make their customers gold or put out fires. So what you need to work out is what is it that your company can do for them and then kind of offer insights around that. So, for example, here at Sales Loft, something that, that we focus on is, you know, SDR teams, prospecting in general. So what I would do is kind of reach out to them, being like, hey, I'd love to offer to talk about your SDR team and understand how you're prospecting and talk a little bit about how we do it. And then I'm not necessarily utilizing pushing Sales off down their throat, I start to understand, are you following up? Are you utilizing a cadence? Are you understanding analytics so you know what works, what doesn't. So you are then push that. And then from there I say, actually it sounds like you could you like benefit from a tool like Salesloft or if it sounds like they, they don't, I'd leave it at that. So that's kind of, that's kind of the whole idea about teaching somebody something. But if your company, the Persona you sell to also understand your current customers, what are you working. If you're an SDR, go and speak to account managers or CSMs and say, what are the main things that they're focusing on? And then start to bring that into your conversation.

I was hoping you're going to bring this part up because of your career trajectory, right? You know, sdr, senior sdr, enterprise, and then you get into account management, right. So you didn't go the normal path. You didn't go the normal path. So I got two questions for you here. One, how did we lose you? Like, how did we lose you? How did sales not keep you? But the second question is, because what are things you've learned as an account manager that you think would have helped you as an sdr? Like, like what are the things like now that you're in that role going, oh, if I had known this as an sdr, I could have booked more meetings. Like, what are some of those takeaways or learnings?

I think so, firstly, I still see myself as in sales. So I, because I do renewals, I do upsells, but I think it's. It's a very different type of sell because you've already got that relationship. The main reason why I went into an account management role is because I always saw myself as account executive. But I generally think Salesloft is one of the best platforms out there. So I didn't like the fact that I'd be working with a customer and then I'd pass them over and I didn't get to witness their success. And honestly, now there is no better feeling than when you get on a business review with a customer and you start to see that they've been utilizing the tool for a year, six months, and they see the success that from the product that they brought from you. That is such a great feeling. And then you can work with them on strategy, help with them. All those things I was, you know, those little tips and tricks I was talking about, I am now bringing that into practice with my customers. So that's the reason why I went into this role. Then what I've learned now that I would have brought into being an sdr, I think it is the consistency and the. So many SDRs, they prospect someone and then the moment that they say no, they give up. And it's very similar with myself. I've got customers that sometimes just don't want to speak to me, but they have to because I'm their account manager and I'm pushing and pushing and pushing because I want them to see that value. And I think with sdr, don't, if somebody says, no, not the right time or whatnot, that's when you can add them into, say, a nurture cadence. So you're drip feeding them information throughout the year or however long it is. But yeah, you grab their attention once, so why lose it and then just take them out your cadence and never speak to them again.

Yeah, I think that's, that's big because also too. And I want to dig on this a little bit more like on the customer side. Right. SDRs never talk to customers.

No.

SDRs talk to prospects. Right. And even those are very short interactions. Right. So what's something you've learned about the customer that you wish you had known when you were in sdr?

Firstly, that they're humans. Yeah. I used to really stress about, oh my gosh, I'm sending a video to a CEO, and at the end of the day, you've got to think, do they go to the toilet? Do they go to sleep? Do they eat? You do all those things too. Don't put them on a pedestal. And this is this whole base, this thing about the credibility piece that we spoke about at the beginning, you are still credible because at the end of the day, we're a human. So there's been great times when I've gotten a call with a customer and I've had it actually in the past. Not this company, but previous company where because I was female and very young and especially my voice, they judged me straight away. But then straight away, I'll come out with a piece of information. They're like, whoa, okay, I wasn't expecting that. So to not put that person on a pedestal really helps with your own confidence. And again, bringing your own potato head out that we were talking about at the beginning and being able to be yourself.

Yeah, I love that. And I was, you know, I was curious where you're going to go with it, because it can be like, oh, like, you know, you can learn their pain points better. You can learn how they use it better and all that's fine. But it's like SDRs. I'm telling you right now, the people that you are afraid of, I'm letting you know they don't have it nearly figured out as you think they do. Especially if your product solves a problem, they are dealing with that problem. And you know that because your company exists. If that problem wasn't an issue, your company wouldn't be around. And so it's like, they're not perfect. They, yes, it can be scary, but damn it, they're a human, right? They have fears and emotions, which is the last part I want to dive into on, like, videos, the emotion side. But y', all, they have problems. If you can solve it, you owe it to them to stay in touch. You owe it to them to reach out because you have something that would make their life easier.

