May 28, 2025 • 30 mins
In this episode of TMSA’s On the Move, we’re joined by Jillian Montrello, Vice President of Business Development at VideoRequest, LLC. Jillian shares how VideoRequest is helping transportation and logistics companies of all sizes seamlessly integrate video into their day-to-day operations—from sales outreach to marketing campaigns and beyond.
We dive into how teams are leveraging video to personalize communication, build trust quickly, and stand out in a crowded marketplace—without the need for costly equipment or complex production. Jillian also highlights the measurable impact her clients are seeing and outlines best-use cases for video testimonials that drive results, especially in sales and marketing.
Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:23):
Hello everyone and welcome to On the Move, a show
where we share transportationsales and marketing success
stories.
I am Jennifer Karpis-Romain,the Executive Director at the
Transportation Marketing andSales Association, which is a
trade nonprofit educating andconnecting marketing and sales
professionals in transportationand logistics, and today on the
(00:45):
show I have Jillian Montrello,vp of business development, at
Video Request.
How are you doing?
Speaker 2 (00:51):
today.
Jillian, Hi, I am doing well.
Thank you so much for having meon the show.
I'm really looking forward toit.
Speaker 1 (00:57):
I'm so excited to have you on the show and, for
those who are not familiar withVideo Request, can you tell us
what it is and how it works?
Speaker 2 (01:06):
Yes, absolutely so.
A video request is a videosoftware solution.
So we do lots of differentthings and basically it's
everything that involves videoyou can do with our software.
So folks use us to createvideos, to edit them, to request
them and to easily distributeout video content.
So a lot of people will use usfor testimonials.
(01:26):
They'll request a video fromsomeone else and then that
person will submit in a videotestimonial.
Folks use us for sales andprospecting videos, which we'll
definitely get into during thisinterview.
Really, any type of video, anysort of marketing videos, reels,
things like that that you'regoing to share out to social
media.
That's really what our tool isfor, and it's super
(01:49):
user-friendly.
We have a ton of different AIfeatures as well.
We have a chat, gpt integration.
We actually just added theability to use your voice as an
AI voice font and create avatarsthrough AI so that you can
create videos without even beingon video or recording it
yourself.
So some pretty cool stuffcoming on our end and, yeah,
(02:12):
basically an all inclusive videosoftware solution.
Speaker 1 (02:15):
That's really cool because I know a lot of times
it's hard to get people to wantto do videos and that's often
kind of a sticking point andwhen you're trying to get
testimonials.
So that's cool that you havethat avatar base.
And one thing I always likeabout your platform is that
there's a teleprompter in thereso you can like type what you're
(02:35):
thinking about and be lookingat the screen at the same time,
which is helpful, becausesometimes you know what you want
to say but you don't want to belooking down or whatever, and
so it's really helpful.
Speaker 2 (02:46):
That is the best.
I love that and they can likeyou can have folks create their
own teleprompter script.
You can create one for them.
So, yeah, that's like one of myfavorite favorite parts of the
tool.
Speaker 1 (02:57):
It's very user-friendly, for sure.
And how are transportation andlogistics companies specifically
currently using video requestsin their day-to-day operations?
Speaker 2 (03:06):
Yeah.
So there's a couple ofdifferent ways that
transportation and logisticsclients are using us.
So the first one I would say issales.
So they're using us to sendcustom videos out to their
prospects.
So one cool thing that we do iswe do give you the option to
customize the thumbnail.
So if you're sending a video inan email, you can customize the
thumbnail maybe with yourprospect or customer's name or a
(03:29):
little bit about them, just tohave that additional
personalization piece.
And then it does increase clickrates as well.
So if someone sees their name,if they see their company name
or something like that on avideo that they're getting
through an email, they'redefinitely more likely to click
into it.
So I would say that's a hugeuse case in sales is the custom
videos to prospects.
(03:50):
Additionally, customer serviceor account managers are using us
at transportation companies tocheck in with their customers
and to do and schedule quarterlybusiness reviews and just to
check in with them on, you know,an annual or a quarterly basis.
Maybe it's like a holiday videosaying we wish you a happy
holiday, or maybe it's a morespecific check-in.
(04:13):
And the last thing I would saythat transportation and
logistics clients are using usfor is those customer
testimonials.
So sending out a link to acustomer anytime, anywhere, and
having them have the ability toclick on that link, not have to
download anything, and easilycreate a testimonial video, you
know, in five minutes or less.
(04:34):
So it's really an invaluabletool in terms of collecting
those testimonials.
Then you get it back into youraccount and you can edit it and
distribute it out.
So I would say those threepieces are the main use cases
for transportation customers.
Speaker 1 (04:48):
Those are really great use cases and I love the
ease of use.
You're saying like they can doit in five minutes or less.
They don't have to downloadanything.
Makes it really easy.
Can you share a couple examplesthat video that your clients
like a really good use case?
I know you mentioned sales, butis there anything really
specific sales, marketing,internal communications?
Maybe a specific example ofsuccessful video?
Speaker 2 (05:10):
Absolutely so.
Internal communications isactually another great use case
as well.
So doing internal trainings alot of people use us for that.
Even like new hire onboarding,you can record videos, put them
all onto one webpage a reallynice new hire onboarding webpage
.
So definitely some internalcommunication uses.
In terms of specifics, one ofour customers who's a member of
(05:33):
TMSA TCW.
They have used us for a coupleof years now and they have so
many success stories Reallyre-engaging customers that maybe
have fallen off or folks thatthey weren't sure if they were
going to re-sign their contractwith them.
Being able to re-engage thosefolks has been a huge use case
(05:54):
for TCW.
And they've also used us tosend out those holiday greetings
as well.
So, taking a look at some ofthe things that they've done and
had success with, their accountmanagers are sending out, like
you know, a Merry Christmas, youknow Happy Holidays, kind of
greeting and I think it's beenreally effective just to kind of
build that relationship furtherwith their customer base and I
(06:16):
think it just helps thecustomers just to see them as
people too.
You know, it just helps todeepen the relationships and
it's not so transactional, it'sreally, you know, a deep
relationship where they'resaying hi with a picture of
their family or something likethat and saying happy holidays,
and that can be really impactfulin terms of, like, customer
retention, I think that's soimportant because it is about
(06:39):
relationship building.
Speaker 1 (06:40):
It's about what people like to do business with
people yes, learning who peopleare, hearing a little bit about
themselves, seeing how they likeeven I always I like talk with
my hands and so on this podcastyou never know if I should put
them here or here, but like andso.
But it's funny because you knowthose are.
Speaker 2 (06:59):
You get to know people, you get to see people,
you get to really get a feel forwho they are on video in a way
that we don't just in yeah, andI feel like with the user
generated video content too,that is super cool because
people are more likely to trustthat right like if it's like a
homemade video that someone'sdoing at their house, you know,
people are more inclined to say,oh, that person, you know, I
(07:22):
really trust what they're saying.
