Have you considered using video as part of your B2B sales strategy? Now is the time to start incorporating video into your sales outreach efforts. Buyers want a more humanized approach when being sold to and video is a great way to do that in today’s digital world.
In this episode of The B2B Mix Show, we have Jacob Fernandes, a Video Coach for Vidyard, join us to talk about how to incorporate video throughout the various stages of the sales cycle.
Jacob shares examples of what B2B sales reps should be talking about in their sales outreach videos with prospects and clients from prospecting and cold calling to customer success to renewal time. He also shares some tips and best practices to help you be successful.
- Start today for free using Vidyard’s Chrome extension.
- Learn more on how to leverage video in your b2b sales with our Video for Sales guide.
- Interested in booking a session with Jacob? Here is his personal calendar.
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The B2B Mix Show with Alanna Jackson and Stacy Jackson is brought to you by Jackson Marketing. Need help with your B2B online presence? Let’s talk!
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Episode 28 Transcript
Stacy Jackson: Hi, everyone. I'm Stacy Jackson.
Alanna Jackson: And I'm Alanna Jackson, and we are the co-founders of Jackson Marketing, and in case you still haven't heard, we're are also sisters. We're bringing you episode 28 of the B2B Mix Show. Stacy, what's the topic of today's episode?
Stacy Jackson: Today, we're going to talk about how to incorporate video throughout the entire sales cycle, and many salespeople have embraced the use of video in their sales strategy, but there's still a lot of you out there who have not done it yet. Maybe you're camera shy. Maybe you feel a little vulnerable on video, or you don't have time, or you're just not sure what to say. If you or people on your sales team are resisting video in your sales process, it's time to change your thinking, and we've got the perfect person here today to help convince you about the importance of video and how to use it throughout the sales cycle. He'll also share some best practices to help you succeed. His name is Jacob Fernandes from Vidyard. Alanna, why don't you introduce Jacob to our listeners?
Alanna Jackson: It would be my pleasure to introduce you to Jacob. Jacob Fernandes is a video coach at Vidyard. He's been working there for over three-and-a-half years, and he specializes in training teams to leverage video in their sales and marketing efforts. We actually met Jacob a couple weeks ago at HubSpot's Inbound Conference, and I can tell you that he knows his stuff, and when it comes to using video and sales, he's the guy to go to if you have questions. So, sit back and take some notes because he's going to be dropping some knowledge on you that you can immediately take and put into action in your sales strategy. So, Jacob, welcome to the B2B Mix Show.
Jacob Fernandes: Thank you for having me. Great intro. I appreciate the kind words.
Stacy Jackson: Jacob, before we get started, is there any additional background you'd like to share about yourself or Vidyard?
Jacob Fernandes: Nope, just been with Vidyard for almost more than three-and-a-half years. Started at sales development and made my way to a video coach where I just focus on training individuals who are leveraging our free software, like our, for example, Vidyard Chrome extension or HubSpot video and just showing them ways to really win with leveraging video in their process.
Alanna Jackson: Awesome. So, that just proves that you are the guy that we need to take to. You know your stuff.
Jacob Fernandes: Yeah. I've used it from, obviously, trying to hit a lot of targets here at Vidyard where, as a sales development rep, my responsibilities were converting cold and inbound traffic to opportunities in closed revenue. So, it's very important to catch my audience's attention in a creative way and obviously add value throughout the whole process. So, yeah, hopefully, I can share some good facts that can help everyone today at least get started for free, and hopefully, they can take away a couple techniques that can really make them stand out with their outreach today.
Alanna Jackson: Yeah. And so, since video is near and dear to the hearts of everyone at Vidyard, you kind of know your stuff, and you kind of understand the importance of video and not just in sales but in all areas of business. So, for our listeners that are kind of hesitant to start doing video, and they just having embraced it yet, especially in their sales strategy, can you explain why video works so well, and maybe for sales reps in particular in marketing and touch on some of the benefits of it?
