Flip the script: empower buyers with async content and short videos

Aug 6, 2026 · 30 Minutes to President's Club
🎧 PodShort 22 min squeezed to 2 AI SprinklerAS Sales Tech New
Episode artwork
Lindsay
Enterprise Account Executive at Consensus
30 Minutes to President's Club
22 min squeezed to 2
Full episode from 30 Minutes to President's Club
Quotable Moments

Often times we've been trained to hoard information and content behind a live demo or a live call. I'm doing the exact opposite.

LindsayEnterprise Account Executive at Consensus
00:50

The closer you are to the top funnel, the shorter it should be, because you haven't earned the right to their time yet and they don't know if it's worth it or not.

LindsayEnterprise Account Executive at Consensus
12:15

I'm going to send them content and demo videos and pre-recorded videos and self-serve demos and stuff like that that are allowing them to give you signals back in the buying cycle rather than the only signal you get is them in a meeting.

Mark KosoglowCo-host
20:30
Key Insights
  • Instead of hoarding information behind a live demo or call, sellers should immediately send relevant content to prospects after a meeting reminder is set.
  • Utilizing asynchronous-friendly channels like Slack, Teams, and texting, rather than just email and calls, helps meet buyers where they are and makes the process more convenient for them.
  • Always send an explainer video for significant information like business cases or pricing, as buyers are not professional sales reps and need digestible content.
  • The closer a prospect is to the top of the sales funnel, the shorter and more concise the content shared with them should be, as trust has not yet been fully earned.
  • Sellers should use bullet points rather than fully scripted content for videos to maintain authenticity, which resonates better with buyers.
  • Sending pre-recorded demos or content allows sellers to stay top of mind with buyers and gain actionable insights into their engagement, which can inform deal health.
  • A rep should not be afraid to share a demo early in the sales process to excite prospects about the 'art of the possible,' which can then drive deeper discovery.
  • In sales, it's crucial to trust buyers and send them information to see how they react, rather than trying to control every interaction, as this can accelerate the sales cycle.
Metrics Mentioned
  • 72% close rate (The guide with Consensus helps achieve this by uncovering hidden stakeholders, creating deal momentum, and stacking the odds in your favor.)

RevBots.ai View:

  • AI Sprinkler teams bolt on video tools but miss the async orchestration needed for buyer empowerment.
  • Trusting buyers with content early accelerates cycles: a key ARM mindset shift.
  • Async channels and video analytics create buying signals without manual tracking.
  • Tab Hopper founders hoard info; ARM sellers use tech to scale buyer enablement.
🎧Full Episode:30 Minutes to President's Club →