It's not like a highly producedvideo.
So I definitely think it'sinteresting to see how the
content strategy for a lot ofcompanies has shifted towards
user generated content, justbecause it is a little bit more
of that connection, like youwere saying, and like seeing
that they're real people, soit's a little bit more
trustworthy.
Speaker 1 (07:42):
Yeah, absolutely.
I think that's important and Ilike I feel like it helps
describe things to likesometimes, you know, writing
things in email it doesn't, itgets lost in translation a lot
more.
So if we don't have thecapacity to pick up the phone
and just call somebody like, canwe do a video, or do something
(08:02):
quick, or, yeah, get that thatquick testimonial, those kinds
of things, they can go reallyfar.
So I think that's awesome.
Yeah, absolutely.
And if somebody isn't usingvideo yet, um, and they're just
they're a little nervous becausevideo seems like more of a
commitment, I think, thansending an email.
So I feel like that's a lotlike I was even thinking,
(08:23):
thinking like I'm not great withthe wheels and like the those
types of things on the internet,and like I was thinking like I
should be better at them, butsometimes it's hard to get
started.
So what are some of the easiestand most effective ways a
company can start using if theyaren't, as um, familiar with how
(08:44):
to do it or haven't been usingit?
Speaker 2 (08:46):
Absolutely.
I think it's alwaysintimidating when you're first
starting, especially with video,because you might not want to
watch back a video of yourselfand there's a lot that comes
with it.
Right, you might be having abad hair day and so you might be
hesitant to do video for amillion different reasons.
I think the people that I'veseen that we've worked with
having success with video afternot using it before is kind of
(09:11):
just using a software.
Obviously, that helps them.
So if they have access tosomething that could help them
more easily create videos, editvideos, that's number one.
But I think, honestly, justbiting the bullet and getting
started, I think if you are insales and you want to start
using video, pick out your topfive or 10 prospects and just
(09:32):
take a couple hours to focus oncreating custom videos for them,
and I think knowing that itdoesn't have to be perfect is
really important as well.
We are all human.
We do all say um and ah, andyou don't always have to sound
so perfect like a robot all thetime.
A video that is more just youand how you are, so I think that
(09:54):
that is a great thing toremember too.
So, yeah, I think, just likepicking out your top prospects
or, if you're account management, picking out your top customers
and just taking the time tostart I think is really the best
way to get started is just kindof jumping into it and having a
video software that can helpyou.
And also it can be reallyhelpful to have like select
(10:16):
dates, days of the week, to dovideo.
So something that I like to dois I'll be like okay, these days
I'm going to record videos, theother days I'm not, so that I
don't feel like pressure to beon video every single day.
Speaker 1 (10:29):
I think that's really great advice.
I do like no meeting Mondays issomething I try to do all the
time and I always like laughbecause I say I look like a
gremlin on Mondays and so everyonce in a while I have to do
these recordings like on aMonday.
I'm like no that's my fullpajama day.
But I think it's so truebecause you don't want to.
You want to be camera ready ifyou're going on camera.
(10:52):
And I definitely know I knowthe days that I do these
interviews and I didn't do myhair and it like I always laugh.
I feel like like my hair islike a pre-commercial for hair
straighteners and stuff, but Imean I love it.
It's big and curly, but I canalways like, oh, but so I think
that's really good.
(11:12):
Advice is like, okay, so youdon't want to be camera ready
every day, so put these intolike what is your big meeting
day?
So try to squeeze some time in,or something like that.
And I also like how you saidthat we are human, because
that's definitely something Itry to do.
When people come on thispodcast before, it's really
interesting because I interviewwe're sales marketing people.
(11:34):
So a lot of times the salespeople, they're ready to go,
they're ready to do theseinterviews.
But I've learned that themarketing people a lot of times
it's the first time they'rebeing interviewed like they're
used to pushing their salespeople out.
They're used to pushing theirleaders out.
No one is necessarily askingthem to come on a podcast and
talk so they get a little bitmore nervous.
But we are all humans, we areall going to say something real
(11:58):
and if you do talk like a robot,people aren't going to be as
engaged with you.
So it's a really solid advice.
Speaker 2 (12:15):
Yes, absolutely.
Speaker 1 (12:19):
What do you think is the best way to ask a customer
or partner?
We've talked about that.
Testimonials are a powerfultool.
Maybe we want to touch on thata little bit more but, I do
think they are, and noteverybody's using them.
That's actually something thatin our benchmarking study that
TMSA did at the end of last year.
That was something that we sawin the results that people are
(12:42):
not asking their networks, theirpartners, their customers, to
speak on behalf of them, whichis such a miss Because, like you
said earlier, people trust whatother people are saying.
They trust real people, and sowhat is the best way to ask a
customer or a partner for atestimonial?
Speaker 2 (12:59):
Yeah, I mean.
So there's a lot of differentways that you can go about
asking.
Sometimes we see with ourcustomers that they will just
send out a video request link toyou know all of their customers
.
So they'll just say, great, I'mjust going to shoot this out
and see what we get back, andthat does work.
But I would say the best way togo about asking is to first
(13:20):
pick a handful of customers thatyou have a really good
relationship with and that youknow.
You know really like workingwith you because you want it to
be a great testimonial, right.
So I would say, pick a handfulof customers that you have a
great relationship with and then, I think in your quarterly
business review or just the nexttime you speak with them, I
would say we're so happy to hearall of your positive feedback
(13:43):
about our company.
We would be honored if youwould potentially do a video
testimonial for us.
It's very simple.
Here's the link.
You can easily, uh, create ateleprompter script, um, kind of
emphasizing how simple it isand emphasizing to them that it
doesn't need to be perfect.
So kind of going back on whatwe were saying before too, like
they need to know too that itdoesn't have to be this
(14:03):
perfectly scripted, you knowthing um, but another way that
you can do it too is you couldoffer a gift card or some sort
of incentive to get atestimonial as well.
But I find that a lot of peoplethat really like working with
you they'll just do it and ifthey're comfortable with it,
they'll go ahead and do it.
If they're not, they'll ask acolleague to do it.
(14:24):
So I definitely think justfinding those key clients that
you do have a great relationshipwith and asking them when the
time is right and more of likeyou know, an in-person kind of
ask or through Zoom or whatever,versus just shooting a link out
, although it does work in somecases.
But yeah, I would say making ita more personalized ask.
But yeah, I would say making ita more personalized ask.
Speaker 1 (14:47):
I agree, and my strategy whether it's a
testimonial or do a case studyor anything is it's when people
approach me and are sayingreally nice things yes, so like,
after Elevate, there'll be, youknow, a handful of people that
well, linkedin, you know, a lotof people will post on about the
show, but there's like peoplewho will write me like the
(15:08):
nicest emails of all time andit's like what keeps me going
Because it does.
