How To Use Video In Sales Presentations

My first B2B explainers were fully animated and... had embarrassing results. But last year, I discovered a format that increased booked calls by 21%. It's called a 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗗𝗮𝘆-𝗶𝗻-𝘁𝗵𝗲-𝗟𝗶𝗳𝗲. And it's super easy to copy. (𝘊𝘖𝘕𝘛𝘌𝘟𝘛: 𝘰𝘶𝘳 𝘚𝘦𝘳𝘪𝘦𝘴 𝘈 𝘚𝘢𝘢𝘚 𝘤𝘭𝘪𝘦𝘯𝘵 𝘨𝘰𝘵 𝘵𝘩𝘦𝘴𝘦 𝘳𝘦𝘴𝘶𝘭𝘵𝘴 𝘰𝘯 𝘢 𝘩𝘰𝘮𝘦𝘱𝘢𝘨𝘦 𝘢𝘯𝘥 𝘱𝘢𝘪𝘥 𝘢𝘥𝘴 𝘭𝘢𝘯𝘥𝘪𝘯𝘨 𝘱𝘢𝘨𝘦. 𝘞𝘦 𝘈/𝘉 𝘵𝘦𝘴𝘵𝘦𝘥 𝘷𝘪𝘥𝘦𝘰 𝘷𝘴. 𝘯𝘰 𝘷𝘪𝘥𝘦𝘰). I explain how we did it (with examples) in the video below. For those who prefer reading, here's a simple 2-step takeaway: 𝗦𝘁𝗲𝗽 𝟭 - 𝗪𝗿𝗶𝘁𝗲 𝘁𝗵𝗲 𝘀𝗰𝗿𝗶𝗽𝘁 𝘀𝗼 𝗱𝗮𝗶𝗹𝘆 "𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀" 𝘁𝗿𝗶𝗴𝗴𝗲𝗿 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁'𝘀 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀 People always say "show don't tell" but here's how you actually accomplish it. 𝘌𝘷𝘦𝘳𝘺 𝘧𝘦𝘢𝘵𝘶𝘳𝘦 you want to share in your explainer 𝘯𝘦𝘦𝘥𝘴 𝘢 𝘱𝘳𝘰𝘣𝘭𝘦𝘮 to trigger that explanation. EXAMPLE Problem → Overwhelmed BDR doesn't know how to start their day Feature → Sales tool that prioritizes which accounts to reach out to first Problem → Stressed solopreneur is overwhelmed with sales follow-up (me rn lol) Feature → CRM feature that automatically pings you to follow-up 2 days after Don't tell them what your product does. Show how your product fits in their lives. 𝗦𝘁𝗲𝗽 𝟮 - 𝗙𝗶𝗹𝗺 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗴𝗼 𝘁𝗵𝗿𝗼𝘂𝗴𝗵𝗼𝘂𝘁 𝘁𝗵𝗲𝗶𝗿 𝗱𝗮𝘆 𝗪𝗜𝗧𝗛 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 Look how friggin' popular "Day in the life" videos are right now. It works because it's relatable. And your buyers want that. They can compare their days. They can empathize with different habits. They can see how the product fits into their lives. In other words, they can see 𝘵𝘩𝘦𝘮𝘴𝘦𝘭𝘷𝘦𝘴 in your video. That's all it takes to make a viewer feel understood. ---- If you enjoyed this, you can shoot me a DM saying "day in the life" and I'll send over my 3 favorite examples.

Most people send a plain text email after a great sales call. I send a video. The screenshot below is a real follow-up I sent after a prospect meeting. Instead of just recapping in writing, I recorded a 2-minute Loom video sharing what I learned, what I’m envisioning for their event, and why I’m genuinely excited to work together. In today’s world of noise and automation, a video like this is a humanizer. It gives them something to feel, not just something to read, and it gives them a powerful tool to forward to their internal decision-makers. The psychology behind this is fascinating. When someone sees your face and hears your voice, it activates the mirror neuron system in their brain, essentially helping them feel emotionally connected to you, as if they’re in the same room. That’s empathy. That’s trust. And trust is what drives decisions. Research shows that only 7% of communication is verbal; the rest is tone, facial expression, and body language. In a sales process full of text and data, the human brain craves the richness of video. It’s also about cognitive ease. According to research from Princeton and the University of Michigan, people are more likely to trust and act on information that feels easy to process. A clear, engaging video makes your message stickier. Add a little story, a little emotion, a little spark, and suddenly you’re not just another vendor in the inbox. You’re a trusted voice. Taking the time to send a video builds social capital. It says, “I care.” It says, “This mattered to me.” That emotional generosity has ripple effects in a referral-driven business. So if you’re trying to stand out, build relationships, and grow your business, try adding a short, heartfelt Loom video to your follow-ups. Whether it’s a cold prospect, a warm lead, or a longtime client, your energy is your edge. Presence beats polish every time. Link to how to use Loom is in the comments. Happy Monday ya'll, let's go scale our impact.

“Great meeting! Send me over the proposal and I’ll show it to the team.” Not so fast, Speed Racer: Even a champion with the best of intentions is no replacement for a sales rep when it comes to selling the value of your product and your pricing. If you just send a PDF without presenting additional context, you run the risk of the “real” decision maker simply zeroing in on the price – and probably saying no. Try this instead: When sending the proposal, use a video recording tool like Vidyard to record yourself going through the pricing proposal, step-by-step. The strategy here is to walk through the highlights of your proposal: their unique problems, how you solve them, their investment in similar fashion to how you'd present in a live meeting. Obviously a live meeting with each and every decision maker is best, but that isn't always realistic. The additional context in your video turns your proposal into extra "face time" in front of the decision maker that is a much better selling tool than a static doc they'd look at in Adobe Acrobat. Okay, ready? Now you’re off to the races!

Everyone sends the same post-meeting email. Bullet points. Action items. "Thanks for your time." Delete. Here's one idea that came out of a recent AE Peer Group here at Sales Assembly: Turn your notes into a 30-second video summary instead. AI-generated slideshow with voiceover that hits the key points visually. Your champion can forward a video to their boss easier than a wall of bullet points. Here's the walkthrough 1. Export your meeting notes from Sybill or whatever you use. 2. Feed the transcript into an AI video tool. Add this prompt: "Create a 30-second slideshow summarizing our discovery call with [company]. Include 3-4 key slides covering their main challenges, our proposed solution, and next steps." 3. Add their company logo to slides. Reference specific stakeholders by name. Include one data point that matters to their business: "This could save you $200K annually based on your team size." 4. Track who actually watches. Most AI video tools show engagement data. You'll know exactly who watched what percentage. Try getting that insight from your text email. 5. Follow up based on viewing behavior. Watched 85%? They're engaged. Schedule the next call immediately. Watched 20%? Wrong message or wrong audience. Dig deeper on needs. Didn't watch? They want text, not video. Adjust your approach. IMO here's when it makes sense to invest the 5-10 mins to do this: - ENT deals worth $50K+. - Multi-stakeholder discovery calls. - When you need internal selling to happen. - Deals where your champion needs to brief their boss. When to skip it: - Routine check-ins. - Low-value transactions. - Contacts who clearly prefer text communication. Here are some AI video tools to try: Synthesia, Loom AI, or Pictory. Meeting notes are commoditized. Everyone sends them. Few read them. Video summaries force attention and create advocates. Might be worth a shot.