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Sales: Top Ten Ideas for Using KnowledgeVision Tools

Two different KnowledgeVision online presentation tools are being used to enhance communications to prospective customers as well as to other sales team members? One is KVStudio and the other is our personal product, Knovio.  This isn’t the place to discuss the differences between the two products, but here are 10 ideas for using either of them:

• Tape the pitch presentation you’d give if you could get a meeting – without leaving your desk: then email it to your prospect saying you’ve built a totally custom 10 minute explanation via video of why THEY (specifically) need your product; they’re likely to click and watch if they know piece isn’t generic, but is for them.

• Send a 3 minute video “thank you note” for the time they spent with you yesterday: answering a couple follow up questions they might have had and sharing a warm thanks, sealed with the smile you can’t send with a normal email.

• Share quick sales success stories across your team: it is easier for a rep or sales manager with a great case study or success tale to deliver to colleagues via webcam than to provide a detailed write up.

• Overcome difficulty of getting ALL the right influencers in the room at once: tell your prospect that you’ll tape a 20 minute version of the presentation that he/ she can email to key audiences who couldn’t be there “live” for your pitch.

• Send draft proposal or contract with an explanatory Knovio: preemptively explaining points which prospects are most likely to be confused about.

• Provide industry-specific testimonials: videotape or audiotape a few happy customers answering 2 or 3 questions, or have them just deliver to webcam. Experts say 80% of communication is about voice and non verbal cues, so truly happy customers will be especially convincing when others can see or hear them talking.

• Overcome time differences: Need to become more “real” to prospects a half a world (or 12 hours’ time difference) away?   Yes, you’ll get up in the middle of the night for them at a pivotal moment, but some initial relationship communications via Knovio will allow them to attach your face and voice to your name.

• Make “Knovios” of key presentations given at your annual Sales Kick Off meeting:  Instead of leaving team members with just binders – enable them to access important parts of the Kick Off that they missed or would like to hear again.

• Share sales best practices easily: Tape your best salespeople in (mock) action as they overcome objections, ask for the sale, or explain complex issues in simple terms – followed by a brief play-by-play analysis.

• Keep your sales team apprised of new features, pricing, and product offerings: by describing them in quick Knovio segments.