Use Micro Demos to Close Deals Faster Than Ever

Viktor Hatfaludi
October 31, 2023
25 min

Intro

No decision is the most common reason we lose deals as sellers.

They come in the form of getting ghosted, timelines being pushed out with each follow up, and then getting told your contact didn’t get budget.

Stick around because we’re going to fix that.

Hi, I’m Viktor, a full-cycle Account Executive turned Sales Manager with 10 years of B2B Sales experience and on this channel I cover topics from prospecting to closing and everything in between.

On today’s episode I’m joined by Jassim Tazi, Head of Sales at Ubique, and we’re talking about micro-demos. What they are and how we’ve used them to boost our own win rates so you can too. I hope you’ll enjoy this session as much as I enjoyed recording it. Let’s do this!

What are Micro Demos and How To Use Them During The Sales Cycle

Viktor (00:02.222)

Hi, Jaseem. It's a pleasure having you here. Could you do a short introduction for the audience so they also know who you are and what you do?

Jassim (00:13.116)

Hey, Victor. Oh, thank you so much for having me on the show. It's a pleasure. And so yeah, I'm Jasim. I'm the head of sales at Ubique. We're an AI solution that basically help companies boost the engagement rate by automating the creation of hyper-personalized videos. So yeah, what we do in two words is that we can clone the voice and face of people and implement this in a video of themselves to address their client by their name.

And pain and everything. But background-wise, I used to work for a company before. It's a B2B SaaS company named Anchor Store. Super fast-growing startup that, yeah. And I arrived I was one of the first employees there. And I ended up being sales manager. And we were working on the acquisition of new brands in the Benelux. So that's it.

Viktor (01:09.55)

Amazing journey. And that plus the reason that you're working on Ubique is the main reason I wanted to have you on this interview. Just for the audience, so what we're going to be talking about today is closing more deals, and specifically the challenges that come with it. What we all are facing, especially today, is we're getting ghosted after the first call or when we're doing outbound.

And generic follow-ups aren't cutting it anymore. It's not something that buyers respond well to. They want a buyer free experience. However, buyers who can engage by, or sales reps who can engage buyers are still doing very well. These are one part of the topic, the pre-sales and deal management.

The second half is once you've closed the deal, you want to create feature adoption and upsell opportunities for which you need to handhold buyers to adopt more and more of your product. So that's what we're going to be talking about today. And of course there's many ways of going about it, but the topic that we're specifically going to be talking about is how video messages throughout the sales cycle help you increase buyer engagement and feature adoption. So that's the topic we're going to be talking about.

But for those who aren't using video messages in their, uh, in their sales cycle today, Yassim, can you explain to those people why should we consider using video messages at all? Is it just hype or is there really a good meaning to this?

Jassim (02:54.216)

Victor, you're teasing me, huh? No, yeah. No, but seriously, it's a great question. I think that there is definitely an interest in video. And the main question is, how do I turn my video, which is a nice to have, to an informative must have? That's the main question here. So if you're sending a video where you're basically just...

Viktor (02:57.139)

I try.

Jassim (03:21.464)

engaging and showing the effort and the reason why the person will answer you is because they will feel like okay They've done a video for me. I'll have to answer them and you break through the noise, which is already really cool Can be turned in like and must have if you start showing your screen and Maybe demoing some features of what you have in your of your of your tool or just like showing some if you have a complex process that you need to show, it's also a great way to do this. So in my previous job at Anchor Store, we were blitz scaling, so that means that we needed to have a very, very fast acquisition. And most of our users actually were very small deals. And so let's say less than, yeah, 5K a year. And you don't want to spend too much time on a deal that brings so little.

Viktor (04:16.972)

Yeah.

Jassim (04:18.496)

And most of our revenue stream was based on them adopting our tool and using it more and more. How do you make sure how do you automate the relationship with these guys without sacrificing for human touch? A video is a great way to do this. So sending videos to your SMBs, explaining them, demoing them, how you can do things on the platform to have them have a better understanding of what you're offering and increasing your ARR with them.

It's just an awesome way. So that's why to me, are they just hype? There is a lot of hype around videos. I received more and more of them. But I think that to turn your video from a nice to have to a must have, you need to show it to screen share.

Viktor (05:03.982)

Uh huh. Right. Uh, and I, I think what's interesting is based on what you said, it, you're saying that not all videos work. So you can't just record a video and expect it to work. Uh, I'm assuming that there are some, some best practices that go along with it. Off the top of your head in your experience, uh, can you share some do's and don'ts when, when someone's getting started with video messages?

