Discover the Top Sellers and Marketers Using Video to Make Business More Personal

Winners of the 2021 Video in Business Awards Prove Virtual Sales and Marketing Can Be More Personal?Than Ever

Video has always been a powerful way to deliver key messages and share ideas. But as we all adapted to the reality of a digital-first business world, 2021 saw an inflection point in the use of video by sellers and marketers in virtually every market.

No longer reserved for brand and social media marketing teams, video now has a role to play in nearly every aspect of modern business. Whether reaching out to new prospects, clearly demonstrating how solutions work, or sharing ideas with colleagues and employees, on-demand videos are helping us stay connected and grow our businesses in more efficient ways than ever - without losing the personal and human touch.

Each year, the Video in Business Awards celebrates businesses and individuals that are using video to generate more leads, close more revenue, and transform the way they communicate. This year’s 12 winners and 24 finalists below showed an incredible capacity for creativity, innovation and adaptability in a very challenging year.?

Video in Sales

1. The Pitch Perfecter

The Pitch Perfecter is willing to do whatever it takes to stand out in the inbox and get a response from key prospects. This epic Sales Development Rep (SDR), Business Development Rep (BDR), or Account Executive (AE) has used creative video messages to wow their prospects and book key meetings.?Congratulations to the finalists for the Pitch Perfecter award:

• WINNER - Kaela Bernardino (BDR at Docebo) - In addition to recording countless personalized messages, made an amazing Lego video to help connect the dots for her prospects.
• FINALIST - Joanne Munekawa (AE at LinkedIn) - Wrote and recorded her own "LinkedIn Best Practices" song to show prospects how to use the platform to garner more engagement.
• FINALIST - David Woodford (SDR at Snyk) - Recorded custom songs about Snyk's dev-first cyber-security platform to break through the noise with Engineering execs. So good.

2. The Prospector

The Prospector knows that it takes more than a catchy subject line to warm up a cold prospect. This memorable SDR, BDR, or AE uses personalized videos to stand out from the crowd and book more meetings with key prospects. Congratulations to the finalists for the Prospector award:

• WINNER - Kayla Cytron-Thaler (Head of Sales at Canny) - Sent more than 2,300 custom videos like this to stand out with key accounts, book more meetings, and exceed quota every quarter.
• FINALIST - Angela Kerr (Associate District Manager at ADP) - Used personalized videos to convert more leads, generate more referrals, build better relationships, and fill up her pipeline faster than ever.
• FINALIST - Roddy O'Caoimh (European Sales Lead at Publift) - Recorded custom walkthrough videos to demonstrate the power of his solution, resulting in 3x higher conversion rates and a 200% lift in sales.?

3. The Visual Seller

The Visual Seller blazes new trails when it comes to personalizing outreach to customers and prospects. This fearless seller uses custom video messages and screen recordings to connect with their prospects and move them through the deal cycle faster than ever.?Congratulations to the finalists for the Visual Seller award:

• WINNER - Carroll VanHook-Weaver (Director of Leasing at Akara Partners) -Used video throughout every touchpoint with clients to increase engagement, conversion rates, and customer satisfaction.
• FINALIST - Conor Hassett (Regional VP of Sales at Leonardo 247) - Used video messaging and screen recordings to increase opportunities created by 50% and increase close rates from 20% to 30%.?
• FINALIST - Cat King (Account Director at SalesScreen) - Made video a core part of how she connects with prospects resulting in higher response rates, faster sales cycles and more opportunities.

4. The Virtual Selling Team of the Year

The Virtual Selling Team of the Year uses video to stay one step ahead of the competition. This epic team uses video across various customer-facing roles and throughout the entire sales process to book more meetings, close more revenue, and maximize customer retention.?Congratulations to the finalists for the Virtual Selling Team of the Year award:

• WINNER - Whatagraph - Increased response rates, showcased solutions and handled objections, elevated their brand, and even won back churned clients with personalized videos.
• FINALIST - Dell Technologies - Used video across their sales team as a key strategy to book more meetings, nurture key clients, and drive the success of key sales campaigns.
• FINALIST - SalesLoft - Integrated video into every stage of the sales process to increase response rates, shorten deal cycles, improve customer satisfaction, and drive growth.

Video in Marketing Finalists

5. The Educator

The Educator understands that today’s buyers crave helpful and engaging online content to learn about new topics and solutions. This marketing team creates educational video content clearly answering the buyers’ questions in modern formats, showing—not just telling—how to solve problems while earning trust and maximizing engagement. Congratulations to the finalists for the Educator award:

• WINNER - Terminus -?Made B2B bingeable in 2021 with their very own B2B streaming app and service, Terminus TV, featuring original programming for their audience.
• FINALIST - Ceros -?Delivered highly engaging educational videos including their Design Decoded series, Ceros Educate, The Power of Creativity live stream and more.
• FINALIST - Givebutter -?In partnership with the video production team at Failure Island, leveraged video to put a fresh new spin on how B2B brands share their story and educate others on why they do what they do.

6. The Socialite

The Socialite understands the power of video to connect with audiences in new ways on social media channels. This marketing team creates targeted video content for social media resulting in loads of engagement and lots of love from their online communities - and their own sales team. Congratulations to the finalists for the Socialite award:

• WINNER - No-Lift Install System -?Used a new approach to TikTok videos and social media ads to create a great problem: so many leads they had to hire more sales reps!
• FINALIST - Startup Hypeman -?Wrote, performed, and produced an amazing song KARL (based on Eminem's "Stan") for social media to build awareness and generate new leads.
• FINALIST - Wakefern Foods + ShopRite Supermarkets -?Created highly engaging videos for Facebook resulting in millions of views and accelerated brand awareness.