You know, these shows we have avery small staff, so like
putting them on takes a lot outof us and so, but those emails
they're so incredible and I sitin them and I read them, but
those are the things that I'mlike, hey, do you think that you
could say that on camera?
Or like, can we use that?
And so we've used like texttestimonials too and stuff, and
(15:32):
or ask people like would youmind doing that in a video
testimonial?
That's kind of my strategy forthat kind of stuff.
If someone's coming to me andtelling me what my business does
for them in such an impactfulway and they're saying it so
profoundly to me, can you saythat to other people?
And so, and most of the timethey do say yes, they're like,
(15:53):
of course, because if they careenough to tell you, well, most
of the time care enough.
And of course, I think there'swhen you get into something more
like formal, like a case studythere's a little bit more
hesitation, because then there'slike stats and stuff that they
don't necessarily want to share,even though some still will.
But if it's just a testimonial,they're just saying like this
(16:16):
is how it helped, or this is howgreat it is, or I loved working
with this person.
People are almost alwayswilling to do that, especially
if they're reaching out to youto tell you.
Speaker 2 (16:25):
Totally agree, and that's how we approach it here
as well.
Like our customer success VPJoyce is so great and like every
time people give her positivefeedback about us, she's like
great.
Can you put it on video?
And it definitely is what worksright.
I feel like those are thepeople that we end up getting
really great testimonials from.
Speaker 1 (16:45):
Well, and they've already thought through why they
like your company.
Speaker 2 (16:48):
Right, exactly Because they're already telling
you.
Speaker 1 (16:50):
So I feel like that makes it really natural.
Speaker 2 (16:53):
Yes.
Speaker 1 (16:54):
And I know we talked about like that teleprompter
feature with video requests andstuff.
So how does video requests makesome of those asks a little
easier?
Speaker 2 (17:02):
Yeah, so you can put in instructions in your video
request link.
So I mean, you can get sospecific.
You can put in specificquestions that you want them to
answer.
You can put in specific bulletpoints.
You can also ask them forspecific information prior to
them recording the video.
So if you're sending it out toa lot of people and you want to
make sure you have all of theirinformation, you can do name,
(17:25):
email address, phone number,company name.
You can do custom fields.
So if you have any questionsthat you need to ask the folks
that are recording a video foryou, you can put in a custom
field on that video request link.
You can also put in ateleprompter script for them.
So if they are super hesitant,they don't know what to say, you
can always pop in ateleprompter script for them
(17:45):
ahead of time.
So that's always an option aswell.
But, yeah, we make it supereasy.
You also, on video request, youcan have the person check off a
consent checkbox that theyconsent to the video being
shared.
You can put your releasestatement right in there so that
you have all your bases coveredand you don't have to be
nervous about sharing out avideo that you get in so tons of
(18:12):
different options and ways tomake sure that the videos that
our customers are getting arewhat they want.
Speaker 1 (18:16):
One thing I remember, too, is you have time limits on
there as well.
So I know we always want peopleto say a lot of stuff, but
sometimes we don't want them tosay too much like, especially if
we're making like a compilationvideo or something like that.
So that has been really helpfulwhen I've used the platform in
the past too, because thenyou're like, okay, no, I want
one minute.
So it makes it easier to have,especially in those compilation
(18:38):
videos that people are runningat the same time, so you don't
have like one person talking asuper long time and another
person just doing some.
So I think that's great too.
Yes, that helps so much.
I want to talk more like wekind of talked with that stuff
with the marketing, thetestimonials, but in terms of
sales, people are always tryingto stand out from the crowd.
(18:59):
You know, reach through in asaturated market.
How can sales teams incorporatevideo in their outreach
strategies to really see success?
Speaker 2 (19:08):
Yeah, I mean, there are so many different ways.
I would say the best way, ifyou're looking for a new
business, having a video that'scustom for your prospect is
really great, so you can recorda custom video.
I mentioned before about thecustomized thumbnails, which is
super cool.
You can put your prospect'sname in and then you just copy
paste it it right into the emailand it appears as a thumbnail
(19:30):
right in the email.
So you can do a GIF thumbnail.
You can do a static thumbnail,but it appears as if it's
embedded in the email, which Idefinitely think helps click
rates as well.
We don't actually embed it inthe email because that might
cause it to go to spam, so it islinked out, but the appearance
of it in your email is that it'sembedded.
So I think creating a quickvideo like that, popping it into
(19:51):
an email, it could take twominutes or less and it really
really helps improve responserates from cold prospects.
Additionally, I think after ameeting, sending a meeting recap
video.
Thank you so much for meetingwith me.
These are the things that wediscussed and these are the next
steps.
I look forward to, you know,speaking with you on X date.
(20:12):
Let me know if you have anyquestions.
Those types of videos are veryimpactful as well and I think
those go a long way again inbuilding that trust and in
building that relationship sothat hopefully you know this
person becomes your client.
Additionally, just likefollow-up videos, if you haven't
heard back from someone, thatcan definitely trigger a
response.
If they see like oh shoot, sherecorded me a great video, I
(20:35):
feel bad I haven't responded.
And then I mentioned theaccount management videos.
Before that a lot of ourcustomers do like check-ins,
holiday well wishes, et cetera.
So lots of different ways Iwould say for sales,
specifically like new business,the prospecting videos and the
post-meeting recap videosdefinitely, I think, move the
(20:56):
needle.
Speaker 1 (20:58):
I love that post-meeting.
I would love for everyone tosend me a recap of every meeting
I have, so that I love that.
I think that's so helpful.
Do you think that, like withthose?
Then I mean probably, but thatit would help really build trust
with the prospects, shorten thesales cycle, because they don't
(21:19):
have to dig through theiremails and figure out what the
last thing we talked about was.
But you're right there for them.
Speaker 2 (21:24):
Absolutely it does, and it can be really helpful if
they have to involve like othercolleagues as well and instead
of having like another meeting,maybe they just show the other
colleagues the video that yousent over.
Or maybe you know, if you aregiving like a full recap of the
meeting and you know showingthem different things through
the video, they could easilyjust forward that on to
(21:45):
different colleagues.
So that can definitely shortenthe sales cycle and it can just
show that you're a customercentric business and so that can
definitely help move the needleand shorten the sales cycle as
well.
Speaker 1 (21:57):
I was just thinking of when you were saying, oh,
they have to relay it.
Speaker 2 (22:01):
Yeah.
Speaker 1 (22:01):
There's so many times , like on a sales call, that
they like you're meeting withthe influencer and not the
decision maker, and so they haveto then do the pitch, and so
these videos can really helpusher that along.
Or they can hear, but they'relike oh, I don't want to set a
meeting with this person.
Yeah, like with you, um meetingwith them.