Jacob Fernandes: Of course. From a sales perspective, video is literally the next best thing and being there in person. Hence why Zoom is such a popular tool. Everyone wants to see each other visually. If we could all be beside each other discussing services and helping each other out, of course, right? But we're internet kind of things. So, that's very important to stay connected. So, video obviously humanizes communication processes, but then, like you said, throughout your whole business, I think the buyers are a lot smarter than they used to be, but they're a lot more prepared. They say about 70% of all buyers already do their research before ever reaching out to a business. So, having video on a website or video in a process is one of the best means to educate. Video is very visually engaging, of course, and you can get a lot said and done in a couple minutes, opposed to reading an article or two around the specific subject. So, I think this is one of the most engaging mediums that we, today, can easily leverage to our audience, and it's a great tool to not only stand out when communicating but educating as well.
Alanna Jackson: And you touched on something where you talked about things have changed in sales that we don't have those face-to-face because a lot of people work remotely and just in sales in general. People don't do the door-to-door sales or go into offices and try and sell like they used to. So, you don't get that initial face-to-face when you're first meeting someone. So, that's a good point where sales has changed, but you can still have some of that same personalization that you used to when you did the door-to-door if you use video.
Jacob Fernandes: Right. Exactly because at the end of the day, we're a business. People buy, right? Companies pay. So, it's very important to really build credibility and being able to trust one another. If I could go, like you said before, door-to-door talking to my prospects and understanding how I can help, that'd be the best bet, but nowadays, it's all email or mostly email. So, leveraging video and email or directing someone to a video content to educate them is one of the best way.
Stacy Jackson: Door-to-door, I guess you'd still be on video with people that have those ring doorbell things.
Jacob Fernandes: Exactly. Right. [crosstalk 00:05:10] so they can say, "Hey, open up," or something, right?
Stacy Jackson: Yeah.
Alanna Jackson: Yeah.
Stacy Jackson: So, as far as video and salespeople, besides being on the ringer, ring app on the doorbell, where should people be using email in their sales outreach? Is it best received in InMail on LinkedIn, social media, emails? What do you recommend?
Jacob Fernandes: Right. Yeah. So, video is just another tool in the tool belt. It's a great resource. I personally like to leverage email with video if you do have the prospect's email. And if not, you can, of course, send someone a video through LinkedIn messenger. Email is just more where everyone is at. Everyone is always checking their inboxes. We all have responsibilities and have to keep up with certain messaging and [inaudible 00:05:58] throughout the organization. So, always email, personally, if you have the chance. Quick tip, if you ever are sending a video, and we'll most likely get into best practices later, but the subject line, first name, I made this video for you, is probably one of the best subject lines you could say to get someone's attention.
Alanna Jackson: Really?
Jacob Fernandes: Yeah. Personally, out of like 2800 emails I've sent, I think I have like 66% open rate. Keep in mind, these are more inbound leads, people leveraging out tool, but it's been effective.
Alanna Jackson: So, when you mention that video can be used throughout the sales cycle, one of the things that you said, you can use it from prospecting and cold calling through to customer success and onboarding. Can you walk us through some of those examples and the types of videos you should use for each of those different stages? One that I'm curious about, when you mentioned cold calling and how to use video for cold calling, that one really piqued my interest. So, I'm curious to hear how to use all of those, video throughout all of that, all the sales cycle, all the different stages and maybe some examples of how you can grab their attention.
Jacob Fernandes: Of course. So, we'll start with prospecting. So, there's two ways you can leverage a video when you're prospecting. If it's more of a hot lead, maybe someone raising their hand for more information, pricing request, demo request, then you can always grab the whiteboard and write, "Hey, Stacy," on it, and send them a 30-second video, just putting a face behind the brand. I think that's a very effective way to humanize the process. "Hey, Stacy. It's Jacob. I couldn't help but notice you requested a demo. My name's Jake, and I wanted to help you out. I'm one of the Vidyard concierges. That's one of our roles here at Vidyard. Book at time at the end of this video if you're interested in booking a time to learn more. Happy to help out." Just something very quick and easy. Vidyard allows you to have popups come right after the video, right? So, really gets their attention, and they can immediately book.
