How do you reduce the time SDRs spend educating prospects?

Answer each buyer question with one in-depth video, so prospects educate themselves before they ever reach an SDR.

Quick Answer

• The system is built for B2B sales teams that want more inbound qualified leads and less SDR education time.
• Each video answers one specific buyer question deeply enough to move the buyer to the next step.
• The videos stack from early questions to mid-funnel until buyers hit the 80% mark and are ready for a salesperson.

We've run this play for B2B teams for years. If you want proof before the process, here's what it looked like for a real team.

One question, one video, one step forward

The time your SDRs spend educating prospects is time spent answering the same questions over and over. The fix is to answer each of those questions once, on video, deeply enough that the buyer does not need to ask it on a call.

This system is for B2B sales teams that want to increase the volume of inbound qualified leads and decrease the time SDRs spend educating prospects. Here is how it works. The system answers specific buyer questions with specific, in-depth answers that sufficiently answer the buyer's question.

When a buyer has a question at the beginning of their journey, we make a video that answers it really well and shows and tells well. That gets them prepared to go to the next step, which is a mid-funnel question. Then the next one, and so on.

We keep going until we get to the 80% mark. That is the point where the buyer has enough answers that they are ready to speak to a salesperson. By then the SDR is not starting from zero. The buyer already did most of the education on their own.

"Success comes when fewer demos start from zero and we've gotten to the good place where we've given all the content that they need to educate themselves." Dane Frederiksen

In the full video I walk through where the buyer questions come from, how the 90 minutes per video are spent, and how you know at 48 hours, two weeks, and 30 days whether it is working.

Not sure you're ready for the full engagement? Start smaller. Our free AI Visibility Snapshot shows you where AI search can't find you yet. No cost, no call required.

Frequently Asked Questions

What kind of company is this video system for?

B2B sales teams that want more inbound qualified leads and less time spent by SDRs educating prospects. Each video answers one buyer question so the prospect can self-educate.

What is the 80% mark in a buying journey?

It is the point where a buyer has enough of their questions answered that they are ready to speak to a salesperson. The videos move buyers from early questions through mid-funnel questions until they reach it.

How do you know the system is reducing SDR education time?

Fewer demos start from zero. When buyers have all the content they need to educate themselves, the SDR is not re-explaining the basics on every call.

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Full Clip Transcript

This system is for B2B sales teams that want to increase volume of inbound qualified leads and decrease the time spent by SDRs educating prospects. Here's how it works. The system answers specific buyer questions with specific in-depth answers that sufficiently answer the buyer's question. So when they have a question here at the beginning of their journey, we're going to make a video. The answer is that question really and shows and tells well. And then that's going to get them prepared to go to the next step in their buying journey, which would be a mid-funnel question and so on, until we get to the 80% mark where they're ready to speak to a salesperson. Success comes when fewer demos start from zero and we've gotten to the good place where we've given all the content that they need to educate themselves.

Full Transcript

The first video costs your team 90 minutes or less. This system is for B2B sales teams that want to increase volume of inbound qualified leads and decrease the time spent by SDRs educating prospects. Here's how it works. The system answers specific buyer questions with specific in-depth answers that sufficiently answer the buyer's question so they can move to the next step in their buying journey. So when they have a question here at the beginning of their journey, we're gonna make a video that answers that question really well and shows and tells well, and then that's gonna get them prepared to go to the next step in their buying journey, which would be a mid-funnel question and so on until we get to the 80% mark where they're ready to speak to a salesperson. So the buyer questions are already in your sales calls or chats, so we pull them directly from your transcripts verbatim. So it perfectly matches what they are searching for and it resonates how they think and talk about the perceived problems and solutions.

The first video costs your team 90 minutes or less. Here's how those 90 minutes are spent. 30 minutes together deciding which buyer question is the priority to answer first and then outlining exactly what we need to outline is key points to cover it deeply enough to move them to the next step. Then we record a 30 minute remote video with the person who's best suited and most comfortable answering the question. This is often a salesperson, technical expert or maybe a senior executive and we can coach them on any gear they need, any setup, getting comfortable on camera and then interview them to get the best answers. They usually know their stuff so this will be pretty easy for them. And then 30 minutes just posting the video, optimizing that and just making sure that goes well for you.

We're gonna do all the other stuff and we're gonna do the script, the thumbnails, even the optimization. So you get chapter markers, the title and then we're gonna do the analysis afterwards. So we're gonna provide that to you and if you like we can go over that with you to look at the analytics on YouTube and see are we getting the right people watching? Are they watching long enough? Are they clicking the thumbnails? So after we do the recording we take about two or three days for editing and then we'll review with you before posting the video. We can post it for you or we can help walk you through each step together.

Then 90 minutes is also the time commitment for each additional video we could do after that. So we can produce these in batches if you really wanna move fast and we can discuss that if you like. We'll then work at a pace that fits your team's schedule, appetite and budget. An aggressive schedule is one video a week. This is the recommended strategy because it gets our content out there faster and it provides a frequency bonus by the algorithms. The moderate schedule would be more like one video a month and less than that is probably not really a priority for you. So it's probably not really gonna be an effective solution. So we probably wouldn't take that on.

These videos are designed to accelerate buyer readiness and reduce the time it takes your team in answering questions. So that means it closes sales faster because buyers show up to sales calls pre-sold since they've already gone through most of their buyer education. They've qualified themselves, they've watched your content and educated themselves so they show up with just those last 20% questions about their unique situation. They basically already made their decision. So these videos also serve as a citable asset in AI searches. What many call GEO or generative engine optimization or AEO, which is answer engine optimization. It just means engineering the content. So it shows up as the best answer when buyers ask their questions in their words. So we do this deeply in their words, earning their trust as you move them closer to the sale. As the videos get watched, you'll earn that 90 minutes back and then some. The longer they're out there working for you, then the more your time savings adds up.

So this is what it's gonna look like. People are gonna do a search and then they're gonna find video content. If we've done a good job and answered it well and deeply, ours will be the best content and it's gonna be resonating with the right people and it's gonna be right up here where they can see it and then they can take the next steps. We'll look at the analytics and 48 hours after posting. We'll look at the numbers. We'll know right away whether it's working or not, are people watching? Are they finding it? At two weeks, our A-B tests on the thumbnails will tell us which title and thumbnail work best and we can see more longer-term data. So more data means more accuracy of when we may be losing people, if at all. So we're gonna look at like watch time, the duration, how long do they stay?

At 30 days, we'll know definitively how well it's showing up in AI search and how well we've hooked people and retained them. So also at 30 days, it'll be obvious if it's worth it to do more videos, how many and in which order. So success comes when fewer demos start from zero and we've gotten to the good place where we've given all the content that they need to educate themselves.

These videos are lightly edited on purpose because a real person educating deeply and authentically builds trust and it beats polished content which is kind of like marketing fluff to a lot of people. So even if by some strange mystery, no person or bot ever found this video, you still have a helpful asset that your team can send to prospects before a call. There's zero risk, nothing goes public without your sign off. Either way, you walk away with a valuable video asset to share right away. If you wanna see if this system is a good fit for your situation, just book a call from the link in the description and the pinned comments below.