But like, yeah, they can heardirectly from you in your voice,
(22:26):
to your, your passion and um,get all like the quick hits of
what you talked about, but fromfrom your own voice, which could
be really helpful too, becauseI know sometimes things can get
lost in translation with that,and so if you're sending that, I
think that's great.
Speaker 2 (22:41):
I didn't ever think about that, but I love using it
for that purpose and I'm alwayslike I don't want you to have to
do my job for me, so let mesend you this video.
If you have to forward it on toso-and-so, it'll just make
things a lot easier, and then ifthey have questions, they can
obviously reach out.
Speaker 1 (22:57):
I'm sure that helps from like a marketing
perspective too, because you canbe using short form video
reinforcing your brand, yourvalue proposition, but also like
helping your sales team, yourmarketing team, your customer
support, all the people speakingyour brand voice and everyone,
kind of be uniformed because youcan show them how to do it and
they can hear that inflectionand the highlights.
Speaker 2 (23:19):
Exactly, I think so too, and like having short
videos on your website andsocial media that really, like
paint a picture of what you doand what value you provide.
I think it's just a great wayto further entice people to work
with you.
And I think sometimes withsocial media and marketing, it's
like we might not have thingsto post about every single day,
right, but having short videosready to go that, like, your
(23:42):
staff helps out with that maybesome of those are testimonials,
et cetera those can really helpto to fill the need of posting
on social media.
You know, every day, everyother day, whatever it might be.
Speaker 1 (23:54):
And we could talk about this forever.
But I also wanted to talk abouthow you will be speaking at the
TMSA Elevate Conference June8th through 10th, and you are
going to be doing kind of a demowalkthrough video request so
people can really see exactlyhow the platform works.
What are you excited about forthe demo?
So we just started the demotrack this year, so this is a
(24:16):
brand new thing that we've beendoing, and it actually came from
a conversation with you guyslast year, because you had said,
hey, we did the thoughtleadership.
We were just telling people howto use video, but they kept
asking us how to actually useour platform and we were trying
to be like good, like thoughtleaders, and not be just showing
our platform.
What do we do?
And I'm like that's a really,really good point.
We need to give a space for ourtechnology providers to really
(24:39):
be able to show how to use theirplatform.
So what are you?
Speaker 2 (24:43):
looking forward to, so excited for that.
I um, yeah, I'm really lookingforward to that.
And that's exactly whathappened last year.
Yeah, we were chatting with thegroup, kind of like, um, just
going over video ideas, and yeah, all the questions were like
how does your platform work?
What do you guys do?
How does this work with youguys?
Um, and yeah, we didn't feellike we could show them cause,
you know, we didn't want to betoo salesy, but I'm really
(25:03):
excited this year to showeveryone our platform and I'm
going to, you know, go throughsome stats and how video can
help.
But our platform really is soawesome, so easy to use and I
think once people see it, itreally resonates with how they
could use it.
And I love doing demos becauseI'm always getting comments from
whoever I'm doing the demo to,and they're like oh, I could use
(25:23):
it in this way and it'ssomething I had never even
thought of before.
So we're always like jottingdown on our shared Google sheet
like, oh, this person said theywould use it this way, like this
is such a cool use case toremember, like different use
cases to bring up.
So I love doing a demo and I'mreally excited to show everyone
else.
Speaker 1 (25:41):
I'm so excited for you to show everyone else too.
You guys have been such a greatpartner at TMSA, so looking
forward to being able to reallytake that next step, and looking
forward to that for sure.
Just one more piece, like again, if people are feeling
overwhelmed by video, they wannastart small.
Any last minute advice to just?
(26:04):
I mean I think you nailed it onthe head before and you're like
just do it, but you know, isthere any like Any advice that
you have besides that?
Because I know people just getso hesitant to jump in the game.
Speaker 2 (26:16):
I mean, use a tool that makes you feel comfortable,
so like.
If that's video requests,that's great, but if it's
something else, that's great too.
If you're doing research andyou find a tool that you feel
comfortable using and that youfeel like looks user-friendly
and easy to use, I would saythat's a great first step.
With our team, we definitelytake a lot of steps to make sure
(26:37):
that people feel comfortableusing video.
We do an hour long training, wehelp them get started.
We help them build projects outin our software to start using
video.
So we definitely take the timeto help and the feeling of
overwhelm will not last long.
Once you get going and usingour software, you definitely get
the hang of it super quicklyand it is so simple.
(26:59):
So I would say, yeah again,jumping in, but also finding a
tool that works for you andfinding a team of folks that
will help you kind of get overthe initial hump.
Speaker 1 (27:10):
And I think it's good too if you, like your sales
team decides to start workingout all together and then you
guys can share tricks, whatworked for you, what didn't work
for you, and same with, likeyour, your marketing team, like
okay, or like marketing, mightbe creating some video that you
can use in your sales collateraland just kind of you know,
making that as a point of thealignment between those
(27:31):
departments, I think is reallythat's so true.
Speaker 2 (27:34):
Teamwork working with other folks on your team.
We allow for, like, multipleusers and like you can share
projects.
You can always see what otherpeople are up to, so that's a
really great point as well.
Speaker 1 (27:44):
Yeah, it's a.
We don't always have toreinvent the wheel.
Sometimes we just have to usethe tools that we have, and so
yeah awesome.
Well, that takes us to the lastquestion that I ask everyone
that comes on the show, and ifthat's, if you could go back and
advise a younger Jilliananything and this could be
personally or professionallywhat would you go back to and
(28:07):
what would you tell?
Speaker 2 (28:08):
her.
Yeah, I think.
I mean I think this goes forboth personal and professional
Just not to worry so much.
I feel like I have spent somuch time worrying about, oh,
how is this going to work out,how's that going to work out?
And everything works out for areason, whether it's like a
career setback or even a careerhigh, everything kind of
neutralizes right and it alljust ends up working out and
(28:30):
things go the way that they weremeant to.
So I would say, yeah, just giveyourself peace of mind and
understand that things areunfolding the way that they
should.
Speaker 1 (28:40):
Absolutely.
I would say this question hasbeen really fun to ask because
there are themes and that's oneof the biggest ones.
So I guess that's what I wouldtell anyone that's younger and
starting out their career thatalmost everyone that comes on
this show there's like the theme.
There's been different answersto it, but it's been like trust
myself more, care about my ownopinion, speak up more, take
(29:03):
more naps and like trust theprocess, really like those are
the core components everyone.
So it's like basically likerelapse and care about yourself
nervous society always anxiousabout something.
Speaker 2 (29:18):
It's like now, but then I'll be anxious about
something else tomorrow.
So if you're just able to lookback at this me and say, oh
relax, what are you doing, it isgood advice to remember.
Speaker 1 (29:29):
Yeah, but it's been really cool because that's like
that is the common themesbetween most people.
I think that question is one ofthose things and it's it kind
of all comes together sohopefully our younger selves
can't really listen to us, butyounger people can and you know.
