TBV Insights
Sales Transformation and self-service video
You may have noticed that more and more sales management roles are adding “Sales Transformation” to their job descriptions. It’s not hard to see why. Today buyers spend 80% their buying time researching independently and talking with other decision-makers on their team (Gartner). 99% of B2B buyers would opt to make
Winning Differentiators
If your company sells enterprise technology solutions, if pays to think of video in the context of the buying process. For surprising insights into buying processes — teams, activities, decision-making, and what it takes to come up with winning differentiators, — I’ve found Gartner analyst Hank Barnes to be a
6 Tips for better video narrations
In developing marketing videos, we usually start with a script — that is, words on paper. This is a sensible and congenial way for technology marketers to work, since most of us spend a lot more time dealing with text in various forms than the do with video. Better-written scripts
Testimonial Videos Made Simple
The ideal testimonial is a story about how someone like you solved a problem like yours. But good video testimonials are rare, despite their obvious value in an era of digital selling. Why? Because, however much they truly value a product or service, customers see little benefit in a not-entirely
Conversational Video For Hybrid Selling
A technology consultant contacted me recently looking for a video solution to this problem: how to spread the word about his firm’s software solutions in order to start pilot projects for new applications. What he had in mind was a 2-Minute Explainer® video — that’s what we’re best-known for. But
Video Messaging for Customers and Colleagues
When was the last time you read an email that made you feel smarter? Or felt enlightened during an online meeting? The unexpected experience of a clear, concise explanation of something that matters to you is both rare and refreshing in the “new normal” online information environment. Crafting clear, concise