Customers in an array of industries, from IT to insurance to business process outsourcing, are often way ahead of the salespeople who are ‘helping’ them.
Harvard Business Review
In many of today’s buying processes, actual living, breathing salespeople are likely to enter the game when it’s more than half over. If the buying process goes awareness –> consideration –> action, it’s probably somewhere in the consideration phase.
Companies typically publish overview videos to create awareness. But what other kinds of video can help the salesperson help the buyer complete the journey?
Targeted videos for sales training
Sales training, of course, has long relied on instructional video. Today’s eLearning platforms, it could be argued, are largely interactive video platforms.