INSIDE Inside Sales – Ep 13: Video Killed The Radio Star

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We can’t rewind. We’ve gone too far.

In this episode, Dan of Vidyard — a video marketing titan — provides common sense tips for using video to advance your sales goals. From the gear you’ll need if you’re a video newbie, to how to look amazing on video with a few simple tricks, to strategies for when and where to properly share your productions, Dan shares how to make an impact and succeed with video. If you are even just thinking about using video to market yourself, your company, or your product, you can’t afford to miss this episode!


Not in the mood to listen? No problem, you can read the transcriptions below.


 

Darryl Praill: Thank you, Paul. How you doing guys and gals? This is Darryl Praill. How does that sound? Cheesy, guys and gals. Oh my gosh. Ah, we’re here for another episode of INSIDE Inside Sales where we talk about the do’s and don’ts, the everyday tactics that you need to have to succeed as a sales development professional. There will be no strategy, no vision, no big picture conversations taking place here. We get in, we get dirty, we get behind the scenes where we talk about the things you need to have to succeed in your job.

Darryl Praill: I am thrilled to be joined today with Dan Wardle and if you don’t know Dan, you should and I say that to every guest, as you all know, but Dan’s a cool cat. I met him several years ago through a colleague of mine and we sat down for coffee and just jammed. That was way back when, in the, a few years ago, when the company he works for, Vidyard, was a little bit smaller.

Darryl Praill: Now, of course, they’re an industry titan when it comes to all things video. You’ve probably used their GoVideo product to do your own video recordings and send them in emails and if you haven’t, well you will when this whole show is done, because today we’re going to talk about everything you need to know about doing video as part of your job. And it’s a topic that’s been discussed. Yet I still see so many people not doing it.

Darryl Praill: I see people who are perhaps a little camera shy, a little gun shy. They don’t feel like they’ve got the right gear, the right message, they’re hesitant to do it. Maybe it’s pride, maybe it’s ego, maybe it’s fear, I don’t know. We’re going to tackle all that today. Dan’s going to set us straight and tell us what to do and we’re going to talk about just the pros and cons and of what you need to know. So let’s make this interactive, but with that, Dan, welcome to the show.

Dan Wardle: Thanks so much, Darryl. Glad to be here.

Darryl Praill: That’s great. So Dan, let’s just kinda set the stage. Now your GoVideo product, how many people are using it? I’m just totally curious. Do you know? Do you notice how many people are actually actively using that every single day now?

Dan Wardle: I do, yeah. We, I’ve recently taken over that side of the business, so we are happily at well over 250,000 of active users and growing every day, obviously, with all of the partnerships like we have with VanillaSoft.

Darryl Praill: And how long has GoVideo, just totally curious, they’ve been available now. Is it three years? Is it more?

Dan Wardle: It’s just a hair over two years. It’s actually an interesting story. So we, yeah, it’s a very new product for us. As you mentioned, we met probably five or six years ago when the company was small and we were really focused on the marketing side of things, but then all of a sudden one of our entry level sales guys just started sending videos as people were coming inbound.

Dan Wardle: I guess he wanted to be friendly. He’s a very artistic guy and our CTO walked over, says, “How’re you doing this?” He’s like, “Oh, I started recording in QuickTime and sending files and it was a mess and then I found this app, like allowed me to record my screen.” So, then within the next three months, we built GoVideo.

Darryl Praill: And it wasn’t called GoVideo initially, was it?

Dan Wardle: No, it was called Viewedit. We created a completely separate brand, but when you look at the word viewedit, it also says view edit and a few other different things, so we got rid of that pretty quick.

Darryl Praill: And Viewedit is kind of a past tense thing, where GoVideo, I think, is a much more action-oriented thing, so. Actually I think I, I like that name a lot better. So, and since then you’ve got, you said, over 250,000 people actually using it all the time. It’s crazy. And you’re right. It is integrated with VanillaSoft and other products out there. So it’s part and parcel.

Darryl Praill: And what that means to you, the audience is, is that there’s a high probability that the tools you’re using right now to do your outreach, your sales engagement, already has an integration with Vidyard, so that you can use this as part of your standard workflow. I know that’s been a very strategic initiative on your part. Where you, the firm has been very active to go and drive those partnerships to support the actual sales adoption. So you know, again, another reason why you’re successful.

Darryl Praill: Curious, the individual who is doing that a couple years ago, are they still with the firm?

