How to Navigate Internal Resistance to Using Personalized LinkedIn Video Outreach for Sales? | RevGenius

Mike C.
·
·
I'll kick this off. I regularly come across "legacy-type" folks in my work - many of my clients are so set in their old ways. The only way around this I've found is to win everywhere I say I'm going to win and then they have nothing to say and everything to agree with haha. Keeping my side of the street as clean as possible is always my number one goal when confronted with this type of friction. Proof, it's in the pudding, or w/e 😎 PS. Video in cold outreach works... I'm not sure if you're using any specific tool that might do this entirely for you but that's what a lot of tools now do. They focus on nothing but helping craft and send video via outreach (namely, LI).
❤️1
Dee B.
·
(edited)·
Hi Mike, can you ask her to articulate what about video outbound feels desperate and what specifically she is concerned about? My background is in marketing, the things I would be most concerned about would sales coming off as unprofessional, overwhelming them with messages, i.e. tainting their brand perception, etc. Now do I think that is happening here, probably not and these tactics can co-exist together. Two suggestions and I'm sure there are more out there... 1.) Can you share the plan/scripts and get her feedback 2.) Can you use your plan but incorporate value added items throughout the campaign that would make her more comfortable? For example, you do outreach, then maybe the second is a message inviting them to a webinar, then the next is something else entirely
Dee B.
·
·
Mike C. just added a little more context, hit enter too soon
✅1
Abdul R.
·
·
I mean, at the end of the day, the data speaks loudest. How many of the vids are being watched? How many responses do they get? If it works, it works. If it doesn't, it doesn't.
Richard H.
·
·
Do you report to this VP of Marketing? If not, tell them to pound sand. There is a reason they are a VP of Marketing and not sales. Tell them to do something useful like get 3 case studies specific to what your team needs and to stay out of your lane. Additionally follow the "better to ask for forgiveness than permission". The irony of that is people love to proclaim it, until someone comes to them asking for foregiveness. Also, if your ICP is not her title and role then they definitely have no clue. And if it is their title and role, they still don't have a clue.
1
❤️1
Ruben Q.
·
·
Never heard of this before .. although I did recieve a video message once .. and was very underwhelmed.
Kamal K.
·
·
I’ve seen this approach fail before, so I get where the HoM is coming from. Better content doesn’t fix carpet bombing - it’s still carpet bombing. We’ve had stronger results by customizing genuinely useful material. It takes more effort, but it comes across as more thoughtful, even in cold outreach.
Mike C.
·
·
Kamal K. to your point, I've seen every approach fail before 🙂 A lot of times email just won't be the working conduit. Meanwhile LinkedIn is crushing it. For another company email is the only way to get a hold of people and for others a phone call is the only way to get through. Then taking that a step farther, there are certain verticals where you wouldn't want to ask for a meeting in the first message but then there are others that definitely want very black and white copy about intentions. I've seen personalized video at scale work really well and I've seen it work like shit haha. There are not many constants in terms of conduits, type of content, or type of messaging. I would never say verbatim, "one effort is definitely going to work." Everything is a test and you're not a good marketer if you don't take risks. You're just pushing papers and emails and playing it safe with status quo.
Kamal K.
·
·
Fair - all channels behave differently, and yes, everything’s a test. We’ve found intent > scale. Cheers!
Mike C.
·
·
I totally agree with that. That will probably always be true regardless of variables!
Jamie B.
·
·
I heard this at a conference last year and it really stuck with me (paraphrasing): the reason we use multi-channel outreach (including video and short pings and any other channel) is because everyone has communication preferences. You've got the friend who you'd send a voice note to rather than a text, and the friend you know won't pick up their phone. We multi-channel because we don't know what their preference is, and the data says that lots of folks prefer video! Also totally empathize with the Marketing VP's desire to protect the brand, its hard to build and easy to tarnish, but I'd challenge that the messaging and positioning of the outreach speaks louder than the channel itself, and if the channel feels risky to them, it may be new.