For leveraging that selfie-style video to humanize that first step is very, very good. For more of a cold call perspective, I think that selfie-style video is as effective because if I'm reaching out to you, and you've never met me before, maybe you might click play, right, because I still have your name on a whiteboard. It is for you, but if you've never met me before, you may not click play because the only thing that's really personalized to you is just the name on the whiteboard. There's other ways, of course, to write someone's name on. We use whiteboards at Vidyard, but how I've been effective cold calling and how our team and even our customers, especially if they go through a video coach training, I run those sessions here, imagine just recording their LinkedIn profile. Vidyard gives you a way to record your screen so you can be in the bottom left corner, but the medium you're recording on is actually their LinkedIn, right?
So, before they even click play, all they see is a picture of their profile. So, this is one of the best ways to record an outreach cold email because instead of them thinking, "Hey, who is this guy with a whiteboard? I don't know him," the prospect might think, "Hey, what does this person have to say about me? Because I'm on their LinkedIn." So, leveraging a LinkedIn recording is great, especially if we can dive deeper into what they're commenting, maybe what they've written, and adding more of a personalized approach like, "Oh, hey, Alanna, I love that article you wrote on how to be effective in B2B marketing." You're just really personalizing your outreach and taking the time to care of what that prospect's doing and then tying in a little bit of value on how you can help them in their world. I've found that's quite effective.
Alanna Jackson: So, at what point would you send this video? So, would you make the cold call first? Is that what the situation would be?
Jacob Fernandes: Oh, no.
Alanna Jackson: Video first? Okay.
Jacob Fernandes: Video first because let's [inaudible 00:09:25]. Yeah. Go ahead and send you a video, right? I'm on your LinkedIn, "Hey, Alanna. Great chatting [crosstalk 00:09:29]-
Alanna Jackson: So, you want to warm up the cold call?
Jacob Fernandes: More or less, yes because, A, I can really get your attention with a video. I can obviously showcase how I can add value in your life with some of my services, right? You obviously got to be targeted when you're prospecting, but then, when you watch that video, video will tell you that Alanna watched 100% of that video. So, I get this notification real-time. So, I'll wait five minutes, right? Because fingers crossed, you're going to click that call to action after the video to book a meeting in my calendar, or you're going to reply with interest or not, but if you don't, right, then I'll pick up the phone because you ... The inbox telling me that Alanna watched your video. Wait five minutes, if you don't reply, I'm going to call because that means you're at your desk or on your phone, and then, when I do call, it's not a cold call anymore, right?
Because you've seen who I am. You know somewhat of how I can help. So, I'll just lead into the opening saying, "Hey, Alanna. It's Jacob. I wanted to follow up. I sent you a video not too long ago." And you'd be like, "Oh, hey, Jake. I just watched your video." "Oh, really? Well, what did you think?" So, it'll just help increase your connection rate. Video's not going to guarantee you a meeting, but will help you connect quicker and get that yes or no that you're looking for instead of poking the bear 12 times to get an answer.
Stacy Jackson: So, Jacob, what do you think is the primary reason or a set of reasons why some people haven't adopted video yet? Do you think it's generational? Is it a, just, lack of knowledge, fear?
Jacob Fernandes: I think a lack of knowledge. Yeah. I think it is lack of knowledge in understanding how simple it is to actually record and send a video. People could get camera shy, of course, right? Oh, I'm not looking too good today, or lighting's not right, but like I said before, video is literally the next best thing than being there in person. Of course, there's a time and a place where text and white papers and visual aids in terms of sending criteria to educate your prospect, but when we send a video, A, you know it's someone on the other line, and if you make it short enough and sweet enough, it can really go a long way. But so, to answer your point, people who are getting started is ... I think it's the knowledge of the ease of use, not knowing how effective it can be, and it could just be maybe generational, right? People are just stuck in their ways of communicating, and they don't want to try something new, but I'm telling you. Once you send a video, and you get a positive response, it's just going push you to keep doing more.
Alanna Jackson: And I want to jump back to the stages of the sales cycle. I don't think we got through all of those. So, we went through the-
Jacob Fernandes: Yeah. Of course.
Alanna Jackson: Yeah, you did.
Jacob Fernandes: Yeah, no worries. No worries.
Stacy Jackson: I got excited and asked my question.
Jacob Fernandes: That's why I'm here. But yeah, to figure it out. So, when you're prospecting, sending that video first, whether it's inbound, send that selfie-style video. Outbound, get more personal. Record their website. Record their LinkedIn and then follow up when you see engagement. But now, when the salesperson actually has that opportunity, right, and the prospect's evaluating the software, video's perfect to showcase customer stories or showcase more in-depth product demonstration, just how they can particularly help that prospect.