Hopefully they take that toheart but, thank you so much for
coming on the show and thankyou for coming to Elevate, which
(29:51):
is just a few weeks away, andwe will see everybody hopefully
in Austin.
And thank you for coming in.
Speaker 2 (29:58):
Thank you so much.
See you soon.
Hello everyone and welcome to On the Move, a show
where we share transportationsales and marketing success
stories.
I am Jennifer Karpis-Romain,the Executive Director at the
Transportation Marketing andSales Association, which is a
trade nonprofit educating andconnecting marketing and sales
professionals in transportationand logistics, and today on the
(00:45):
show I have Jillian Montrello,vp of business development, at
Video Request.
How are you doing?
Speaker 2 (00:51):
today.
Jillian, Hi, I am doing well.
Thank you so much for having meon the show.
I'm really looking forward toit.
Speaker 1 (00:57):
I'm so excited to have you on the show and, for
those who are not familiar withVideo Request, can you tell us
what it is and how it works?
Speaker 2 (01:06):
Yes, absolutely so.
A video request is a videosoftware solution.
So we do lots of differentthings and basically it's
everything that involves videoyou can do with our software.
So folks use us to createvideos, to edit them, to request
them and to easily distributeout video content.
So a lot of people will use usfor testimonials.
(01:26):
They'll request a video fromsomeone else and then that
person will submit in a videotestimonial.
Folks use us for sales andprospecting videos, which we'll
definitely get into during thisinterview.
Really, any type of video, anysort of marketing videos, reels,
things like that that you'regoing to share out to social
media.
That's really what our tool isfor, and it's super
(01:49):
user-friendly.
We have a ton of different AIfeatures as well.
We have a chat, gpt integration.
We actually just added theability to use your voice as an
AI voice font and create avatarsthrough AI so that you can
create videos without even beingon video or recording it
yourself.
So some pretty cool stuffcoming on our end and, yeah,
(02:12):
basically an all inclusive videosoftware solution.
Speaker 1 (02:15):
That's really cool because I know a lot of times
it's hard to get people to wantto do videos and that's often
kind of a sticking point andwhen you're trying to get
testimonials.
So that's cool that you havethat avatar base.
And one thing I always likeabout your platform is that
there's a teleprompter in thereso you can like type what you're
(02:35):
thinking about and be lookingat the screen at the same time,
which is helpful, becausesometimes you know what you want
to say but you don't want to belooking down or whatever, and
so it's really helpful.
Speaker 2 (02:46):
That is the best.
I love that and they can likeyou can have folks create their
own teleprompter script.
You can create one for them.
So, yeah, that's like one of myfavorite favorite parts of the
tool.
Speaker 1 (02:57):
It's very user-friendly, for sure.
And how are transportation andlogistics companies specifically
currently using video requestsin their day-to-day operations?
Speaker 2 (03:06):
Yeah.
So there's a couple ofdifferent ways that
transportation and logisticsclients are using us.
So the first one I would say issales.
So they're using us to sendcustom videos out to their
prospects.
So one cool thing that we do iswe do give you the option to
customize the thumbnail.
So if you're sending a video inan email, you can customize the
thumbnail maybe with yourprospect or customer's name or a
(03:29):
little bit about them, just tohave that additional
personalization piece.
And then it does increase clickrates as well.
So if someone sees their name,if they see their company name
or something like that on avideo that they're getting
through an email, they'redefinitely more likely to click
into it.
So I would say that's a hugeuse case in sales is the custom
videos to prospects.
(03:50):
Additionally, customer serviceor account managers are using us
at transportation companies tocheck in with their customers
and to do and schedule quarterlybusiness reviews and just to
check in with them on, you know,an annual or a quarterly basis.
Maybe it's like a holiday videosaying we wish you a happy
holiday, or maybe it's a morespecific check-in.
(04:13):
And the last thing I would saythat transportation and
logistics clients are using usfor is those customer
testimonials.
So sending out a link to acustomer anytime, anywhere, and
having them have the ability toclick on that link, not have to
download anything, and easilycreate a testimonial video, you
know, in five minutes or less.
(04:34):
So it's really an invaluabletool in terms of collecting
those testimonials.
Then you get it back into youraccount and you can edit it and
distribute it out.
So I would say those threepieces are the main use cases
for transportation customers.
Speaker 1 (04:48):
Those are really great use cases and I love the
ease of use.
You're saying like they can doit in five minutes or less.
They don't have to downloadanything.
Makes it really easy.
Can you share a couple examplesthat video that your clients
like a really good use case?
I know you mentioned sales, butis there anything really
specific sales, marketing,internal communications?
Maybe a specific example ofsuccessful video?
Speaker 2 (05:10):
Absolutely so.
Internal communications isactually another great use case
as well.
So doing internal trainings alot of people use us for that.
Even like new hire onboarding,you can record videos, put them
all onto one webpage a reallynice new hire onboarding webpage
.
So definitely some internalcommunication uses.
In terms of specifics, one ofour customers who's a member of
(05:33):
TMSA TCW.
They have used us for a coupleof years now and they have so
many success stories Reallyre-engaging customers that maybe
have fallen off or folks thatthey weren't sure if they were
going to re-sign their contractwith them.
Being able to re-engage thosefolks has been a huge use case
(05:54):
for TCW.
And they've also used us tosend out those holiday greetings
as well.
So, taking a look at some ofthe things that they've done and
had success with, their accountmanagers are sending out, like
you know, a Merry Christmas, youknow Happy Holidays, kind of
greeting and I think it's beenreally effective just to kind of
build that relationship furtherwith their customer base and I
(06:16):
think it just helps thecustomers just to see them as
people too.
You know, it just helps todeepen the relationships and
it's not so transactional, it'sreally, you know, a deep
relationship where they'resaying hi with a picture of
their family or something likethat and saying happy holidays,
and that can be really impactfulin terms of, like, customer
retention, I think that's soimportant because it is about
(06:39):
relationship building.
Speaker 1 (06:40):
It's about what people like to do business with
people yes, learning who peopleare, hearing a little bit about
themselves, seeing how they likeeven I always I like talk with
my hands and so on this podcastyou never know if I should put
them here or here, but like andso.
But it's funny because you knowthose are.
Speaker 2 (06:59):
You get to know people, you get to see people,
you get to really get a feel forwho they are on video in a way
that we don't just in yeah, andI feel like with the user
generated video content too,that is super cool because
people are more likely to trustthat right like if it's like a
homemade video that someone'sdoing at their house, you know,
people are more inclined to say,oh, that person, you know, I
(07:22):
really trust what they're saying.
It's not like a highly producedvideo.
So I definitely think it'sinteresting to see how the
content strategy for a lot ofcompanies has shifted towards
user generated content, justbecause it is a little bit more
of that connection, like youwere saying, and like seeing
that they're real people, soit's a little bit more
trustworthy.
