Why Video Selling is So Hot Featuring John Barrows and Morgan Ingram

Welcome to this edition of Modern Sales Point of View. Today we hear from John Barrows and Morgan Ingram of J. Barrows Consulting who provide sales training to some of the fastest growing tech companies. This pair of sensational salespeople discusses what’s changing in sales development, why video is such a hot sales trend, and the continued importance of the human element in sales.


What’s the future of sales development?

Our dynamic duo agrees: the future of sales is going to be much more personal. Right now, there’s a lot of noise in sales, generated from an excess of template emails and generic cold calls. As John quips, “most people are hiding behind the technology and they’re not putting the human element behind it.” He thinks that technologies like video will allow sales reps who make their outreach personal shine, while rendering sales reps who focus on generic, quantity-over-quality outreach obsolete. Morgan agrees, saying that he sees personal brands, social selling, and video becoming increasingly important in the next few years. People want to see the person behind the sales pitch.

Why is video such a hot sales trend?



Zoolander jokes aside, Morgan and John have slightly different perspectives on why video is exploding in sales.

Morgan attributes video’s success to its ability to engage and grab a prospect’s attention within in a very short period of time. If you can add value within the first ten seconds, he believes people are going to listen to what you have to say. “Within the first couple seconds or minutes, if it’s not entertaining, you’re out,” he says, comparing video in sales to movies or TV shows.

For John on the other hand,  it’s all about the human element. John argues that video captures emotional nuance and allows salespeople to build relationships with potential buyers better than other forms of communication, such as phone or email. Words or tone alone are only a percentage of the way we communicate, since most of what we “say” is nonverbal. “Video, you’re dealing with 100%,” he says, “I can see your sincerity, I can tell that you care, I can get a feel for you as a person.”

Let’s play sales word association

As a little bonus, we played word association with John and Morgan around sales buzzwords. Stay tuned to see if you can relate (and to find out how John REALLY feels about account-based marketing)!


We’d love to hear what’s working (or not working) for you in your sales development efforts. Sound off in the comments below.

The post Why Video Selling is So Hot Featuring John Barrows and Morgan Ingram appeared first on Vidyard.

from Vidyard http://www.vidyard.com/blog/video-selling-hot-sales-tool/


How to Create Professional B2B Videos Using a Smartphone

“In 2016 the average number of videos produced annually was 29. In 2017 the average number of videos produced annually was 38+.” Demand Metric Report

Despite video being in such high demand, and becoming the preferred B2B buyer content type, marketers still feel overwhelmed, and underprepared to meet the demand.

The conversation around video production has become paralyzing for many marketers who often assume that video Production

The production stage of video involves the filming process. It’s what happens after the creative brief and planning process has finished, and the videography team is finally ready to press record, and before editing.

“>production requires an outside agency, or thousands of dollars of equipment.

What if I told you that you can film quality B2B videos, with a smartphone for under $250!

You heard me right!

We recently partnered with Taylor Jackson to show you just how easy it can be to shoot high quality, B2B videos on your smartphone. In the video below, Taylor explores the Vidyard offices showing you the best ways to shoot video on your smartphone and how to do it all for under $250.


In under 2 minutes Taylor’s video explores;

  • How to get the best lighting in an office
  • When to shoot horizontal/vertical
  • How to up your video game with smartphone lenses
  • How to capture the best possible audio

We’ve broken down all the equipment used in this video below, with links to Amazon, and prices so you can get started asap. All of the recommended equipment is universal, so you can use it with almost any recent smartphone.

Smartphone Filming Equipment

Lighting Case

Efanr Selfie Ring Light – $12.99

While Taylor does recommend the Lumee (Kim Kardashian Case @ USD 49.99), we think that the $12.99 equivalent from Amazon is a much better price point and is also universal, and the Lumee is iPhone only.

Lighting Kit

Neewer® 200W 5500K Continuous Lighting Umbrella Kit – $29.99 x 2


Jetai 42-Inch Bluetooth Wireless Remote Control Universal Tripod Smartphone – $26.99


VicTsing Phone Lens – $16.99


Rode smartLav+ Lavalier Microphone for Smartphones – $99

If you use an iPhone without a headphone jack, you will need to buy an adapter to allow you to plug this in, which you can find here!

Filmic Pro App

http://www.filmicpro.com – $18.99-21.99

Optional Stabilizer

Zhiyun Smooth-Q 3-Axis Handheld Gimbal Stabilizer – $149.00

A stabilizer is optional. Unless you are going to be capturing moving elements or moving around a lot while filming, you do not need this.

Are you filming great B2B videos with your smartphones? Have some outstanding equipment you need to recommend? Let me know in the comment section below.

The post How to Create Professional B2B Videos Using a Smartphone appeared first on Vidyard.

from Vidyard http://www.vidyard.com/blog/create-smartphone-b2b-videos/