The First Video Costs Your Team 90 Minutes or Less

Key Takeaways

• The first video costs your team 90 minutes or less: 30 to pick the question, 30 to record, 30 to post.
• Each video answers one specific buyer question, pulled verbatim from your sales call transcripts.
• Buyers show up to sales calls pre-sold, with only the last 20% of questions about their own situation.
• Editing takes two or three days, and nothing goes public without your sign-off.
• You see what is working at 48 hours, two weeks, and 30 days.

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.

How does the system work?

This system is for B2B sales teams that want more inbound qualified leads and less time spent by SDRs educating prospects. It works by answering specific buyer questions with specific, in-depth answers. Each answer is deep enough that the buyer can move to the next step in their buying journey.

So 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 ready for the next step, which is a mid-funnel question, and so on. We keep going until we reach the 80% mark, where they are ready to speak to a salesperson.

The buyer questions are already in your sales calls or chats. We pull them directly from your transcripts, verbatim. That way the video perfectly matches what buyers are searching for, and it resonates with how they think and talk about their problems and solutions.

Where do the 90 minutes go?

The first video costs your team 90 minutes or less. Here is how those 90 minutes are spent:

• 30 minutes together deciding which buyer question is the priority to answer first, and outlining the key points needed to cover it deeply enough to move them to the next step.
• 30 minutes recording a remote video with the person best suited and most comfortable answering the question. This is often a salesperson, a technical expert, or a senior executive. We coach them on any gear, setup, and getting comfortable on camera, then interview them to get the best answers. They usually know their stuff, so this is pretty easy for them.
• 30 minutes posting the video, optimizing it, and making sure it goes well for you.

We do all the other stuff. The script, the thumbnails, even the optimization. You get chapter markers and the title, and we do the analysis afterward and provide it to you. If you like, we can go over the YouTube analytics with you: are the right people watching, are they watching long enough, are they clicking the thumbnails?

After the recording, we take about two or three days for editing. Then we review with you before posting. We can post it for you, or walk you through each step together.

How often should you make a video?

Each additional video is the same 90-minute commitment. We can produce them in batches if you really want to move fast, and we work at a pace that fits your team's schedule, appetite, and budget.

An aggressive schedule is one video a week. That is the recommended strategy, because it gets the content out faster and earns a frequency bonus from the algorithms. The moderate schedule is more like one video a month.

Less than that is probably not really a priority for you, and it is probably not going to be an effective solution. So we probably would not take that on.

What changes on your sales calls?

These videos are designed to accelerate buyer readiness and reduce the time it takes your team to answer questions. That means sales close faster. Buyers show up to sales calls pre-sold, because they have already gone through most of their buyer education.

They have qualified themselves. They have watched your content and educated themselves. So they show up with just those last 20% of questions about their unique situation. They have basically already made their decision.

The videos also serve as a citable asset in AI searches. Some people call this GEO, generative engine optimization, or AEO, 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. We do this deeply, in their words, earning their trust as you move them closer to the sale.

As the videos get watched, you earn that 90 minutes back and then some. The longer they are out there working for you, the more your time savings add up.

How do you know if it is working?

Here is what it looks like. People do a search and find video content. If we have done a good job and answered the question well and deeply, ours is the best content. It resonates with the right people, it sits right up where they can see it, and they take the next step.

Then we watch the numbers on a schedule:

• 48 hours after posting: we know right away whether it is working. Are people watching? Are they finding it?
• Two weeks: our A/B tests on the thumbnails tell us which title and thumbnail work best, and we can see longer-term data. More data means more accuracy about when we may be losing people, if at all. We look at watch time and duration: how long do they stay?
• 30 days: we know definitively how well it is showing up in AI search, and how well we have hooked people and retained them. It is also obvious whether it is worth doing more videos, how many, and in which order.

"Success comes when fewer demos start from zero." Dane Frederiksen

That is the good place: buyers have all the content they need to educate themselves before they talk to sales.

Why the videos are lightly edited, and why there is zero risk

These videos are lightly edited on purpose. A real person educating deeply and authentically builds trust, and it beats polished content, which reads like marketing fluff to a lot of people.

Even if, by some strange mystery, no person or bot ever found the video, you would still have a helpful asset 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." Dane Frederiksen

If you want to see if this system is a good fit for your situation, book a call from the link in the description and the pinned comment on the video.

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

How much time does the first video take from our team?

90 minutes or less. That is 30 minutes together to pick the priority buyer question and outline the key points, 30 minutes to record a remote video with your expert, and 30 minutes to post and optimize it. Each additional video is the same 90-minute commitment.

Who should be on camera for a B2B sales video?

The person best suited and most comfortable answering the question. That is often a salesperson, a technical expert, or a senior executive. We coach them on gear, setup, and getting comfortable on camera, then interview them to get the best answers.

Where do the buyer questions come from?

From your sales calls or chats. We pull them directly from your transcripts, verbatim, so the video matches what buyers are searching for and how they talk about their problems and solutions.

How often should a B2B team publish these videos?

One video a week is the aggressive schedule and the recommended one, because it gets the content out faster and earns a frequency bonus from the algorithms. One a month is the moderate schedule. Less than that is probably not a priority, so we would not take it on.

When will we know if the video is working?

At 48 hours you see whether people are finding it and watching. At two weeks, the thumbnail A/B tests show which title and thumbnail work best and you get longer-term watch-time data. At 30 days you know how well it shows up in AI search, how well it hooked and kept viewers, and whether more videos are worth it.

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.

If you're weighing this decision, let's pressure-test it together. Grab a time and we'll figure out the right next move. No hard pitch.