Jassim (05:29.056)

Yeah, of course. Well, we start to receive more videos. I think everybody here start to receive like sales videos and there's some huge red flags. And we start to have, I mean, at Ubique, we're lucky enough to have some relevant data because our users have been sending thousands of personalized videos by now and we can see with a lot of precision what works and what doesn't. So for example, we see that any video that is above three minutes has less than 5% completion rate. And I'm saying five to not say like, personally, I think it's almost zero. But yeah, so think about being short, being concise and keeping momentum. And don't, so the first few seconds of your video are the most important. You don't wanna start your video by introducing yourself. If they have reached you and watching like, the point where they're watching your video, they already know who you are and what you're doing. So don't start your video with a...

Viktor (06:25.87)

That's a great point.

Jassim (06:26.736)

Hey first name, I'm Jasim from Ubique, we're a startup that does this and you just lost seven seconds, seven precious seconds of my attention and I'm usually not continuing it. So jump right in. You have to start by telling them why you're reaching out. So first know your audience, why you're reaching out and explain them exactly what they're gonna watch in your video. So if your video is 45 seconds, I wanna know what I'm gonna look at. So.

Viktor (06:35.135)

Right.

Jassim (06:55.972)

You're telling them, hey, I see that you're ahead of sales. I had as a head of sales, I guess you're experiencing pain. Our tool can help you do this. And in the next 30 seconds, I'm gonna show you how I do it actually on my tool. And that's, yeah.

Viktor (07:09.89)

So you actually, yeah, so you know the person's job to be done and then you're positioning yourself as the expert who has been there, seen that, done that and knows how they can overcome it because you've helped others like them in the past. Is that what you're saying?

Jassim (07:27.88)

Exactly. That's exactly it. So you need to know the pains of the people you're reaching out to. And I think that's, I mean, it's a bit the same rules as emailing, but yeah, in a video and it's harder because you have to record it yourself and you can add emotions in there. And like, it's like adding a new dimension to your message. If email is 2D, video is 3D. And yeah, exactly. You have to live your script, man.

Viktor (07:29.773)

Love it.

Viktor (07:49.706)

Yeah. Can't just read a script, right? Doesn't work.

Jassim (07:57.62)

And to me, like something that is super impactful is if you know your viewer, when I said the viewer, your prospect basically, has something that takes five minutes of their day every day, every time they do this task, it takes them five minutes. And you can show them how you do it in 30 seconds. That's what you want to show them in your video. So you just tell them, you pinpoint.

And once you've done this, you just show them in 30 seconds or a minute, or sometimes, I mean, it's not even possible for them to do it because it would take so long. Like, how do you generate an invoice on your tool? How do you, how much, how your dashboard does so much better? How your, you know the drill. And to me, always demo processes over features. You wanna show, you wanna show process. You wanna show

how you go from the pain to the solution. You don't wanna just say, here's the dashboard and it looks nice. You wanna show how you created, how easy it is. And that brings me to the last, to me, one of the last points, but I don't wanna take too much time on this, but because I could keep talking about it for hours. It's, you don't pitch the same to an IC and to a leader. IC, individual contributor, yeah.

Viktor (09:22.258)

Mm. Yeah, yeah, yeah.

Jassim (09:24.368)

Don't use jargons. I'm against jargons. So if I do it, just stop me, please. Yeah. So when you're showing something to an IC, to someone who is operational, to an AE, to an HDR, you want to show them how your tool is used on a daily basis, like how their life is going to be changed and why they should do the change to your tool. When you're pitching to a manager or to a leader, what you want to show is how

Jassim (09:55.172)

how easy it is for them to check the performance, how easy it is also for them to implement, or maybe the tool adoption that you have with other teams, these are the factors you want to advertise in your video for a leader, not the use of the tool.

Viktor (10:19.018)

Yeah, love that. Love how you called that out, especially during the, during a crisis. The last thing people want is to buy shelf where like tooling costs have already been cut. And when you're selling tools today, you need a way to show that this is going to have high adoption. It's not just going to be put aside. It's easy to use. People actually want to use it. And, and it's not just marginal impacts that you're going to get, but it's way bigger than that. Love how you called that out.

And what are some like no brainer mistakes that just avoid? Like what are the 20% of mistakes that if you avoid, you're already like 80% ahead.

