Video selling
In short
Video selling is the practice of using video in the sales process, from short personalized clips in cold outreach to recorded demos and live video meetings with buyers.
The aim is to show a human face, explain something faster than text can, and stand out in a crowded inbox. It works best when videos are short, specific to the recipient, and end with a clear next step.
Where video fits in the sales process
- Prospecting: A 30 to 60 second clip that greets the person by name and references something specific about their company.
- Follow-up: A recap of a call with the agreed next steps.
- Demos: A recorded walkthrough of one feature tied to the buyer problem, so stakeholders who missed the call can watch.
- Multi-threading: Short clips that a champion forwards to others in the buying group.
- Customer success: Quick how-to videos and renewal check-ins.
How to make a good sales video
- Say who and why: Open with the recipient name and the reason you are reaching out.
- Make one point: Cover a single idea, not the whole product.
- Show something relevant: A glance at their website or a screen share of a relevant example proves the clip is not generic.
- End with a clear ask: Suggest one next step, such as a short call.
- Keep the setup simple: Clear audio and a steady camera matter more than production polish.
Example
Say a rep notices a prospect company just opened a new office. The rep records a 40-second clip, mentions the news, shows one idea for managing territory changes, and asks for 15 minutes next week. The video takes a few minutes to make and is clearly meant for that person.
Common mistakes
- Too long: Long videos get skipped.
- Pure template videos: If every clip says the same thing, personalization is only a name.
- No text in the email: Include a short written line so people can decide to watch.
- Ignoring consent and data rules: Check your company policy before recording calls or sharing clips.
Video selling FAQs
What is video selling?
Video selling is the use of video in the sales process, such as short personalized clips in outreach, recorded demos, call recaps, and live video meetings. It helps reps build trust and explain ideas faster than text alone.
How long should a sales prospecting video be?
Most prospecting videos work best when they are short, often under a minute, and cover one point. The recipient should quickly understand who you are, why you are reaching out, and what the next step is.
What should you include in a video selling email?
Include a short subject line, a one or two line written summary, a thumbnail or link to the clip, and a single clear ask. The video should name the recipient and reference something specific to their company or role.
Does video selling work for cold outreach?
It can help a message stand out when the video is specific to the recipient, but generic mass videos tend to read like any other template. Results depend on targeting, relevance, and the strength of the ask.