Dan Wardle: They sure are, yeah. He is what we call our video coach. So for any free users who are interested in strategy and getting a little more in the weeds than what we’re going to do today, they can join a coaching session anytime and talk to Jacob about different ways he’s done it in the past, ways he’s seen other customers do it and just in general, being that advocate for video.

Darryl Praill: That’s awesome. All right, so let’s just get right into it, okay? So I see a lot of people not using video and I hear tons of excuses. Perhaps you can share some of the excuses you’ve heard. But why are people, in your experience, because your Vidyard, why are they hesitant to use it based on what you’ve seen?

Dan Wardle: Yeah, I think it all depends on who you’re talking to as well. If you’re talking to senior leadership, it typically is, “I don’t trust what my guys are going to send out. What are they going to do it? What kind of videos are they going to send? You mean I’m just going to let them record themselves and send that to our CEO prospects?” So that’s typically like a senior leader response.

Dan Wardle: When you get down to individual reps and managers, it becomes more of a concern around, “Oh, that sounds like it’s going to take a lot of time. My guys aren’t artistic. They’re not going to make professional looking videos.” And to your point, there is a wide range of excuses. Predominantly, it comes up with, it’s not going to look professional. My audience is not going to respond well to it. My folks are not used to recording videos and they’re going to take a lot of time. Kind of say it all in one sentence. Load up the excuses.

Darryl Praill: It’s interesting to hear you say the point about management because, and I know they had that concern years ago when it came to social media. We didn’t want anybody posting on the company’s social platform or talking about the company because what if they say something that puts us in a bad position, makes us liable, et cetera? And a lot of has gone to the wayside as it’s become more prevalent. I hadn’t thought about that for video, but I can totally. I mean I can see their point of view, but I mean as a whole, do you find most people are following scripts?

Darryl Praill: I mean, and I’d love, when you can Dan, mix in maybe, some of the stories and the methodologies that you folks do at Vidyard yourselves because you are a pioneer, obviously, in this space. Are your salespeople following a pseudo-script? I mean, I’m assuming they’re making it their own personal jam, but is it somewhat scripted or is it totally ad hoc?

Dan Wardle: We try to make it, there’s obviously structure, we structure our outreaches much like we do our emails, starting with the value to that person and why we’re reaching out to them, not about what Vidyard is. So there’s that typical structure, but definitely no script. I’m actually, I would say, against scripts for video, like pretty completely because it always sounds robotic and then it just might as well be a templated email that doesn’t have any specific details for that recipient.

Dan Wardle: So for us, we have the general structure of adding value to the customer and explaining why they might benefit from using video and then getting into when is a good time to book a meeting, but definitely no scripts. As soon as you get a script, what’s different from video versus a templated email, is you can see the person reading. And with a person, with a scripted email, you can usually edit it a little bit and make it sound personal. But when you can see the person’s eyes moving back and forth across the script, you can’t correct that and you know that it’s really not that personal for me, as the recipient and you just don’t feel that connection to that person. It’s the whole point of video is to make a human connection, just like if you were in person, without having to fly all over the world.

When you can see the person's 👀 moving back and forth across the script, ...you know that it's really not that personal...and you just don't feel that connection. ~ @wardledan #Video Click To Tweet

Darryl Praill: It’s funny you say that because, on a tangent here, I, it bugs the crap out of me and this is just me because I’m a marketer so I know I have my own issues. When I do get those videos and the video I get though, the individual sending the video is busy looking at their own image on the monitor and they’re not looking at the lens. And I’m like, “Dude, look at the lens and look at me.” Otherwise, you’re just enamored with your own image and it just annoys the crap out of me.

Darryl Praill: So guys and gals, that’s how we started the show. So if you’re doing these videos, okay, seriously, look at the lens and that’s just not the webcam on your computer because I see this all the time. That’s the lens on your phone too. If you’re doing any kind of video production on your phone, look at the Lens. Resist the urge to look at yourself please. And you’ll just look so much better when you do that.

Darryl Praill: Now, I’m curious.

Dan Wardle: 100%.

Darryl Praill: Yeah, it’s true, right? And hey, even I need to be reminded of that. You know, I’ve got a camera right now pointed at me. I’ve got the little screen on the side and it’s so easy to look at that to make sure, am I framed right, is my head in there? Am I looking okay? And all of a sudden you realize you’re so consumed with your own image that you forget that this is a relational thing, you’re trying to connect with your audience and that was the whole reason you did it in the first place.