Jassim (10:59.428)

Yeah, we covered a few, I think. So the thing that don't introduce yourself and everything. But if I had to add a few, yeah, just short. Don't turn your video into a feature dump. You don't wanna show them more than one, two feature maximum, because otherwise it means that you don't know where you're reaching out. I wanna see one feature, I wanna understand it.

Viktor (11:06.913)

Right.

Jassim (11:29.028)

Most of the time, the reason why people ghost you or just like don't answer your follow-ups is because they might not understand exactly what you're talking about in a few lines. It's hard to take a pain or take a feature and really word it in a way that is understandable. Same goes for a video. So yeah, try to like cut down the edge, leave the diamond in the middle and just like.

Viktor (11:49.079)

Yeah.

Jassim (11:57.692)

talk about this, nothing else. So tell them you're gonna tell them, tell them, and then tell them that you just told them.

Viktor (12:06.602)

Yeah, love that. Like what one term that's been floating around recently is dollars per word or words per dollar. And you want that ratio to be as big as possible. So the least amount of words you use to get like thousand dollars. And I think that's what you were saying as well. Pick one thing that audience, that persona cares about the most. Just talk about that. Keep it under one or three minutes. I think that you mentioned that if it's more longer than three minutes, people aren't going to watch it. So.

Jassim (12:14.575)

Interesting.

Viktor (12:35.874)

Try to keep it around one minute and then you're a gold, right?

Jassim (12:39.268)

Yeah, exactly. And you're, I guess you're good. You have 10 years of sales background. You are a professional at copywriting, right? So I guess that you're already very good at like cutting down the edge and keeping the keeping the real, the real content in there.

Viktor (12:53.174)

Right.

Viktor (13:03.902)

Well, I try, but it's super difficult. Like I can blabber on and on, like even today when I'm, so how I use videos in my messages, for instance, is going over a proposal or when I'm enabling my champion, like, is this what we talked about? Is this also what you wanted to show internally? And the tool I'm using, I can always see that, I wanna keep it within like five minutes. And I see I've been talking about it for 10 minutes.

So I have to like stop, recap what I actually want to show, like cut out every, cut out the fluff and then re-record. And then for the second try, I'm usually between three and five minutes, which is more digestible. But if you see like someone sending you a 10 minute video, like you might as well prepare lunch and eat it during that time. So yeah, I totally know.

Jassim (13:51.868)

Yeah, I mean, we're not all YouTubers. We're not all podcasters, to be honest, if someone sends me a four minute video, and they're not like someone famous, I mean, I'm definitely not gonna watch it. But by the way, I'm, I mean, I'm just gonna say I'm a big fan of your content. I watch your videos usually. And I remember there was a video about product demos, like building a product demo that sells.

Viktor (14:15.722)

Right. All right. Yeah.

Jassim (14:17.276)

And there were, yeah, like you mentioned a few types of product demos and I just think like that could totally apply to what you're showing. Could we maybe for the viewers like remind everybody what were these three types of demos?

Viktor (14:33.226)

Yeah, absolutely. And thanks for bringing that up. Yes, when we're talking about video messages, that video message could be, don't pitch, but inspire people to want to have to talk to you. And that's actually the first type of demo. The three types of demos are inspirational, then an impact demo, and then enablement. And I'll just recap quickly what they are and why they matter. The problem that we want to solve by separating these three types of demos is being generic. If you are trying to create a message that's the same for everyone, it's not going to work. Just like with email customization that you mentioned in the beginning, Jassim, that you have to customize that video message, that messaging that you use to the persona. Same goes for demos. People won't care about the same things.

Depending on the lifecycle that they're in, they're going to be interested in different things. So for the interest demo, we typically use it when we're outbounding and not getting a response to our first emails, our follow-up emails, and we don't even have their phone numbers, so we can't cold call them, for instance. In that case, sending a new, like as long as we know that our emails are being delivered, or we know that they're active on social media where we can send a video, I would love sending a one to two minute inspirational demo on what they stand to gain if they get on a call with us. And this should be focused around the pains of the status quo. What is the cost of inaction? So what if they stay with the status quo? And what is the prize at the end of the tunnel if they just agree to a call? So that's what I call the inspirational demo.

And you can, I typically use these during follow-ups because creating videos takes a ton of time, but I bet you'll contradict me later on. Anyway, second type is, second spoiler alert, second type is validation of demo or impact demo here. Like typically we do this after we've done discovery. You can do this during discovery. So just embed parts of your demo in discovery to validate if you understood the buyer correctly. And if they say, yes, you're building rapport in the process.