Speaker 1 (07:42):
Yeah, absolutely.
I think that's important and Ilike I feel like it helps
describe things to likesometimes, you know, writing
things in email it doesn't, itgets lost in translation a lot
more.
So if we don't have thecapacity to pick up the phone
and just call somebody like, canwe do a video, or do something
(08:02):
quick, or, yeah, get that thatquick testimonial, those kinds
of things, they can go reallyfar.
So I think that's awesome.
Yeah, absolutely.
And if somebody isn't usingvideo yet, um, and they're just
they're a little nervous becausevideo seems like more of a
commitment, I think, thansending an email.
So I feel like that's a lotlike I was even thinking,
(08:23):
thinking like I'm not great withthe wheels and like the those
types of things on the internet,and like I was thinking like I
should be better at them, butsometimes it's hard to get
started.
So what are some of the easiestand most effective ways a
company can start using if theyaren't, as um, familiar with how
(08:44):
to do it or haven't been usingit?
Speaker 2 (08:46):
Absolutely.
I think it's alwaysintimidating when you're first
starting, especially with video,because you might not want to
watch back a video of yourselfand there's a lot that comes
with it.
Right, you might be having abad hair day and so you might be
hesitant to do video for amillion different reasons.
I think the people that I'veseen that we've worked with
having success with video afternot using it before is kind of
(09:11):
just using a software.
Obviously, that helps them.
So if they have access tosomething that could help them
more easily create videos, editvideos, that's number one.
But I think, honestly, justbiting the bullet and getting
started, I think if you are insales and you want to start
using video, pick out your topfive or 10 prospects and just
(09:32):
take a couple hours to focus oncreating custom videos for them,
and I think knowing that itdoesn't have to be perfect is
really important as well.
We are all human.
We do all say um and ah, andyou don't always have to sound
so perfect like a robot all thetime.
A video that is more just youand how you are, so I think that
(09:54):
that is a great thing toremember too.
So, yeah, I think, just likepicking out your top prospects
or, if you're account management, picking out your top customers
and just taking the time tostart I think is really the best
way to get started is just kindof jumping into it and having a
video software that can helpyou.
And also it can be reallyhelpful to have like select
(10:16):
dates, days of the week, to dovideo.
So something that I like to dois I'll be like okay, these days
I'm going to record videos, theother days I'm not, so that I
don't feel like pressure to beon video every single day.
Speaker 1 (10:29):
I think that's really great advice.
I do like no meeting Mondays issomething I try to do all the
time and I always like laughbecause I say I look like a
gremlin on Mondays and so everyonce in a while I have to do
these recordings like on aMonday.
I'm like no that's my fullpajama day.
But I think it's so truebecause you don't want to.
You want to be camera ready ifyou're going on camera.
(10:52):
And I definitely know I knowthe days that I do these
interviews and I didn't do myhair and it like I always laugh.
I feel like like my hair islike a pre-commercial for hair
straighteners and stuff, but Imean I love it.
It's big and curly, but I canalways like, oh, but so I think
that's really good.
(11:12):
Advice is like, okay, so youdon't want to be camera ready
every day, so put these intolike what is your big meeting
day?
So try to squeeze some time in,or something like that.
And I also like how you saidthat we are human, because
that's definitely something Itry to do.
When people come on thispodcast before, it's really
interesting because I interviewwe're sales marketing people.
(11:34):
So a lot of times the salespeople, they're ready to go,
they're ready to do theseinterviews.
But I've learned that themarketing people a lot of times
it's the first time they'rebeing interviewed like they're
used to pushing their salespeople out.
They're used to pushing theirleaders out.
No one is necessarily askingthem to come on a podcast and
talk so they get a little bitmore nervous.
But we are all humans, we areall going to say something real
(11:58):
and if you do talk like a robot,people aren't going to be as
engaged with you.
So it's a really solid advice.
Speaker 2 (12:15):
Yes, absolutely.
Speaker 1 (12:19):
What do you think is the best way to ask a customer
or partner?
We've talked about that.
Testimonials are a powerfultool.
Maybe we want to touch on thata little bit more but, I do
think they are, and noteverybody's using them.
That's actually something thatin our benchmarking study that
TMSA did at the end of last year.
That was something that we sawin the results that people are
(12:42):
not asking their networks, theirpartners, their customers, to
speak on behalf of them, whichis such a miss Because, like you
said earlier, people trust whatother people are saying.
They trust real people, and sowhat is the best way to ask a
customer or a partner for atestimonial?
Speaker 2 (12:59):
Yeah, I mean.
So there's a lot of differentways that you can go about
asking.
Sometimes we see with ourcustomers that they will just
send out a video request link toyou know all of their customers
.
So they'll just say, great, I'mjust going to shoot this out
and see what we get back, andthat does work.
But I would say the best way togo about asking is to first
(13:20):
pick a handful of customers thatyou have a really good
relationship with and that youknow.
You know really like workingwith you because you want it to
be a great testimonial, right.
So I would say, pick a handfulof customers that you have a
great relationship with and then, I think in your quarterly
business review or just the nexttime you speak with them, I
would say we're so happy to hearall of your positive feedback
(13:43):
about our company.
We would be honored if youwould potentially do a video
testimonial for us.
It's very simple.
Here's the link.
You can easily, uh, create ateleprompter script, um, kind of
emphasizing how simple it isand emphasizing to them that it
doesn't need to be perfect.
So kind of going back on whatwe were saying before too, like
they need to know too that itdoesn't have to be this
(14:03):
perfectly scripted, you knowthing um, but another way that
you can do it too is you couldoffer a gift card or some sort
of incentive to get atestimonial as well.
But I find that a lot of peoplethat really like working with
you they'll just do it and ifthey're comfortable with it,
they'll go ahead and do it.
If they're not, they'll ask acolleague to do it.
(14:24):
So I definitely think justfinding those key clients that
you do have a great relationshipwith and asking them when the
time is right and more of likeyou know, an in-person kind of
ask or through Zoom or whatever,versus just shooting a link out
, although it does work in somecases.
But yeah, I would say making ita more personalized ask.
But yeah, I would say making ita more personalized ask.
Speaker 1 (14:47):
I agree, and my strategy whether it's a
testimonial or do a case studyor anything is it's when people
approach me and are sayingreally nice things yes, so like,
after Elevate, there'll be, youknow, a handful of people that
well, linkedin, you know, a lotof people will post on about the
show, but there's like peoplewho will write me like the
(15:08):
nicest emails of all time andit's like what keeps me going
Because it does.
You know, these shows we have avery small staff, so like
putting them on takes a lot outof us and so, but those emails
they're so incredible and I sitin them and I read them, but
those are the things that I'mlike, hey, do you think that you
could say that on camera?
Or like, can we use that?