Darryl Praill: Now at Vidyard, do you guys do any kind of audits of your own sales reps? Video messaging? Do you do, like you’ve got coaches for your clients, do your own reps take advantage of the coaching? How do you control that and make sure everybody’s doing a good job?

Dan Wardle: Definitely, yeah, so with, we have the advantage of having the pro version of Vidyard, so we’re able to jump into our reps’ videos and see what they’ve been sending and all of that. But in general, that becomes part of your one on one, a lot like email messaging and checking, how did you respond to this objection and how did you respond to this email or how, what was your first touch like this week? Let’s review some examples. It’s part of the ongoing coaching you need to do whether you’re a BDR manager or an account executive manager because they’re very different videos as well and I’m a big advocate for using videos throughout the cycle because then you’re building that relationship.

Dan Wardle: When I worked at BlackBerry, I was constantly in front of my customers. I would fly all over southeast US meeting with my customers, so they felt a connection to me. Well, you can’t do that anymore. It’s way too expensive. So you’ve got to do that through video. And then having the manager actually review those videos and make sure, maybe do this, do that, to your point, always be confirming, “Oh, how’s your lighting? How’s your audio? Are you looking at the lens?”

Dan Wardle: So there are some other really small strategies too, that actually make a big difference. I didn’t realize today didn’t have cameras, so I was all set up here in a studio where I’ve got a camera slightly above your eyesight. So if you’re recording on your webcam, prop your laptop up, get it up there, right about your forehead level, because you should be looking directly into the camera, directly into that lens. And if it’s your webcam, you got to get it up off of your desktop and into a higher position, where it lines up with your forehead, not your chest. Because then you’re looking down at the camera. You’re looking down, that descending, it’s just a psychology thing. You got to have that camera up there, it gives your face better lighting from the lights above you. All sorts of good things that can be reviewed when your team is using video.

Darryl Praill: All right and I want to come at that. I want to have a whole discussion around the importance of the right audio video gear and shall we say, how it’s laid out and how it’s set up, because that again, those are hot buttons for me. I want to share a funny story with you though. This literally happened yesterday. And so from sales professionals, I’m the marketing guy so I have budget and so hence, that’s why I get so many calls from you guys.

Darryl Praill: And I had this conference trying to convince us to partake in their conference, as exhibitors and sponsors and we’ve been going back and forth for a few months. And now, of course, it’s just, it’s a new year, so of course, they’ll re-engage with me and say, “Darryl it’s a new year, any the decisions?” And so finally I came back to them and I said, “Listen, we’ve not done this show before. I’m interested. I see your price for this level of sponsorship, but because I’ve not done the show, is there any flexibility in that price?”

Darryl Praill: And this is the first time it’s ever happened. I get a response back, literally with no text in the email, just a video. And so now I’m intrigued. So I press play. And it’s the show, I guess the general manager. He says, “Darryl, I want to make this an awesome experience for you. We don’t normally discount, but because it’s your first time, I’m willing to have some flexibility. I can give you 20% if you sign the deal today.” And that was it.

Darryl Praill: It was like a 43-second video, but it was him talking to me. It was personal. He, I saw his smile, I saw sincerity and my response back was, “I love that you use video. That was brilliant. Send me the contract.” Now it gets better! Two hours later, I’m tagged in a LinkedIn post. Who is it? It’s him and he’s out there saying, “Guys and gals, check out this story.” Now he doesn’t name me, he says, “I used video and this was the response that this client, customer, gave me when I used it” and it got a massive traction in discussion.

Darryl Praill: So it’s just amazing how it’s so pervasive, but that was my little video story that I wanted to share with you, that shows you that video works. That video closed that deal because it was a relationship purchase, is what it was. So anyway, with that, let’s take a small break and come back and pick up with Dan on how to make sure your gear is set up so you will look like the rock star we all know you are. Stay tuned. We’ll be right back.

Darryl Praill: Okay, so we’re back. So Dan, you had mentioned to me, just before we went to break, about having your webcam just above eye level, like you said, forehead. And I have to say I have two complaints. I have three complaints about all the videos I’m getting. I mentioned one already, they’re not looking into the lens.

Darryl Praill: Second one I hate is when they have it on their table surface and I’m looking up at their nostrils. And the third one I hate is that they’ve got a window or a light bulb behind them and I’ve got this halo, I can barely see them and they’re dark and it’s like, “Dude!”