But let's say you're after discovery, you're sending a follow-up message. And in that, you're embedding a short one to two minute impact demo showing, hey, so this was the pain that you mentioned. This is the impact that you want. And this is the critical event that's driving the whole project. Is this something that you believe will get you to that impact. And if they say no, they'll clarify. So while you're demoing the impact that you believe will help them, you're actually getting more information from your buyers that will enable you to sell better. So that's the second type of impact demo. The third demo is enabling. Yeah, of course. No, no, no.

Jassim (17:41.532)

That makes me think, can I ask you a question? I'm sorry to cut you off, man. It's, uh, it's, uh, so would you recommend the same person that does the discovery call to, because usually discovery calls tend to be sent after this to an AE sometimes. So you're in SDR and you're saying it to an AE, it depends on the workflow that you have within your company. But would you recommend, who would you recommend to send the video? Basically, do you need, do you recommend to keep the same interlocutor or is it okay to change, uh, along the process?

Viktor (18:09.546)

Wow. So there's no cookie cutter solution to that. If I had to generalize, I would say depends on how technical the product is. The more technical the product is, you will probably need to partner with a sales engineer to do these impact demos. Again, it's not feature slapping. It's not going in depth. Well, A's typically could do this because you're not

Viktor (18:38.222)

A who's worth their money should know the impact that their product drives. So technically an AE could also do it, maybe partnering with a, uh, an SE, but for an, uh, for a short video message, if I'm just validating, I think an A could do it most of the time. But when we're doing it, an impact, a demo, a separate demo session, let's say a 30 minute call, half of which is the demo itself. I would absolutely want that to be run by an SE if it's a technical product. Uh, yeah. So.

Jassim (19:10.396)

That's super relevant. Yeah. I like it. I mean, it makes, it makes me think of like, uh, I mean, maybe in the discovery call directly, you could be already asking questions, setting the ground for that video, basically. So you have like, you know, you have your, your four or five possibilities of like future, you want to advertise and you, every time you do your discovery call, you could be asking a question that basically leads to this, you know, it's like a chess player who would be doing a move knowing that the next move will be this, you know,

Viktor (19:41.354)

Yeah. Love that you added. And then there comes a third type of demo. And this is typically how most sales reps treat their demos, the enablement demo, just walk through of the platform. High level overviews, people won't care. They care about how this benefits them. So that's why we have a separate impact demo. Like we're just talking about the impact when it's inspirational. We're talking about inspirational when it's enablement. You typically do this before or during POCs or it could be a trial, like could be a trial, which I wanna automate. I'll record a small video messages on how one part of the platform works. Imagine that it's a guided walkthrough of the platform, just cut into 20 little pieces that you have to record once and then you're good. So, and that's actually like what we would call a micro demo.

But Jassim, you tell me, am I the only one using micro demos or is this really a much larger thing? And can you like give your two cents on how micro demos should be used? What are micro demos? What should they be used for?

Jassim (21:01.924)

Yeah, yeah. Great question. They're like micro demos. Definitely a thing. And it's a, it's a, it's more and more of a thing as we speak. Cause, um, nobody is reading emails anymore. It's impossible literally to send a long email and how can you explain? I mean, let's imagine someone that has a complex product, especially in SaaS. I mean, you're, you're rarely selling something that is straight forward. You know, you're not selling a stick to like poke something you're selling.

some kind of thing that will push another, like pull a rope, turn a spin something, and then it's gonna do what you wanna do. And how are you supposed to explain this process if you're not having like a video or something? So that's why for me, it's all about show, don't tell. Like I've been doing theater for almost all my life. It's all about show, don't tell. Like it's important.

It's so much more impactful to just, you know, jump on a call. You have a data visualization tool. I like examples, you know, like data visualization tool. You could be describing how slick your dashboards are. They're blue, they're nice, they're going up and down. And like, how am I going to differentiate from my competitors if I know my winning edge is my dashboards? But in the video, it's instant.

Viktor (22:25.995)

Yeah.

Jassim (22:28.164)

I see it. I can see how much better it looks than whatever I have right now. I'm using my old dashboarding tool that is like painful to create and hard to share and my team is not looking at them because they're ugly and that's it. I have a nice and slick new tool that I wanted to use, you know.

