In today's episode, we talk to Dan Wardle about how to keep your sales funnel consistently full using video and managing a mountain of inbound leads. Dan Wardle is currently the head of sales at Vidyard, responsible for all areas of revenue including the enterprise, SMB, and self-serve segments. In previous roles, Dan led the Growth department at Vidyard, SMB sales at Salesforce.com and channel sales management at BlackBerry.

What You'll Learn:

- How sales and marketing can use video to attract more leads

- How to manage a mountain of inbound leads

- Traits that define a top-achieving salesperson

- Redefining work-life balance in sales

- How Dan keeps in touch with his team now that most of them are remote

- How sales leaders can manage their team's pipeline expectations

- Vidyard's partner program

- Video prospecting and selling for sales teams

- Ways sales and marketing should be working together 

It’s almost a cliche, but it holds true: people do business with people they know, like, and trust. Buyers don’t want to hand their money to some faceless salesperson hiding behind an email - there needs to be some human element in the interaction. 

But how can you create that know, like, and trust in this virtual selling environment? Simple, use video. Dan explains that the top performing salespeople are the ones who want to be human and create an authentic and personalized connection with prospects through video messaging. 

Resources:

- Vidyard.com https://www.vidyard.com/ 

- Connect with Dan Wardle https://www.linkedin.com/in/wardledan/

- “Drive: The Surprising Truth About What Motivates Us” by Daniel Pink https://www.danpink.com/books/drive/ 

- The Way I Heard It Podcast https://mikerowe.com/podcast/ 

- Full Funnel Freedom https://fullfunnelfreedom.com 

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc