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In this instalment of the Predictable Revenue podcast, Aaron Ross and Collin Stewart dive deep into the emerging world of video sales development with Terrance Kwok. Terrance is the Sales Development Manager at Vidyard, a Toronto-area company working to revolutionize outbound prospecting via its video platform.

In addition to his role as a sales team leader, Terrance is also a former startup founder, senior accountant and fellow Canadian.

Aaron, Collin and Terrance examine the development of Vidyard’s funnel, the ups and downs of selling video prospecting, humanizing the sales process and ditching email templates entirely. Highlights include: defining qualified meetings (13:15), Vidyard’s evolution from an inbound to an outbound-focused shop (19:15), putting a “face” to the touchpoints (25:48), the challenges of using video (27:33), hyper-personalizing emails (32:40), prospecting Canadian companies (38:17) and staying close to the grind (43:10).