Alanna Jackson: So, is that an area where you would use your picture at the bottom right and then have the main screen as your software or something like that that you're showing them?
Jacob Fernandes: Yeah. Great question. So, there's two ways. One, obviously a more tailored demo really specific to the prospect would be great. Hey, Stacy, I'm recording this for you because I want to show you how I can specifically help you, but if your marketing team has actually created some really good video content, if your organization has videographers and just a team that's putting together quality video content, your sales team isn't just restricted to just sending content they've made. You can actually just send existing collateral, too. So, hey, Alanna, I actually wanted to show you how we helped a customer in your space. Here's a two-minute customer story that we did with them, right? So, and then, where I see that the creation tool to create videos on the fly, if you're sending collateral already, like a white paper, one-page, or a PDF, et cetera, send a 30-second video explaining why this is important to read because if they watch that video, and you get, "So-and-so watched 100% of your 30-second white paper video," they're most likely going to digest it and read the white paper.
I think video's very important because it gives you the insight of how long people are actually paying attention to your content. Where half the time, if we do send video or send and email out, we have tools in HubSpot that'll actually ... or SalesLoft or whatever, that will tell you, "Hey, so-and-so opened the email. So-and-so clicked the email." They could've opened it and clicked delete just as fast, right? So, knowing who's watching the video content, I think, is very important. So, in the middle of the sales cycle, educating the prospects, video is perfect because you can tee up any content that they need to prove the values that the sales rep's trying to portray on the prospect. But even at the end of the opportunity, you have a verbal agreement that they want to proceed with your content or your services. Now, imagine recording a contract, right? Like, "Hey, prospect, or hey, opportunity, this is exactly what we're going to be doing, doing a one-minute, two-minute overview on the contract," just so there's trust and understanding throughout the whole process.
Alanna Jackson: And then, once you get into the customer success and onboarding, what are the types of things you should be saying in those videos to keep them engaged and happy with what you're moving forward with?
Jacob Fernandes: Right. It all depends on, obviously, their company's onboarding process, and obviously the industry. For example, here at Vidyard, if someone does become a customer, they get one hour to even 90-days of handholding. So, what we do is when someone is onboarded before launch call, reps will actually send them preloaded videos like, "Hey, watch these two to three videos just to understand what to do with Vidyard's platform," so people are more prepared coming to the call. So, customer service reps or even in tech support, you don't always have to record videos every single time you're sending them to prospects. If you have frequently asked questions or frequently processes that need to be handled before someone becomes onboarded, you can make a video generic, just outlining what needs to be shown, even if you're at onboarding.
At Vidyard, a new hire comes, we're going to send them a couple of videos like, "Hey, this is what the culture at Vidyard's like. This is what our values are. This is what our platform actually ... capabilities." So, you could have preloaded content to educate prospects or even new customers before you even get into the customer training as well. But of course ... Oh, sorry. And then, of course, when it comes to renewals, renewals of your customer success can put a face behind the voice like, "Hey, prospects or customer. My name's Jake. I'm here to work for you. Any questions you have, I'm here to help." So, introductions are perfect, and just really, again, humanizing and putting a face behind the brand and support. It's very important.
Alanna Jackson: Yeah, and should they keep their videos to a certain length? Does it matter at each stage? In prospecting, should the only be like 15 seconds, 30 seconds or something like that or ...
Jacob Fernandes: Yeah. So, prospecting, I think 30 to 45 seconds is ideal, under a minute if you can. Just because if someone's not interested, they're not going to sit there and watch two to three minutes of you explaining how you can help. It's really just to open up the conversation, and hopefully, book further time to connect and really evaluate. But then, when the opportunity is there, and they're actually genuinely interested in how you can help them, you can send them two, three, four, five-minute videos to get your point across, right? I just always recommend just make sure you're just adding value, and you're getting straight to the point.
Stacy Jackson: I like your point that you brought up a minute ago about getting renewals and sending those videos because in a world where almost everything's done through subscription, at least when it comes to software and certain other services, you don't have that face-to-face interaction anymore for that customer experience, and that's so important. So, I think that's a really good point for people to remember, too. It's not just for getting new business. You can use video to retain business and keep people coming back.
