Excerpt from a sales-focused talk advocating personalized video outreach to humanize prospecting. Speaker (Ellie Twigger) references The Challenger Sale, describes moving video from a later to an earlier step in SDR cadences at Salesloft, and explains a follow-up sequence using email video, LinkedIn messages, and phone calls to drive meetings.
There's a book called the Challenger Sale, and it talks all a bit about, you know, like, obviously how 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 start 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.
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