Sales teams often find themselves answering the same ten questions repeatedly each week. Topics like pricing, objections, competitors, and implementation are frequently discussed. Typically, these questions are addressed live by whoever is on the call. A video FAQ library allows you to capture these answers once, ensuring that every prospect receives the best version every time. Here's how to build one.
Identify the Top Ten Questions
Meet with your top sales reps to discover the questions they encounter in every initial call. Pricing is usually the first topic, followed by objections such as security, switching costs, and integration. Then, competitive comparisons and implementation timelines. This list generally boils down to ten core questions. These are your video FAQ scope. Aim for these top ten, as they cover the majority of conversations.
Record Answers as if Speaking to a Prospect
Avoid recording FAQ answers as marketing voiceovers. Instead, record them as if a specific prospect just asked the question on Zoom. Use direct address, maintain a natural pace, and offer a genuine point of view. Keep each answer between one to two minutes. The most-watched FAQ videos feel like the salesperson is in the prospect's office, not delivering a corporate explainer. The closer the recording is to a natural conversation, the more likely reps will use them.
Organize the Library into Collections
Once you have the ten videos, organize them into Collections within Sales Team Materials. Group them by buyer stage, such as early-cycle questions in one Collection and late-cycle in another, or by question type like pricing, technical, and competitive. Sales reps can then easily grab the right collection link and include it in a follow-up email. This single link can replace lengthy email replies and provide prospects with better answers than a rep might write on the fly.
Transform Conversations into Scalable Tools
The goal of the video FAQ is not to replace sales conversations but to scale the best answer to each recurring question. This allows the rep to focus on what's unique to each deal during live calls. While the pricing answer remains the same for every prospect, discussions about a specific prospect's procurement cycle do not. By using video for the repeatable parts, you free up the rep's attention for more personalized interactions.
Get Started This Week
Gather your top three reps for a 30-minute call and list the ten questions every prospect asks. Choose one question to record this week. Use MarketScale to create a Request with that question, send it to the person who provides the best live answer, and then add the finished video to a Sales FAQ Collection. Repeat this process weekly for ten weeks. By the end of the quarter, your sales team will close deals faster because the FAQ handles the repetitive inquiries.
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