And so we've used like texttestimonials too and stuff, and
(15:32):
or ask people like would youmind doing that in a video
testimonial?
That's kind of my strategy forthat kind of stuff.
If someone's coming to me andtelling me what my business does
for them in such an impactfulway and they're saying it so
profoundly to me, can you saythat to other people?
And so, and most of the timethey do say yes, they're like,
(15:53):
of course, because if they careenough to tell you, well, most
of the time care enough.
And of course, I think there'swhen you get into something more
like formal, like a case studythere's a little bit more
hesitation, because then there'slike stats and stuff that they
don't necessarily want to share,even though some still will.
But if it's just a testimonial,they're just saying like this
(16:16):
is how it helped, or this is howgreat it is, or I loved working
with this person.
People are almost alwayswilling to do that, especially
if they're reaching out to youto tell you.
Speaker 2 (16:25):
Totally agree, and that's how we approach it here
as well.
Like our customer success VPJoyce is so great and like every
time people give her positivefeedback about us, she's like
great.
Can you put it on video?
And it definitely is what worksright.
I feel like those are thepeople that we end up getting
really great testimonials from.
Speaker 1 (16:45):
Well, and they've already thought through why they
like your company.
Speaker 2 (16:48):
Right, exactly Because they're already telling
you.
Speaker 1 (16:50):
So I feel like that makes it really natural.
Speaker 2 (16:53):
Yes.
Speaker 1 (16:54):
And I know we talked about like that teleprompter
feature with video requests andstuff.
So how does video requests makesome of those asks a little
easier?
Speaker 2 (17:02):
Yeah, so you can put in instructions in your video
request link.
So I mean, you can get sospecific.
You can put in specificquestions that you want them to
answer.
You can put in specific bulletpoints.
You can also ask them forspecific information prior to
them recording the video.
So if you're sending it out toa lot of people and you want to
make sure you have all of theirinformation, you can do name,
(17:25):
email address, phone number,company name.
You can do custom fields.
So if you have any questionsthat you need to ask the folks
that are recording a video foryou, you can put in a custom
field on that video request link.
You can also put in ateleprompter script for them.
So if they are super hesitant,they don't know what to say, you
can always pop in ateleprompter script for them
(17:45):
ahead of time.
So that's always an option aswell.
But, yeah, we make it supereasy.
You also, on video request, youcan have the person check off a
consent checkbox that theyconsent to the video being
shared.
You can put your releasestatement right in there so that
you have all your bases coveredand you don't have to be
nervous about sharing out avideo that you get in so tons of
(18:12):
different options and ways tomake sure that the videos that
our customers are getting arewhat they want.
Speaker 1 (18:16):
One thing I remember, too, is you have time limits on
there as well.
So I know we always want peopleto say a lot of stuff, but
sometimes we don't want them tosay too much like, especially if
we're making like a compilationvideo or something like that.
So that has been really helpfulwhen I've used the platform in
the past too, because thenyou're like, okay, no, I want
one minute.
So it makes it easier to have,especially in those compilation
(18:38):
videos that people are runningat the same time, so you don't
have like one person talking asuper long time and another
person just doing some.
So I think that's great too.
Yes, that helps so much.
I want to talk more like wekind of talked with that stuff
with the marketing, thetestimonials, but in terms of
sales, people are always tryingto stand out from the crowd.
(18:59):
You know, reach through in asaturated market.
How can sales teams incorporatevideo in their outreach
strategies to really see success?
Speaker 2 (19:08):
Yeah, I mean, there are so many different ways.
I would say the best way, ifyou're looking for a new
business, having a video that'scustom for your prospect is
really great, so you can recorda custom video.
I mentioned before about thecustomized thumbnails, which is
super cool.
You can put your prospect'sname in and then you just copy
paste it it right into the emailand it appears as a thumbnail
(19:30):
right in the email.
So you can do a GIF thumbnail.
You can do a static thumbnail,but it appears as if it's
embedded in the email, which Idefinitely think helps click
rates as well.
We don't actually embed it inthe email because that might
cause it to go to spam, so it islinked out, but the appearance
of it in your email is that it'sembedded.
So I think creating a quickvideo like that, popping it into
(19:51):
an email, it could take twominutes or less and it really
really helps improve responserates from cold prospects.
Additionally, I think after ameeting, sending a meeting recap
video.
Thank you so much for meetingwith me.
These are the things that wediscussed and these are the next
steps.
I look forward to, you know,speaking with you on X date.
(20:12):
Let me know if you have anyquestions.
Those types of videos are veryimpactful as well and I think
those go a long way again inbuilding that trust and in
building that relationship sothat hopefully you know this
person becomes your client.
Additionally, just likefollow-up videos, if you haven't
heard back from someone, thatcan definitely trigger a
response.
If they see like oh shoot, sherecorded me a great video, I
(20:35):
feel bad I haven't responded.
And then I mentioned theaccount management videos.
Before that a lot of ourcustomers do like check-ins,
holiday well wishes, et cetera.
So lots of different ways Iwould say for sales,
specifically like new business,the prospecting videos and the
post-meeting recap videosdefinitely, I think, move the
(20:56):
needle.
Speaker 1 (20:58):
I love that post-meeting.
I would love for everyone tosend me a recap of every meeting
I have, so that I love that.
I think that's so helpful.
Do you think that, like withthose?
Then I mean probably, but thatit would help really build trust
with the prospects, shorten thesales cycle, because they don't
(21:19):
have to dig through theiremails and figure out what the
last thing we talked about was.
But you're right there for them.
Speaker 2 (21:24):
Absolutely it does, and it can be really helpful if
they have to involve like othercolleagues as well and instead
of having like another meeting,maybe they just show the other
colleagues the video that yousent over.
Or maybe you know, if you aregiving like a full recap of the
meeting and you know showingthem different things through
the video, they could easilyjust forward that on to
(21:45):
different colleagues.
So that can definitely shortenthe sales cycle and it can just
show that you're a customercentric business and so that can
definitely help move the needleand shorten the sales cycle as
well.
Speaker 1 (21:57):
I was just thinking of when you were saying, oh,
they have to relay it.
Speaker 2 (22:01):
Yeah.
Speaker 1 (22:01):
There's so many times , like on a sales call, that
they like you're meeting withthe influencer and not the
decision maker, and so they haveto then do the pitch, and so
these videos can really helpusher that along.
Or they can hear, but they'relike oh, I don't want to set a
meeting with this person.
Yeah, like with you, um meetingwith them.
But like, yeah, they can heardirectly from you in your voice,
(22:26):
to your, your passion and um,get all like the quick hits of
what you talked about, but fromfrom your own voice, which could
be really helpful too, becauseI know sometimes things can get
lost in translation with that,and so if you're sending that, I
think that's great.
Speaker 2 (22:41):
I didn't ever think about that, but I love using it
for that purpose and I'm alwayslike I don't want you to have to
do my job for me, so let mesend you this video.