Yeah. And that's why I always encourage people to kind of lead with that pain. So when you're doing a hypothesis, you can. It doesn't have to be, you know, a crazy hypothesis that you've spent an hour creating. All you need to do is find out one piece of information, what pain it is that they are experiencing, then how your solution can help. That is all simply what your email, phone call, video, LinkedIn message needs to be. None of this. Hope you are well and had the most amazing weekend. My name is. Blah, blah, blah. Talk all about yourself. No, talk about them. What is their pain and how can you help? Because what you'd probably find is the moment you go on a call with them, they're like, actually, I'm pulling my hair out over this and I really need some help. And that's where your solution comes in.

The framework we use for the emails and for video, we called it K Pick. Here's what I know. The problems you're probably dealing with, the impact of that problem. Call to action. Yeah, that was the kpick. Here's what I know. Problem, impact, call to action. Right, like, and you can record that quickly. You can write that quickly. I can say, ellie, I know you're an account manager. I know that. I know you are an account manager. And if you're like a lot of other account managers, you're probably dealing with keeping track of your books, knowing who's up for renewal, knowing who's at risk versus who could be sold to sooner. It's causing you to miss out revenue, maybe miss goals. Like, we have a way to maybe solve that. Could we talk like, that's a 30 second video, like that's nothing. And it brings in this last point which is the emotion. This is why I'm such a believer in video is like as human beings we are very emotional. We justify with logic, right? Video lets you bring the emotion out, right? Like you can bring emotion out in video, right? Because they can hear you, they can see you, you can bring that energy, right? They can't get Pink Bubbly Unicorn from a four line email, but they can hear it via video, right? Going through this. And so I think it's that emotion part here, so. And then she said, well man, we're almost already at time. I didn't realize. Okay, I got two final questions. I was like, I could go on this shit all day. Like this is as much like people listening. I'm telling you, do this. No one actually does this. People talk about it, but they don't, they just don't do it. It just blows my mind. If I were an SDR today, if I got, if I was like, you know what, screw it, I'm gonna be an SDR today, I would do all videos. I would probably do 40 to 50 videos per day, every day. And that's. I had video only reps on my team. Like that's how well this stuff works. People just don't do it.

So if you don't trust it, get look at the analytics and ab test that stuff and then you'll know, okay, it works.

Yeah. And quick, quick call out there for people. I just want people to understand this too. Generally speaking, video emails are not built for a response. They are built for a watch. You have to respond to the watch. Ellie mentioned this earlier too, and I don't know if y' all caught it. They watched, she called, she emailed. Like, yes, sometimes they watch and say, sure, I'll book. But like you have to follow up to the watch, right? They're not like when video first came out, call it like three, four years ago, the response rates were high on video. Their response rates aren't as high anymore, but the click through rates are still really high. And then you go get the meeting because people do that, they'll record five videos, send them out and get no responses. And then what do they say about video, Ellie?

Yeah, that, oh, it doesn't work for me.

Doesn't work. But all of them got watched and you're just sitting back waiting. So y', all, you gotta go take action. You actually have to chase down the people watching. So. All right, last question for you, Ellie.

Right?

Because I asked Everyone, this question because the name of the podcast is Live Better Sell Better. So I also have this really weird idea, like if we took better care of ourselves, if we had more energy, if we brought the human element into this thing, sales wise, the sales would improve. What would your live better advice be for people listening?

I think get a dog. No, I think it's more be at one with nature. Because something that I do now and it's, I'm, I work from home, I go into the office, I think one or two days a week. But when I am at home, that hour that I used to spend commuting, I will take my dog for a walk and I'll just, you know, pop on a podcast or, you know, just really clear my head. And then whenever I'm feeling slightly stressed, this is going to sound really weird, but I take my shoes and socks off and I just go and put my feet in the, in the grass and ground myself. Because at the end of the day, work is work and it's not. It's. There's so much other things out there. There's so much you could be dealing with. The final thing that I always suggest people to do whenever they're feeling a little bit stressed or anxious, go and make a cup of tea, have a cup of tea, have 10 minutes to yourself and then the work's still going to be there. But at least you're, you're prioritizing your own health and your own happiness.

I love the grounding tip. A lot of science behind that too, by the way. A lot of science behind it.

It really works. It really, really works.

The electromagnetic fields, the frequencies of it, what it does for our blood pressure. I mean, there's so much science actually behind grounding. Being barefoot in dirt, mud, grass with a little bit of sunlight and maybe.

A cup of tea, cup of tea as well.

We could change the world. Ellie. Ellie, this was amazing. Where can people find you? Get more of what you, you're putting out, reach out to you. Like where, where, where can people get more, Ellie, in their lives?

On LinkedIn, probably. That's, that's the best place to find me. Hell, if anyone wants to send me a video, I love receiving videos. I don't receive enough of them. I get prospected all the time and I've not received video. So if anyone wants to send me a video, I really appreciate that.

It is still one of the easiest ways to stand. Alisha, I cannot stress that enough. So, Ellie, girl, this was amazing. Thank you so much for your time, your energy your insights. This was everything I wanted to be and more. I really appreciate it.

Thank you.

Hell, yeah.