By now, you’ve heard all kinds of things about virtual selling using video. With many people working from home (at least partially) for the foreseeable future, video is the best way to reach right through prospects’ computer screens and grab their attention.
And if you’re not using video yet…Well, your quota is just a suggestion, right? (Wrong.)
We’ve assembled 25 eye-popping sales statistics to show you what the future of virtual selling will look like, why video is such a core part of the virtual sales process, and how video has propelled sellers just like you from merely surviving to thriving in this brave new world. Ready to learn more? Keep reading.
Part 1: Peeking into the Future of Virtual Selling
What It Means: If your company has transformed into a hybrid or fully remote work environment, you’re not the exception—you’re the norm. The same is true for your prospects. Many businesses aren’t going back to the office in a full capacity, so you need to rethink all those tactics you used to use back in the days when you could find your prospects at their desks.
What It Means: Hope you weren’t banking it all on that flawless handshake. Most of your sales calls these days are probably over Zoom or Microsoft Teams, so you need to learn to shine through a digital connection. (Tip: Make everyone’s day easier by turning those synchronous video meetings into asynchronous video round-ups that they can watch at their own pace.)
What It Means: It turns out that the whole “remote engagement” thing is better for everybody involved. Prospects like it better, and it’s easier for sellers to make inroads. Thus, don’t expect things to go back to the in-person status quo any time soon.
What It Means: Virtual sales really greases up the selling process. Going virtual makes it easier to do things like provide additional context, get together for those milestone sales meetings, and stay connected with your prospects.
What It Means: Is virtual sales engagement actually better than in-person engagement? A lot of sales authorities say so. Virtual selling isn’t a band-aid fix or a temporary measure—it’s a concrete way for sellers to score better sales results than ever before.
What It Means: The sales tech landscape has ballooned in the last few years, and the tech that tracks deals and engagement and tools to drive business forward is top of mind for reps, regardless of where they land in their careers.
What It Means: More reps are following structured sales cadences with the help of sales engagement platforms. It’s getting hard to reach buyers and get responses, so adopting structured outbound omnichannel outreach approaches is the key to getting more responses and booking those initial meetings with prospects.
Part 2: How Many Virtual Sales Pros are Using Video?
What It Means: In just a few years, video selling went from a niche tool to a must-have. It became so much more difficult to connect with prospects using traditional means. Video ballooned to fill that gap, helping sellers reach prospects even if they can’t meet in person.
What It Means: If you’re a sales rep reluctant to use video for sales, you might want to change your mind as more leaders and sales enablement teams will continue to focus on it as a tactic for supporting the sales process.
What It Means: Revenue retention will continue to be paramount in the coming year (and beyond). Customer success teams are unlocking the power of video for retention and upsell opportunities.
What It Means: Video prospecting is where video messaging is most widely known but is growing and seeing success in areas such as follow-ups and product or solution demos.
What It Means: Further productivity gains, cost savings, and best practices can be realized if the entire team gets on board. Leveraging a video platform for sales, teams can manage video libraries, share best practices, and leverage robust integrations and video analytics.
What It Means: For many sellers, success, and efficiency come with practice. However, you don’t need to send more videos to one prospect to make an impact. Adding just a few to an overall outbound cadence can make a huge difference.
Part 3: Why Video Makes Sales Prospects Pay Attention
What It Means: Our brains retain more information when we actually see something instead of just reading about it. If you really want to impress a point upon your prospects, transmit that information through a video instead of a text email they’ll just skim.
What It Means: Looking at your inbox actually puts you in a negative emotional state. However, watching a video helps reverse that negative effect, leveling out your emotions. Thus, a video email is a great way to break up the monotony of your prospect’s inbox, putting them in an emotional state where they’re more inclined to listen to your pitch.
What It Means: Sending 10-minute video epics? Don’t. The shorter, the better. Get your message across in a minute or less; your prospects will be way more likely to watch it through to the end.
Part 4: Video’s Impact on Virtual Selling
What It Means: Adding video to your emails gets results for marketers and sellers alike. Want prospects to open your emails and send you replies? Trying adding a video.
What It Means: It’s increasingly clear that text-only emails are dull, uninspired, and bad at catching attention. Video, on the other hand? Sending one to your prospect makes them sit up and pay attention to what you have to say.
What It Means: A huge majority of virtual sellers are seeing great success with videos. The stats don’t lie: Receiving a personal video makes prospects more likely to reply.
What It Means: What’s a hybrid video? It’s a video where you show both your webcam and your recorded screen. Example: Showing something that caught your attention on your prospect’s website or LinkedIn profile while including your talking head in the corner. It’s a great way to communicate information while flexing your charisma, and far better than a faceless voiceover.
What It Means: Videos are great for connecting with prospects, but they remain just as useful all the way through the sales cycle. It’s like a personal, almost face-to-face check-in at every stage of the process instead of just a brief, emotionless email.
What It Means: Recording videos can seem intimidating, but once sellers get their technique down, they can produce and send off videos just as quickly as (or maybe even faster than) writing an email or making a sales call.
What It Means: Videos show your sincerity, demonstrate what makes your product different, and cement trust. People are more inclined to buy from people they know and trust; video is a shortcut to establishing that familiarity ASAP.
What It Means: Sales pros report that buyers are 50% more responsive to messages sent via sales engagement platforms or other sales technologies when at least one video is included as part of the sales cadence.
What It Means: Virtual selling experts spill a lot of ink extolling the virtues of video for sales, and for good reason—video really does work! It’s a key tool for any virtual seller trying to make it in this wild new world of sales. The sooner you get on board, the sooner you’ll start seeing the same results.
Kickstart Your Virtual Selling Strategy
Feeling enlightened? We hope that these virtual sales statistics spark some ideas for bold new selling ideas.
The stats tell the story—video is incredibly effective as part of your virtual selling strategy. Want to start exploring video for yourself? Sign up for Vidyard and take advantage of the free video creation and sharing tools that thousands of sales pros already love.
This post was originally published on September 28, 2021. It was updated on July 14, 2023.