The 80% Video: Transforming Sales Conversations

Why Sales Teams Need the 80% Video

Most sales teams face the same challenge—answering the same questions over and over. Studies show 70-90% of questions on sales calls are repetitive. Imagine if prospects already knew the answers before the call even started. Sales conversations would be shorter, more productive, and focused on specific needs. This is where the 80% video comes in.

How to Create an 80% Video

Follow these steps to create your 80% video:

• List your core products or services and plan to create a video for each.
• Brainstorm at least 10 common questions prospects ask about each product or service.
• Narrow the list to the top 7 questions—this is your "core 80%."
• Answer each question in short, focused videos. Post them on YouTube and your website.
• Combine these into one long video—the 80% video.
• Provide the video to sales teams and ask prospects to watch it before meetings.

Addressing Common Questions About 80% Videos

1. How long should the 80% video be?

Length depends on buyer readiness. New prospects may prefer shorter content, while serious buyers often watch longer videos. The goal is to be concise yet thorough enough to eliminate questions and build confidence.

2. Should one or multiple people present in the video?

Use the clearest communicator available. Multiple experts can add credibility, but one person works fine if they’re effective. Sales reps may even create personalized versions.

3. What if we offer many products or services?

Focus on the top 20% of offerings that generate 80% of revenue. Prioritize products with high untapped potential.

4. How do we ensure prospects watch the video?

Sales scripts should emphasize time savings, reduced stress, and clearer decisions. For example:

"We’ve created a video answering the top 7 questions people like you have. It’ll save you time and money and make our meeting more productive. Will you watch it before Friday?"

5. Can these videos be used in customer service?

Absolutely. Use them to address common customer issues and include them in onboarding packages to reduce support costs.

6. Does this work for e-commerce?

Yes. Each product should have an 80% video addressing key questions and concerns right on the product page.

7. Should videos be highly produced?

Start simple. A basic talking-head video is better than waiting for perfect production. Improve gradually with visuals and edits as needed.

8. What mistakes should we avoid?

Don’t overcomplicate the process or frame questions from the company’s perspective. Write questions exactly as buyers would ask them, and make the tone conversational and reassuring.

9. Can these videos be used throughout the sales process?

Yes. They’re perfect for sharing with decision-makers who weren’t present in the initial conversation. They keep the message clear and consistent, reducing misunderstandings.

Final Thoughts

The 80% video simplifies sales, saves time, and builds trust. When done well, it becomes a powerful tool that answers questions, eases fears, and improves closing rates. Start creating your 80% video today and watch your sales process transform.