Darryl Praill: And maybe the fourth one, call it 3.5, is that they’ve not made any effort to have a light in front of them to give them some kind of illumination so I’m not seeing all these shadows. Those are my complaints. Am I normal? Am I just a bizarre freak and I’m getting caught up in things that nobody else cares about? Talk to me.

Dan Wardle: No, I think you are dead on. And we actually got quite lucky with our new office here at Vidyard, a few years ago. There’s these windows, it’s an old historic building, so the windows aren’t great, but where they are is, the window ledge is up. It’s actually a bit too tall for me because I’m short, but it’s right up there at head level, so you can put your laptop in the window sill, have the natural light right in your face. The videos look incredible because you can’t replicate that light with LED lights and things in a call room. It’s just never the same, but at least when we do need to do that, we have that as well.

Dan Wardle: To your point, don’t have any light behind you. Have everything up high so your posture is proper because if you think about it, when you’re on a cold call, they can’t see what you’re doing. You could be laying in bed, they don’t know. But when you’re on a video, they’re seeing everything and that’s like 80% of communication is through body language, so you’ve got to be in that proper state, looking them dead in the eyes.

Dan Wardle: It’s a lot like if somebody meekly came up to you at a conference and didn’t shake your hand, kind of looked down at the ground and started talking. You wouldn’t respect that and you don’t respect it when somebody is looking down at their laptop on some low surface with no light and you can’t see their face. It’s the same idea. 80% of it is the frame of the video.

Dan Wardle: To your point, that gentleman yesterday, you said he smiled, he looked right at you, it was personal, he said your name. He made it seem like he was there just having a conversation with you even though it was one-sided and that’s what you should be focused on.

Darryl Praill: So for a framing point of view, I see a lot of people putting their frame in, their head in the middle of the frame and the reality is it should be kind of in the top third of the frame. Is that a fair statement?

Dan Wardle: Yeah. For me, I try to get my head as close, my photographer cousin always argues with me, but I try to get my head pretty close to the top of the frame. I also have a very large head, so it usually isn’t a problem. It gets up there, but the problem with videos is the play button. So you always have to be very cognizant as to where that play button’s gonna show up on the thumbnail.

Dan Wardle: So when you start the video, you have to start off to the side so that people can actually see your face. You don’t want a big play button on your nose. It’s going to cover your entire head. So you’ve got to have two frames. You’ve got to start with a frame and then move into the center, in my opinion. If you’re off to the side, that’s great for a produced video that might have some texts showing up beside you, but we’re just talking about a personal video. So in my opinion, after that play button disappears, you should be in the middle, well framed.

Darryl Praill: I love that you’re talking about kind of that poster frame, right? That first frame you’re seeing, that you’re a bit off to the side so the play button doesn’t block you. I hadn’t even thought about that because I’m so used to creating my own posts for those kinds of images, but of course as a sales professional, making a lot of videos, you don’t have that time.

Darryl Praill: So the idea of being off to the side and kind of coming into it is a really smart approach. So that’s brilliant advice. What do you do for lighting? Let me tell you what I did for lighting because I do a lot of video calls at my desk, just like any other sales professional. I’m in a cubicle. I have a cubicle, it’s got little side walls. So they’re probably shoulder height in my case, so if you’re not shoulder height, this doesn’t apply for you.

Darryl Praill: But I went to the local Home Depot, Lowe’s, whatever, and I got myself a little tin can light. Cost me about 10 bucks, with a clamp and I clamped it onto the top of my cubicle wall. And then I pointed it down at me and I put a nice little daylight, 56,000 or 5000 K, whatever, daylight bulb in there. And then I put some diffusion paper, just clothes pinned to it.

Darryl Praill: So it’s angled down on me and then whenever I want to, I just, I’m going to go on a video call, I turn that light on. So now I have diffused lighting on me and then of course, when I’m not on a video call, I turn that off. Maybe I’m being really anal, but it makes a dramatic difference if the feedback I’ve gotten it. Am I the exception or is that what people should be doing, if they don’t have access to those wonderful windows that you have?

Dan Wardle: Yeah, you’re definitely the exception, but nothing to do with the light, just you in general, but.

Darryl Praill: Oh! Says the short guy with the big head! Oh, there we go!

Dan Wardle: For the lighting, the key part of what you said in there, was the diffuser paper. Don’t just try to stick a lamp. It makes you look really shiny and stuff. So you’re doing it just perfect there, with that diffuser paper. Diffuser paper or literally, you could kind of put some wax paper from your kitchen on and it does a good enough job, as long as you don’t have the light bulb right in your face.