Alanna Jackson: Yeah, and that's a great time to kind of upsell, too, right? You have new features. Maybe they're on the low plan. They don't know or aren't sure that there's new features out there. Then, on that video, you can share that with them and possibly upsell.
Jacob Fernandes: Exactly. You can scale, and video will really help you because you can visually show them how you can specifically help them. So, I totally agree.
Alanna Jackson: What types of equipment do people need to have? Because I think that's one thing that also holds people back like, "Oh, I've got to go get a great camera. I've got to get a expensive microphone. I've got to get all this lighting and this backdrop and all this stuff." So, what does a salesperson really need to make video effective in their sales strategy?
Jacob Fernandes: They just need a laptop and maybe headphones so the audio sounds pretty good. Obviously, if you guys are presenting marketing content, really trying to make the brand look really well, then a DSLR camera, make sure your lighting, wireless microphone, et cetera, but if you're just trying to leverage video in your day-to-day community, nothing. You just need Vidyard Chrome extension. Then, you click record and send. So, that's what I recommend. And then, if you're going-
Stacy Jackson: You just got rid of that excuse for people now.
Alanna Jackson: Exactly.
Jacob Fernandes: Exactly. Yeah. It's not like we're producing YouTube content, right? Like [inaudible 00:18:33]. This is just a quick video. Introduce yourself. Then, if people have questions, guide them with a video that you can create for them, or if you do have an existing video that someone's made, leverage that. It's just a distribution tool, which is free to use, and it gives you insight to understand who's watching the content.
Alanna Jackson: I have two more questions for you that I want to ask.
Jacob Fernandes: Go ahead.
Alanna Jackson: So, if one thing that is a lot of companies encourage is social selling. So, getting on LinkedIn and Twitter, wherever it is that your customers are, and they want you to be social selling. So, when you're posting a video to your audience there, you can't get super personal because you're talking to a broad audience and not to just one person, but as a salesperson, what kind of videos should sales reps be putting out on LinkedIn, Twitter, wherever that gets points across, but you can't make it, "Hey, Jacob. I'm talking to you," because you're talking to a big audience? What types of things should they be talking about? Should they be doing a hard sell, or should they just be adding value around a specific industry topic? What's the best way for them to use video and leverage it that way?
Jacob Fernandes: Yeah. So, there's two answers I can do for this. For the reps that want to get more active in their network and kind of put themselves out there and create content and publish it, you don't need to do a thing. Go onto your website. Go to your blog posts, and whatever your marketers are posting about and talking about, leverage that medium and kind of reiterate it in your own words. I remember my best LinkedIn video was Five Tips that You Should Use for Selling, and I literally went on a blog post and took the five tips and just wrote it down in my own little words, and I presented that. So, leverage your company's marketing efforts because they're the ones who are actually creating the talk track around and the criteria and the information to educate the market. So, might as well take advantage of what they're posting and reiterate it and push it to your network. So, that's what I recommend for everyone who's trying to social sell in that sense of building awareness to your network, but you can get very specific when social selling.
I remember this CEO, he was commenting on our CEO, Michael Litt's, video he posted, right? It was him and a buddy in a car, and they were talking about business practices, but they're in a vehicle, right? So, the CEO from this other company, he comments, "LOL boys, you shouldn't be driving and filming. Hahaha great video." And then, what I did there is, literally, I clicked on that guy's profile. The comment I saw, I clicked his profile, and I recorded him a video, and I said, "Hey, CEO," because he was another CEO. I said, "Hey, CEO. I loved your comment," and I quoted him. "I couldn't agree more. They shouldn't be doing that, but it was a good video, but I just wanted to quickly show you how our CEO is actually communicating internally to our employees by using a tool like this. Let me know if you have an interest." And I'm telling you, I sent him an email because I have Zoom info. I found his email online, and then, I sent him ... His name was Tom. I was like, "Tom, I made this video for you," and I'm not lying. In four minutes of me sending that, he replied saying, "I love it."