Viktor (22:48.414)

Yeah, and you're touching on a very important topic when it comes to demos. You don't want to say that your platform is awesome. You want to show what it can do in a way that it makes the buyer say that this is awesome. And that's such a much more impactful way of doing demos. So love it. Show, don't tell. Is that the only thing that?

Jassim (23:10.328)

Exactly. Yeah. No, I mean.

Viktor (23:14.806)

So, and yes, so we're using VycoDemos for show, don't tell. And you mentioned already that it's very short, right? How would you use these in practice?

Jassim (23:27.132)

Well, I mean, we've developed a tool that does this, honestly. So, but old school, what I would do is that I would have, I would do tiering first. So it's important when you take your user base, your, your user base, or your, depending on what you want to achieve, your, your lease of prospects and everything. So we're just have a deep understanding of what they have and what pain they're experiencing. So what we've done, for example, and works really well is you take your tool and

What do I fix? What is the problem that I'm helping with? So we have an AI solution that helps creating AI videos. So we fix things for people that are generating videos, that are people that have a visual product, people that have a complex product that they have struggling to explain. So we have to find five different pains that our product fixes. And then we think, okay, which company goes in which pain? So we create buckets and we have five different buckets

And we know that for, and then I know that a data visualization tool will go in this pane. I know that a, uh, someone that is doing like crypto regulation that has a super complex product will go in that type of pain. According to this, I have a specific demo for these guys addressing this specific pain and showing them the exact feature that I want to show. But what we've done now is that thanks to, to personalization, you can take one video

Viktor (24:49.967)

Right.

Jassim (24:56.24)

and transform it into an evergreen video that would work with everybody. So by adding, for example, pain as a dynamic variable, you can generate this whole section when you say, hey, Victor, as head of sales at company name, I know that you're experiencing pain one, or pain two, or pain three, or pain four. And so according to which pain they're experiencing, you could then match, because we also created a background editor.

Powerful by GranEdit that allows you to do demos, show websites, do all kind of stuff. So you can show exactly what you want to show to that person. So you come in.

Viktor (25:38.33)

Wait, just so I'm understanding correctly. So let me tell you how I use this for context, how I use micro demos for context. So typically when I was facilitating like 3K deals, as you mentioned in the beginning, not worth your time when you have a million dollar quota, you're never gonna hit if you're doing everything one by one. So what I did is I recorded parts of the platform, like how you do this, how you do that, and sent these over. But in order to...

Uh, like what I could have done better is, is personalized for every content, like, uh, hi Adam, hi Jane, hi Jassim. I would have to record these separately and then stitch two videos together. Uh, I wouldn't, didn't even mess with the middle of the, uh, message that I recorded, but these were evergreen. I could at least say, you know, send them out over as a guide. Uh, so I don't have to rerecord the same things over and over again. It's like.

why we would have made email. Are you saying that your tool can do the same thing but for video?

Jassim (26:43.012)

Yeah, exactly. I mean, you can have, if all you want to do is personalize the first name, I mean, first name personization is cool. Like we allow it. And I think that a video that starts with hello first name and then goes on to an explanation is really nice. But where I think, the same way when you start showing stuff in the background, you gain value, I think that where the real value is

Viktor (26:45.954)

Tell me more.

Jassim (27:11.836)

when you can turn your video from being four minutes because you wanna cover as much as possible, taking it down to one minute because you're hyper-focused all of a sudden. You can just talk only about the thing you think are relevant for that person. And it also opens up a whole world of A-B testing videos, which up to now was totally impossible. You couldn't, because you never deliver the message quite the same.

and having video A and video B not personalized tend to have flaws in the results because people don't watch non-personalized videos. But when you send a personalized video and you talk to someone and you say, you're head of sales, you're experiencing pain A or pain B in video B, and then you see how much completion you have, what is the conversion rate of these videos, and then you can get some super relevant data around what my...

Viktor (27:49.942)

Yep.

Jassim (28:08.648)

user base is facing? What are the real issues that we have? And that's why we have some users actually that are product owners, POs, product managers, because they conduct product research and usually they wanna see, yeah, I mean, that's the beauty of having an AI tool. People come up with all kind of stuff that you never thought of. So they send like kind of survey videos where they say, hey, thank you for being user of our tool.

Viktor (28:21.154)

I've been thought of that.