7. The Visionary

The Visionary appreciates that high-impact video content can be the best way to engage prospects and drive ridiculously high conversion rates. This innovative team has used exceptional video content to stand out from the crowd, inspire action, and radically boost conversion rates on key marketing campaigns or account-based marketing (ABM) programs.?Congratulations to the finalists for the Visionary award:

• WINNER - Unity -?Produced a heartfelt short animated film to build brand affinity within its community, resulting in tens of millions of views and a whole lotta influenced revenue.
• FINALIST - Dingus and Zazzy -?All created in-house on a $0 budget, D&Z used hyper transparent (and very funny) one-to-one, one-to-few, and one-to-many videos like these to get the attention of target accounts.
• FINALIST - Failure Island -?Created one of the greatest ABM prospecting videos ever made to book a meeting with target account Mailshake (and get loads of referrals as a bonus!)

8. The Video Marketing Program of the Year

The Video Marketing Program of the Year recognizes marketing teams who are unlocking the power of video to transform their results. This team uses video throughout the buyer’s journey and across channels to generate more leads, accelerate pipeline, and close more deals. They’re using video analytics to better understand their prospects, qualify leads faster, and track the true impact of their video content.?Congratulations to the finalists for the Video Marketing Program of the Year award:

• WINNER - Applied Software -?Used video across its marketing programs to generate more demos for the sales team, influence millions of dollars in revenue, and enhance relationships with key partners.
• FINALIST - Arbinger Institute -?Leveraging video for marketing campaigns, customer stories, new product offerings and even a short film for the holidays to build affinity with clients.
• FINALIST - AuditBoard -?While adapting to the challenges of distributed and remote video production, increased video production output while rapidly accelerating engagement in videos across their website, AuditBoard TV, and YouTube.

Video Mastery Finalists

9. The Mastermind

The Mastermind is an in-house producer or video team that is helping their business unlock the power of video for marketing, sales, and employee collaboration. They not only produce amazing marketing videos, but they’re helping people across the business leverage video for more effective sales, internal communications, collaboration, and more. Congratulations to the finalists for the Mastermind award:

• WINNER - Sophos Global Community video team -?Championed by Florentino Sanchez and Jelan Maxwell, this team took it upon themselves to reinvent how they support customers in the digital age, and are now helping other teams across the business embrace video.
• FINALIST - Aprimo video team -?Spearheaded by Glenn McManus, the internal production team is not only producing a huge amount of amazing content for marketing, they're helping virtually every business unit adopt video as a new way to deliver their messages.
• FINALIST - Impact Networking video team -?Led by Cecilia Skurski, this team has helped to make video an integrated part of the go-to-market strategy - and the company culture - at Impact Networking leading to some incredible performance results.

10. The FinServ Innovators

This intrepid Financial Services organization didn’t just react to a digital-first business model; they truly adapted by finding new ways to leverage video to get the job done. By empowering their teams, agents, brokers, and account managers to use video in new and creative ways, they’re one big step ahead of the competition and ready for a digital future. Congratulations to the finalists for the FinServ Innovators award:

• WINNER - Advisor Group -?Integrated both pre-produced and user-generated video into virtually every aspect of their marketing and sales processes to increase engagement rates and build better relationships with their advisors and downstream customers.
• FINALIST - Alinsco Insurance -?Made video a core part of how they engage their insurance agents when they can't be there in person, resulting in greater engagement, increased brand affinity, and more personal relationships - at scale.
• FINALIST - Intuit -?Tapped into on-demand video as a more effective and efficient way to explain complex ideas, walk through complicated workflows, and help their customers get their questions answered faster than ever (while deflecting countless support calls!)

11. The Remote Work Collaborators

When the business world shifted to a remote reality, this team didn’t panic. In fact, they embraced the move to a distributed workforce and found opportunities to use online video to become more productive and more connected than ever. This modern business uses video to transform how they connect, communicate, and collaborate in a remote work world.?Congratulations to the finalists for the Remote Work Collaborators award:

• WINNER - Sandler Training -?Empowered people across the business to record and send custom videos to share important updates, welcome new clients, celebrate customer milestones, and so much more.
• FINALIST - Global Payments Integrated -?Made personalized videos as a core part of how they connect and communicate with existing clients when they can't be there in person.
• FINALIST - LocumTenens.com -?Embraced on-demand video as a new way to recruit and onboard new employees, share key ideas throughout the organization, deliver executive updates, and improve relationships with existing clients.

12. Video Mastery Award (the coveted VMA)

This visionary organization embraces the power of video to transform nearly every aspect of its business, using a wide range of online content and user-generated videos to humanize its brand, educate its buyers, accelerate sales, and keep its teams connected. Congratulations to the finalists for the 2021 Video Mastery Award:

• WINNER - Splunk -?Made a strategic investment in video as a bigger and bolder way to tell their stories, build their brand, and connect with both prospects and clients. From one-to-one videos in sales to an epic video series reimagining Splunk as a t-shirt company (IYKYK).
• FINALIST - FEED. The Agency -?In the words of Matthew Ray Scott, Managing Director at FEED, after infusing their sales and customer engagement process with personalized video messaging: "We have already won, video has had a bigger impact on our business than I could have ever imagined."
• FINALIST - Impact Networking -?Embraced video in so many ways to not just support marketing and sales, but to advance the culture of the business in 2021 and beyond.

Thank you to everyone who participated in this year's awards program, and congratulations to all of our winners!