Dan Wardle: The things we use, because our desks are actually quite small, we have just some little LED lights we got on Amazon, that had the paper on them already. They’re called, like Afuture. I’m sure they were like nine bucks, at the most. So we just bought a whole bunch of those. You can get ring lights that clip onto your laptop as well, for about 10 bucks on Amazon. Those work quite well as long as, to your point, that light is in front of you. And if you are putting it on your webcam and in general, your webcam on your laptop, you’ve got to prop that laptop up. So we have some different little laptop stands that we got off, I think, from Ikea that props the laptop up higher.

Darryl Praill: So here’s a counterpoint. This is what I do, because I put the laptop as well. But I also have an external monitor. So what I did was, I’m not a fan of the video quality of most webcams that are built into most laptops. So I went and spent the 100 bucks or so on a good Logitech Z920 and there’s variations of that, the 922, the 930, whatever. Maybe it’s 120 or something. That’s Canadian funds, so it’d be less if it’s American. And it sits on top of my monitor, so that way I’ve got the right height, as you said, kind of above my eyes, but it’s also a dramatically, dramatically better quality. Do you recommend that investment for people or is the webcam adequate?

Dan Wardle: It depends on what you’re doing, but I really do like the Logitech better. So about half of our team has gone with the Logitech. They clip them to their main monitor, depending on what team they’re on and whether they go into call rooms to do their calls or at their desk, that just depends on their strategy there. Dramatically, makes your picture look clear, more professional, less grainee, especially depending on your laptop.

Dan Wardle: The interesting thing that I’ll say about that is, we ran a test with our emerging team, so the small business team, high volume. So some of our first responses is actually a canned video that we’ve made with the whole team in it so that it’s kind of fun and friendly, not a personal one. And at first we just used the Logitech and we made this video, it was unscripted so it didn’t go great, but it was fine. I mean, we were sending that out and getting great response rates.

Dan Wardle: And we’re like, “Okay, we proved that that kind of templated video works, but let’s actually get our video producer upstairs and have him make us a more professional one.” So we launched the more professional one and our click-through rate dropped because people want to see the authenticity in your video. They want to, they don’t want to have another marketing video sent to them. No offense for the marketers out there, but if they’re expecting a salesperson to reach out to them, they want an authentic video from a salesperson.

So we launched the more professional one and our click-through rate dropped 📉 because people want to see the authenticity in your #video. 📹 ~ @wardledan Click To Tweet

Dan Wardle: So we’ve switched back now to the video we just did with a simple Logitech, clipped to a laptop in one of our rooms downstairs. So sales video is all about authenticity, not about professional quality all the time, within reason.

Darryl Praill: So let’s say, if you get a video that’s produced on a phone, all right? And I know it’s not a webcam thing, but if someone sends you a video from their phone, are you a landscape or portrait orientation kind of guy? What do you want to see?

Dan Wardle: I’m extremely against portrait.

Darryl Praill: God bless you brother, I’m the same way! I have had fights with people, I’m saying, “Dude, why are you sending this?”

Darryl Praill: “Oh, this is the vibe you want to be in.”

Darryl Praill: No, this is not Instagram for frig’s sake! Just send me widescreen, all right? That’s what I want to see. Stop trying so hard. I agree with you 100%.

Dan Wardle: Yeah, and even Instagram’s not portrait, it’s square. That’s an entirely different format.

Darryl Praill: I know! Oh God bless you. Okay. Okay, next. Okay. This is something that is not talked about much in, but I think it should be talked about a lot more. Mic quality, like for example, and I’m not going to pick on you, we already know you’re short with a fat head and perhaps, are troll-like in some of your appearances, but as we do this recording, our audience will probably hear that my audio sounds reasonably nice, but you’ve got a bit of reverb. You’ve got a bit of echo in the room you’re in, lots of hard surfaces. Clearly, the right room with the right mic can make a dramatic difference. Do we worry about that or do we not?

Dan Wardle: With the sales videos, we don’t. We try to avoid Apple headphones, they can pick up someone else talking from 50 feet away. So we try to avoid things like that. You don’t want to hear someone else’s conversation. But back to that authenticity point, we do a lot of our video recordings in the kitchen and the town hall, where there are people walking around.

Dan Wardle: You want to see that the business is a good running business with a professional background. Nothing bad happening, but you want to see that and it’s okay if you hear it a little bit. It’s just like being on the phone call with somebody.