If you have to forward it on toso-and-so, it'll just make
things a lot easier, and then ifthey have questions, they can
obviously reach out.
Speaker 1 (22:57):
I'm sure that helps from like a marketing
perspective too, because you canbe using short form video
reinforcing your brand, yourvalue proposition, but also like
helping your sales team, yourmarketing team, your customer
support, all the people speakingyour brand voice and everyone,
kind of be uniformed because youcan show them how to do it and
they can hear that inflectionand the highlights.
Speaker 2 (23:19):
Exactly, I think so too, and like having short
videos on your website andsocial media that really, like
paint a picture of what you doand what value you provide.
I think it's just a great wayto further entice people to work
with you.
And I think sometimes withsocial media and marketing, it's
like we might not have thingsto post about every single day,
right, but having short videosready to go that, like, your
(23:42):
staff helps out with that maybesome of those are testimonials,
et cetera those can really helpto to fill the need of posting
on social media.
You know, every day, everyother day, whatever it might be.
Speaker 1 (23:54):
And we could talk about this forever.
But I also wanted to talk abouthow you will be speaking at the
TMSA Elevate Conference June8th through 10th, and you are
going to be doing kind of a demowalkthrough video request so
people can really see exactlyhow the platform works.
What are you excited about forthe demo?
So we just started the demotrack this year, so this is a
(24:16):
brand new thing that we've beendoing, and it actually came from
a conversation with you guyslast year, because you had said,
hey, we did the thoughtleadership.
We were just telling people howto use video, but they kept
asking us how to actually useour platform and we were trying
to be like good, like thoughtleaders, and not be just showing
our platform.
What do we do?
And I'm like that's a really,really good point.
We need to give a space for ourtechnology providers to really
(24:39):
be able to show how to use theirplatform.
So what are you?
Speaker 2 (24:43):
looking forward to, so excited for that.
I um, yeah, I'm really lookingforward to that.
And that's exactly whathappened last year.
Yeah, we were chatting with thegroup, kind of like, um, just
going over video ideas, and yeah, all the questions were like
how does your platform work?
What do you guys do?
How does this work with youguys?
Um, and yeah, we didn't feellike we could show them cause,
you know, we didn't want to betoo salesy, but I'm really
(25:03):
excited this year to showeveryone our platform and I'm
going to, you know, go throughsome stats and how video can
help.
But our platform really is soawesome, so easy to use and I
think once people see it, itreally resonates with how they
could use it.
And I love doing demos becauseI'm always getting comments from
whoever I'm doing the demo to,and they're like oh, I could use
(25:23):
it in this way and it'ssomething I had never even
thought of before.
So we're always like jottingdown on our shared Google sheet
like, oh, this person said theywould use it this way, like this
is such a cool use case toremember, like different use
cases to bring up.
So I love doing a demo and I'mreally excited to show everyone
else.
Speaker 1 (25:41):
I'm so excited for you to show everyone else too.
You guys have been such a greatpartner at TMSA, so looking
forward to being able to reallytake that next step, and looking
forward to that for sure.
Just one more piece, like again, if people are feeling
overwhelmed by video, they wannastart small.
Any last minute advice to just?
(26:04):
I mean I think you nailed it onthe head before and you're like
just do it, but you know, isthere any like Any advice that
you have besides that?
Because I know people just getso hesitant to jump in the game.
Speaker 2 (26:16):
I mean, use a tool that makes you feel comfortable,
so like.
If that's video requests,that's great, but if it's
something else, that's great too.
If you're doing research andyou find a tool that you feel
comfortable using and that youfeel like looks user-friendly
and easy to use, I would saythat's a great first step.
With our team, we definitelytake a lot of steps to make sure
(26:37):
that people feel comfortableusing video.
We do an hour long training, wehelp them get started.
We help them build projects outin our software to start using
video.
So we definitely take the timeto help and the feeling of
overwhelm will not last long.
Once you get going and usingour software, you definitely get
the hang of it super quicklyand it is so simple.
(26:59):
So I would say, yeah again,jumping in, but also finding a
tool that works for you andfinding a team of folks that
will help you kind of get overthe initial hump.
Speaker 1 (27:10):
And I think it's good too if you, like your sales
team decides to start workingout all together and then you
guys can share tricks, whatworked for you, what didn't work
for you, and same with, likeyour, your marketing team, like
okay, or like marketing, mightbe creating some video that you
can use in your sales collateraland just kind of you know,
making that as a point of thealignment between those
(27:31):
departments, I think is reallythat's so true.
Speaker 2 (27:34):
Teamwork working with other folks on your team.
We allow for, like, multipleusers and like you can share
projects.
You can always see what otherpeople are up to, so that's a
really great point as well.
Speaker 1 (27:44):
Yeah, it's a.
We don't always have toreinvent the wheel.
Sometimes we just have to usethe tools that we have, and so
yeah awesome.
Well, that takes us to the lastquestion that I ask everyone
that comes on the show, and ifthat's, if you could go back and
advise a younger Jilliananything and this could be
personally or professionallywhat would you go back to and
(28:07):
what would you tell?
Speaker 2 (28:08):
her.
Yeah, I think.
I mean I think this goes forboth personal and professional
Just not to worry so much.
I feel like I have spent somuch time worrying about, oh,
how is this going to work out,how's that going to work out?
And everything works out for areason, whether it's like a
career setback or even a careerhigh, everything kind of
neutralizes right and it alljust ends up working out and
(28:30):
things go the way that they weremeant to.
So I would say, yeah, just giveyourself peace of mind and
understand that things areunfolding the way that they
should.
Speaker 1 (28:40):
Absolutely.
I would say this question hasbeen really fun to ask because
there are themes and that's oneof the biggest ones.
So I guess that's what I wouldtell anyone that's younger and
starting out their career thatalmost everyone that comes on
this show there's like the theme.
There's been different answersto it, but it's been like trust
myself more, care about my ownopinion, speak up more, take
(29:03):
more naps and like trust theprocess, really like those are
the core components everyone.
So it's like basically likerelapse and care about yourself
nervous society always anxiousabout something.
Speaker 2 (29:18):
It's like now, but then I'll be anxious about
something else tomorrow.
So if you're just able to lookback at this me and say, oh
relax, what are you doing, it isgood advice to remember.
Speaker 1 (29:29):
Yeah, but it's been really cool because that's like
that is the common themesbetween most people.
I think that question is one ofthose things and it's it kind
of all comes together sohopefully our younger selves
can't really listen to us, butyounger people can and you know.
Hopefully they take that toheart but, thank you so much for
coming on the show and thankyou for coming to Elevate, which
(29:51):
is just a few weeks away, andwe will see everybody hopefully
in Austin.
And thank you for coming in.
Speaker 2 (29:58):
Thank you so much.
See you soon.
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