He CC'ed his VP of sales in the email, and then, I got ghosted. So, the VP of sales, he didn't want to continue, but just to show that, in four minutes, I got a CEO of a 100+ person company to reply to me, and it's just that's social selling. It's just leveraging what people are saying and spinning it in a way that can be creative and add value to their life. I was genuine when I made that video. I wasn't just taking advantage of what he said. So, you have to be authentic and genuine because people can smell that, but if you get creative and just find ways to get their attention, and leveraging their own words is a perfect way to do that, I think people can get successful. So, for the sales people, to reiterate, if they want to get more creative on the social network, leverage what marketing's telling you. Leverage what they're posting out in blogs and just spin that and create your own content, and then, get creative and understand what your network's doing.
Let's say I do post a video, right? And let's say it was Five Ways to Sell with Video. So, I post that video. Now, I'm getting likes. People are liking my video. People are commenting my video. At the time, I don't sell the product at Vidyard, right? So, I don't care too much of closed revenue. Of course, we love to see new customers, but I'm not scored on that. But what happens is that I got around 50 to 100 likes on that video, and account executives were going on my profile who work at Vidyard and picking out the people that were liking it and then leveraging that saying, "Hey, I saw that you liked my colleague's video. If you have any questions, let me know. I can help you out." And they're sending them prospecting videos to the people liking your content. So, to really be creative in social selling, all the likes you're getting on your video content, that's inbound traffic right there, too.
Alanna Jackson: Yeah, yeah. And I think a lot of people get caught up in thinking they have to reinvent the wheel and come up with a new idea, but like you said, just go with what your company is producing. Take some of that content and repurpose it in a video. You don't have to reinvent everything.
Jacob Fernandes: Exactly. Of course, the more creative people are, the more successful they'll be, but honestly, for people just to get a couple inbound traffic, people commenting, getting the conversation started, just like Drift's saying, conversational marketing is really taking off, and I personally believe that, too. So, just getting the ball rolling and getting people to talk about and interact with your content and then you following up in a creative, humanized way can really go a long way in a prospecting effort.
Stacy Jackson: And it's almost like a team sport, like you were saying. Marketing has a piece that you can borrow from, and then, the account executives working off the success you got. I think if more employees work together with video online, that'd be awesome, too.
Jacob Fernandes: Exactly. We just launched our partnership with Marketo, and a couple of reps have actually just ... One guy was sitting beside a fire ... We have a fireplace at work. His name's Al from Vidyard. He was sitting by the fire and just saying, "Hey, we just have ... " Just talking about our partnerships and posting it online because if you get your whole team to talk around news in your organization, it's a two-way street. More brand awareness goes out, but then, more interactivity for the sales reps on their networks to build pipeline and opportunity.
Alanna Jackson: Yeah. It just makes a huge difference. So, before we kind of wrap things up with our Just for Fun question, I do have one more for you, and that's just, do you have any additional tips or best practices that you can share so that people know what they should be doing in their video and sales?
Jacob Fernandes: Of course. Yep. So, as I stated in the beginning, subject line, first name, I made this video for you. Killer subject line. If you're prospecting, 30 to 45 minute ... minutes, ha. 30 to 45 seconds video. That'd be a long video. So, inbound leads, you can get away with that selfie-style video, grab a whiteboard, put the prospect's name on it. Outbound, get creative, be way more personal, and then, other tips I have is when you are creating self-style videos, right, put your laptop in front of a window. Let the natural light kind of hit your face. Never put your camera in front. Never be in front of the sun. Make sure that sun's behind the laptop, just because it'll make your video quality look 100%. And then, plug in some headphones, any wired headphones will do that have a microphone. The audio will sound great. I'm just wearing some cheapo headphones right now. Hopefully, the audio sounds good here, and like I said, just 30 to 45 seconds, and always have a verbal call to action, "Hey, at the end of this video, my calendar will pop up. Hey, at the end of this video, book a time with me. It'll be in my email." So, you always want to tell them what to do after they're done engaging.
Alanna Jackson: Right because you want them to take that next step.
Jacob Fernandes: Exactly.
Alanna Jackson: So, if someone's using their cell phone to make a video, is there a preference? Should they use the portrait or landscape?
Jacob Fernandes: Oh, well, we do [inaudible 00:26:19]-
Alanna Jackson: I know which one I prefer.