Dan Wardle: It’s not a, in this case, a podcast recording where you expect somebody’s using the best quality mic, which, the mic is quite good in here, but to your point, I’m in a hard little cubicle room. And so with a sales video that’s not as much concern as long as your message is crisp, your audio sounds good and you’re not hearing somebody else’s phone conversation.

Darryl Praill: With that, I think we’ve kind of beat up why you want to do it. I mean, do you have any stats about the open rates on video versus not video? We haven’t talked on that a lot at all.

Dan Wardle: Yeah. People always ask me that, what’s the open rate? Open rate is not at all affected because people don’t know there’s a video there until they open it. So that’s all about your subject line, but from a response and a click-through rate, we see anywhere from two and a half times to four times higher response rate, depending on some of our different case studies. Ourselves, we’re at about three times higher. So we went from a two percent to a six percent response rate depending on where we use video.

Dan Wardle: But that being said, there is a diminishing return. You can’t use video in every single one of your emails and expect a six times higher rate because what you need to think of it as is it’s another media type. So you’ve got social, you’ve got email, you’ve got phone call, and now you have video.

Dan Wardle: Every recipient you send these two is going to respond to something different. So you need to use a multimedia approach, not just video in every single outreach. And that’s also the fact that it’s probably going to take you too much time and you’re not going to get enough activity done. So you need to pick those key inflection points in your deal cycle, in your prospecting cadence, where you think video is going to have that impact.

Dan Wardle: For us, it’s our first outreach and then again at about our sixth outreach, we’ll do a different video, using webcam or a screen capture recording of their website because those are the two points when we really want to see that double or triple of the response rate.

Darryl Praill: I like that. The first one’s personal and the second one is relevant to them. It also says they’re probably further through the sales cycle at that point in time, so you’re more middle of the funnel. So talking about their website makes absolute sense. So that’s really strong.

Darryl Praill: Now with the GoVideo and the Vidyard platform though, it also has capabilities that every salesperson will love to know. It tells me when my video’s been played or who’s watched it. I mean, I don’t, don’t tell me, correct me if I’m right or wrong. Talk to me about some of the benefits of using video as far as buying signs go.

Dan Wardle: Exactly. And it depends on which size, which stage of the deal you’re at. But if you sent out 100 videos today and then you saw three of them got watched 100% and three of them got watched 10%. Well, you know who you’re going to call. Probably all six of those people but the three that watched the video, first. And we have it, yeah. So it’s built right into Chrome, so the notification actually pops up in there or if you’re built into something like VanillaSoft, it will notify you of that click-through rate.

Dan Wardle: So you can immediately call that person because you know they’re engaging with your content right now. It’s a lot like an MQL from a marketing perspective. If they’re on the website listening to the video, it’s a perfect time to … Sorry if anybody’s hearing that feedback there. It’s a perfect time to call that person because they are engaged with your video at that specific moment.

Dan Wardle: Now what we have is we have three different responses. Did they watch the whole thing? Did they watch a very low percentage or did they not watch it at all? And then you can customize your message using your favorite sales outreach tool, to see what response you want to do based on your video review.

Darryl Praill: As a sales professional, I mean, these are tactics that you want to have to make sure you are closing deals, you are engaging. Because it’s much more powerful to work with an engaged prospect than one who’s not engaged, of course. And as you said, the response rate is dramatically higher when it’s personal than it is if you don’t have that.

Darryl Praill: So we’ve talked a lot, guys, today about why you want to do it, how to do it, how to do it right. And of course I’ve talked a lot with Dan here about the GoVideo and the Vidyard platform and they have free versions as well as paid versions and you get more bells and whistles when you do that, of course. So check that out.

Darryl Praill: Dan, if they want to follow you, where can they learn more about you and how to follow you?

Dan Wardle: Yeah, I would say the best place for that would be LinkedIn. So you can find myself at Dan Wardle from Vidyard.

Darryl Praill: And that’s W-A-R-D-L-E, is that right? Oh look at me, I’m a rock star.

Dan Wardle: You got it.

Darryl Praill: So with that folks, today, we are through another episode. Thank you so much, Dan, for your expertise. Check out guys, vidyard.com, another partner of VanillaSoft. In the meantime, we hope you found this valuable. If you did, there’s more where that came from all at, INSIDE Inside Sales. I’ll talk to you soon. You take care guys. Bye. Bye.