Jassim (28:38.308)

You have an account since account date creation. And as a premium member of our stuff, you have feature A and feature B. What do you think of feature C? Would you mind jumping in a call with me or just watching this micro demo? And this is super, super relevant. This is the kind of thing that, once again, tool like video personalization and what we're doing and especially background personalization can be a huge game changer.

Viktor (29:07.106)

Wait, so just thinking ahead, since you mentioned that you can add variables throughout the text, so does that mean, let's say, if you record one just generic video framework for, let's say, validating if a feature meets an impact, you can have the feature as a variable and the impact as a variable and then just

hyper personalize. You don't have to record the video, but you actually personalize that as well.

Jassim (29:42.6)

It's exactly like how it works in an email. I think we all know tools like Clay now. They're pretty big on LinkedIn, and I love what they're doing. It's awesome. Human Likery is also one of the tools that I really like. Shout out to Thibaut, who is doing an amazing job. But these tools allow to create basically this in an email, and you could couple the data that they give you about a company to create ultra personalized like.

painst experienced or solutions that you want to give. And with this, yes, you can do exactly what you're doing in an email campaign using AI to personalize your video, your email, but in a video.

Viktor (30:27.746)

That's definitely better what I've been using. So to add like a touch of personalization to an evergreen enablement demo or impact demo, what I did was just send a cover message, like just one or two lines saying, hi, first name. I recorded this for you because I saw you're doing this and I think we can get you impact this interested. Just one or two lines, add the video.

Because you need to give them a, even when you're hyper personalizing video, you'll still need to probably write this cover message because yeah, otherwise there's no incentive to click like they don't know you. Well, later on they'll know you, but for let's say an interest demo, or yeah, an interest demo, you're not gonna be known. They're not gonna click the video unless you give them an incentive. But so that's what I did, but that's all the personalization there was to it. Instead I focused on, you know, creating a very

Jassim (31:03.097)

Oh yes.

Jassim (31:18.896)

Context.

Jassim (31:23.062)

Mm-hmm.

Viktor (31:26.762)

niche topic or impact that I w or area, which I was going to show. But with your solution, it sounds like I can just create a framework and use that to multiple personas, multiple pain points, multiple features. That's

Jassim (31:40.568)

Yeah, I'm actually glad that you bring it up because it's super important to have a good message to introduce your video. People tend to not look too much into it because they have a personalized video but if they don't click on it nobody's gonna watch it, you know. So at the end of the day you end up at the point zero. So having a good copyright and the call to action to your copywriting is not a book a meeting with me or let's have a conversation or anything, it's watch my video.

Viktor (31:57.879)

Yeah, yeah, yeah.

Jassim (32:10.808)

And then the call to action of your video is whatever you want, but it's first, watch my video. And so it's these, uh, how we're talking about micro demos. I like also the micro steps that you're putting, you know, every time your, your prospect says yes to something you're, you're suggesting is one step closer.

Viktor (32:29.806)

Micro engagements.

Jassim (32:34.696)

Yeah. Micro engagement. That's the word I was looking for. So it's like do you want to watch my video? Yes, I want to watch it. Do you want to complete it? Of course. Hey, at the end of the video, I'll tell you do you want to download my content because you can, and we also allow to add content to your page. So under your video, the title is Hello First Name, for example, and then you can give them a link to your website, calendar, whatever. So yeah, micro engagements. And that makes me think of something, like the most important thing in your video is to keep momentum. And we're not all Scorsese, we're not all like YouTubers like you. Like, I'm curious, what is your take on how to keep momentum, how to keep engagement all through your video from beginning to start and ensure that people are completed?

Viktor (33:19.918)

Love that you asked that. So I have a demo structure that's been working for me at multiple past companies. But in general, you want to start with the end in mind. So what is the impact I'm getting by the end of this session? What is the challenge keeping you from getting that impact on your own without our solution, and then show the demo? But that demo has a structure as well. What's been working?

So there's a lot of demo structures flying around and some are easier to remember than others, no matter how good they are. I have a simple four step one, it's setting the stage. Because imagine like you're showing a screen for the first time, imagine the first time you were showing a bike, you didn't know what it was, what it was used for. You couldn't be expected to know what a bike is used for.