Jacob Fernandes: It's landscape, of course, but we have an app, GoVideo Mobile, I believe it's called, or now, it's called the Vidyard app in the Apple Store. So, you could actually send a video on the fly and send it in an email.
Alanna Jackson: Oh, okay.
Jacob Fernandes: But if you are recording content, yeah, you always want it to be landscape, especially if you're going to use that for educational purposes because, then, it's full 1080. It won't be awkward. The sizing won't be awkward. It'll actually be fullscreen.
Alanna Jackson: So, the app that you just mentioned, you can just ... It records the video? You can do any editing or whatever within the app? Is that-
Jacob Fernandes: Very, very limited. This one will just be click, record, send, just like our Chrome extension, but it's just an essay way. If you're on the fly, if there's field reps, and you're outside of business, you just want to flip out your cell phone and be like, "Hey, I'm just stopping by. I just wanted to see if we can book a meeting. Take care." You can record quick content on the fly.
Alanna Jackson: Okay. Cool. Good to know. All right. Stacy, you want to go with the fun question?
Jacob Fernandes: Uh oh.
Stacy Jackson: Sure do. So, before we wrap things up, here's our ... No, not before we wrap things up. Here's our Just for Fun question. If you weren't a video coach at Vidyard, what would you want to do if you could do any job in the world?
Jacob Fernandes: Any job in the world? I'd most likely follow my photography as well as my calligraphy. That's one thing I'd like to do. So, maybe like a teacher, I think I would teach photography, and I'd do a lot of calligraphy graffiti on the side. So, I think I'd like to teach that. Or I'd be hosting a gallery or something. [inaudible 00:27:50] I think if I wasn't a video coach, I'd put 100% of my efforts towards my passions.
Alanna Jackson: Do you use a special pen when you do your calligraphy?
Stacy Jackson: Yeah, [inaudible 00:28:00].
Jacob Fernandes: No, you can get a ... Sometimes, I just use those Crayola markers. It's all the technique. Oh, yeah, pencils, anything, but of course, the brush pens and chisel-tip pens are the bomb, but-
Alanna Jackson: Oh, really?
Jacob Fernandes: ... if you ever see me on my desk, people will think I'm crazy because I literally am just doodling all day, writings letters. Everyone's like, "Why are you writing down the alphabet?" I'm like, "Practicing. Get off my back."
Alanna Jackson: So, are you the one that everybody went to if they needed a poster written, "Hey, get Jacob to write on it"?
Jacob Fernandes: Yep. Yep, even the selfie-style videos or the whiteboard videos, "Jake, can you draw this logo for us? Or can you [inaudible 00:28:37] write this name really cool?" Yeah, sure. I should start charging people. [inaudible 00:28:43] not that great, but I was at that HubSpot Inbound or Inbound '19. I was at that wall the whole time, the middle [inaudible 00:28:52] wall. Oh, I think I ... Yeah. People were like, "Get back to the booth." I'm like, "Ah, I'm having fun." But yeah, that's what I'd be doing.
Stacy Jackson: Fun. That's cool. I remember trying to do calligraphy when I was younger, and it just looked like chicken scratch. So, Jacob, thank you for joining us today and sharing your insights on the different ways that salespeople can incorporate video in their sales strategy. If our listeners would like to reach out to you or connect to online, what's the best way for them to get in touch with you?
Jacob Fernandes: Yeah. LinkedIn, Jacob Fernandes with an S at the end, not a Z, or just type Jacob at Vidyard. I think I'm the only Jacob here. So ...
Stacy Jackson: All right. We'll include that in the show notes.
Alanna Jackson: All right. People, now you know what to do when it comes to incorporating video into your sales strategy. So, get to it. If you want to get in touch with me or Stacy, you can hit us up on social. On Twitter, you can find Stacy at @Stacy_Jax. That's S-T-A-C-Y, underscore, J-A-X, and you can find me at Alanna_Jax. That's A-L-A-N-N-A, underscore, J-A-X. And if you're not a Twitter fan, you can look us up on LinkedIn, and you can also leave us a voicemail on the Anchor mobile app or on our show page. So, have a great week, people.
Jacob Fernandes: Thanks for having me.