Melissa Gaglione: Using Video Throughout the Sales Process

Summary

Melissa Gaglione shares her unique career path and how she transitioned from being a teacher to a news reporter to a successful sales professional. She discovered the power of video selling during her time as an SDR and used it to book meetings with C-suite executives from Fortune 500 companies. Melissa emphasizes the importance of not riding the roller coaster of sales and focuses on maintaining a balanced approach. She also discusses how she coaches others on video selling and the various ways video can be used throughout the sales process.‍

Takeaways

• If the usual sales process isn't yielding results, don't hesitate to think outside the box and find what works for you.
• Video selling can be a powerful tool for building connections and booking meetings with high-level executives
• Maintain a balanced approach in sales and don't let the highs and lows affect you
• Create video libraries to enable and support your sales team
• Use video throughout the sales process, from prospecting to follow-ups‍

‍Soundbites:
On Career Transitions:
- "You got these skills. Don't throw them away. Just because you don't have the title anymore, or you're not in the industry, doesn't mean that you didn't gain something that you can later apply."

On Overcoming Fear in Sales
- "I was very scared, but I started selling and from there I climbed my way into tech as an SDR role, then to an AE, an enterprise AE, and now I am an account executive at Deal."

On the Power of Video Outreach
- "I booked my very first meeting as an SDR through video, instead of sending an email or a voice note. It was way more fun to make a video than to just throw them in a sequence and call them endlessly."

On Resilience
- "Every rejection was a lesson. It taught me how to refine my approach and get better with each attempt."

On Building Relationships
- "Connecting with people is more than just a transaction. It's about understanding their needs and how you can genuinely help them."

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Chapters

00:00 Introduction and Career Path

10:37 Discovering the Power of Video Selling

21:23 Using Video Throughout the Sales Process

25:53 Maintaining a Balanced Approach in Sales

27:13 The Key to a Great Day in Sales: Getting a Good Night's Sleep