You need to set the stage, what am I seeing here? And why should I care? Macro, then what will we do here? What will you do here and why should I keep listening? And then the micro, which is where most sales reps spend their time, like clicking through a feature by feature. That's what you would just wanna skip through, not even talk, just click, done. So set the stage, macro, what am I seeing here? What will we do and why should I care? Show it in action very briefly, and then go in for the close. Is this something that [insert here]. Is this something that gets you this impact? Is this something that you see yourself using that day to day? Is this something that solves this pain that you're facing currently? Whatever it is. Set the stage, macro, micro, close. That's the structure I use and it's pretty universal. I've been using it for the past three companies I've worked at. That's it basically. But I think we've been dabbling on for like 30 or more minutes now. If we wanted to...

Jassim (35:01.288)

Cool, thanks man.

Viktor (35:12.01)

Jassim, if we wanted to sum up what we talked about in today's session, what there's a lot of takeaways, of course, but what is the two or three things that our audience who are still on the line should definitely take away from this conversation?

Jassim (35:28.289)

Well, first, keep it short and sharp. Keep your videos short and sharp and keep the momentum like what you just said, Vic. It's important to stay relevant all through your video from second one till the last second. And yeah, keep it as short as possible. You don't want to, people won't watch a video of five, 10 minutes, 40 minutes.

Viktor (35:56.366)

God forbid.

Jassim (35:56.572)

Yeah, I mean, I've seen those, believe me, it's crazy. Anyway, don't second one is don't tell show. That's that's when you get your whole your whole point. And, and sometimes I see people taking a video a bit like a text. So they'll either deliver their pitch in a way that is not engaging and voice. I mean, you're adding, as I said, a third dimension to your whole message. So be engaged. Actually, like, believe what you're saying, we can hear it and share your screen. Don't send full face videos you're missing on you have like, if you're not sharing your screen, you're missing 80% of your of your screen on the useless content. I'm not saying that. I mean, it's cool to see your face and everything. But usually, I don't know you.

Viktor (36:50.284)

Yeah.

Jassim (36:54.664)

I don't care about you. What I want to know is why your tool is relevant and how is it going to change my life?

Viktor (37:03.69)

Yeah, I love those four points. So keep it short, show, don't tell, bring your energy and show something don't just, you know, appear on screen. Yeah, love it. Yeah.

Jassim (37:13.776)

Yeah, and also like if I can add a lesson about like videos, maybe in general, the best videos, the best video out there that you can create is a video that evolves. There's learnings with every video. So you see a completion rate, people not finishing it. These are messages, these are learnings. Don't stick to one, just like keep updating it. It's just like an email campaign. Keep updating it, keep revamping it.

Viktor (37:42.359)

Yeah, yeah, yeah.

Jassim (37:43.356)

There's no such thing as a like a perfect thing on the first spot and the first round. So yeah, keep, keep it to rating.

Viktor (37:52.758)

Love that. And I think that's a great place to end today's session. Appreciate you being here, Jassim. For the people who want to find out more about what you do and about Ubique, where can they find you? Where should they reach out to you?

Jassim (38:07.6)

Yeah, add me on LinkedIn. I answer all my LinkedIn messages, so don't hesitate to reach out. I try to post things about deliverability and emailing and outreach in general, because I like the community on LinkedIn. I like what is possible to share and create. So yeah, I'm not just there to follow me. I also have a blog. I'm the one writing the blog in Ubique, so this is more about...

video prospecting and AI. And there is a huge, everybody's talking about AI now. I mean, probably you may have heard about chat GPT, I think, yeah. It's a thing, yeah. Yeah, exactly. And so yeah, like it's all about using it right. Like don't overdo it. There is a good way to use it. So yeah, LinkedIn.

Viktor (38:44.366)

Pretty much.

Viktor (39:01.078)

Amazing.

Jassim (39:02.336)

Email me if you find my email. We all have lead generation software. Don't hesitate to email me if you know, when it's by my answer you.

Viktor (39:09.982)

Yeah, I'll leave the links to these materials in the description below. Thanks for being here and yeah, have a great rest of your day.

Jassim (39:17.636)

Yeah, you too man. Have a good one. Thanks for having me.

That's a wrap!

If you enjoyed this video and are hungry for more you’ll love this next one right here! Don’t forget to like and subscribe first and see you there!

Viktor Hatfaludi
October 31, 2023
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Meet Your Trainer

Viktor has 10+ years of full-cycle experience in tech sales.

His latest contribution was helping Bitrise (YC W17) scale from 3M to 20M+ USD in recurring revenue.

Today he’s a Sales Consultant and Trainer at Revenue Ramp helping B2B Startups go from $0 to $10M ARR.

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