Automation and AI are quickly reshaping how income groups function and ship on purchaser expectations. As effectivity turns into baseline, belief has taken on new weight. With out it, even probably the most refined automated outreach feels largely indistinguishable.
Few groups perceive this higher than IMPACT.
IMPACT is an inbound advertising and training and coaching firm that helps leaders generate extra clients utilizing its Countless Prospects System™. Somewhat than automating buyer communication to the purpose of abstraction, the crew has doubled down on video to construct belief quicker, shorten gross sales cycles, and create extra significant purchaser experiences at scale.
To be taught extra about their strategy, we spoke with Stephanie Baiocchi, Director of Membership and Occasions at IMPACT. Stephanie brings collectively IMPACT’s neighborhood via occasions, webinars, and on-line programming, whereas additionally supporting advertising and gross sales enablement.
Right here’s how her crew makes use of Vidyard to construct credibility, scale personalization, and preserve human connection on the middle of IMPACT’s work.
Bringing a neighborhood collectively at scale
Q: Are you able to describe your function at IMPACT and what you’re liable for?
Stephanie: I’m the Director of Membership and Occasions at IMPACT. My function is to convey collectively our complete neighborhood of people who find themselves implementing the Countless Prospects System.
That features on-line and in-person occasions, webinars, and our on-line neighborhood. I additionally help advertising and gross sales enablement the place I can. Every part ladders as much as one purpose: serving to extra individuals develop their enterprise utilizing the system we train.
Q: Why has being human grow to be such a precedence to your crew?
Stephanie: It’s 2026—individuals are skeptical of all the pieces. Should you might help somebody put a face to a reputation early on, that’s a recreation changer for constructing belief. At IMPACT, we discuss rather a lot about what we’ve outlined as The 4 Pillars of a Recognized and Trusted Model: say what others received’t, present what others received’t, promote what others received’t, and be extra human than others are keen to be.
Automated text-based communication leaves quite a lot of room for interpretation and little or no actual face time with consumers. With video, you may see and listen to somebody, so tone and intent are clear instantly.
And sure, reaching of us typically means utilizing AI and automation to get your message on the market, however pairing it with video retains these interactions feeling private.
How video makes a distinction in buyer inboxes
Q: Earlier than utilizing Vidyard, what did communication with prospects appear like?
Stephanie: It was largely text-based. Somebody would guide a gathering and get a calendar invite—which is truthfully the least private factor you may ship. There was no tone, no context, no relationship constructed earlier than the decision.
Q: What does that have appear like now?
Stephanie: Now, when somebody books time with us, they get a brief intro video.
The particular person they’re assembly with will clarify who they’re, the aim of the assembly, and what to anticipate. And folks usually reply with issues like, “I’ve by no means seen something like this earlier than.” That tells you ways uncommon this nonetheless is.
It builds belief earlier than we ever converse stay.
Shortening the gross sales cycle with video
Q: How are you utilizing video earlier than gross sales calls?
Stephanie: We ship a video earlier than the primary gross sales name that solutions the commonest questions upfront.
Consumers can watch it on their very own time, digest the knowledge, and are available to the dialog with higher, extra particular questions which helps us get to extra significant dialogue early on.
Q: What impression does which have on the gross sales course of?
Stephanie: Video removes friction, hastens the method, and builds belief. We’re not gatekeeping solutions. Consumers really feel extra knowledgeable and extra assured. Salespeople are speaking to knowledgeable consumers as an alternative of answering the identical questions again and again. Plus, as an alternative of linking an article, we ship a two-minute video, which helps construct belief as they will see and listen to the particular person forward typically name. Vidyard analytics present individuals truly watch it, too!
Q: How embedded is video in your day by day work?
Stephanie: Utterly embedded. I don’t suppose there’s a day that goes by the place I don’t ship a video. I’ve personally despatched practically 2,500 movies.
Throughout IMPACT, we’ve had over 3 million video hundreds with a median watch time of 73%.
That tells us individuals need this type of communication.
Scaling personalization with Video Agent
Q: How are you utilizing Video Agent right now?
Stephanie: We use Video Agent closely in prospecting. Our AI BDR helps construct lists of contacts. We match these contacts by business and ship a customized video that features their identify, firm, and mentions their business because it pertains to our evaluation. It even mentions a related podcast episode we hyperlink to within the e mail.
It’s one avatar and one script nevertheless it feels extremely private.
Q: What does that unlock for you?
Stephanie: Time and high quality. If I had 100 leads and spent 5 minutes recording a video for every, that’s a full workday gone. With Video Agent, I’m saving that point and delivering a greater expertise as a result of the choice normally isn’t a much less customized video; it’s no video in any respect.
Q: How do your clients reply to those movies?
Stephanie: Response charges are higher, and replies are extra enthusiastic. When it’s accomplished proper, it feels so private that individuals don’t even query whether or not it’s automated or not. In actual fact, it doesn’t matter as a result of their questions are getting answered and so they really feel empowered.
Q: What makes Vidyard a robust companion for IMPACT?
Stephanie: Video is among the quickest wins for the businesses we coach, particularly in terms of shortening gross sales cycles and constructing belief. Vidyard has all the time aligned with the Countless Prospects System and our perception in clear, trust-building communication. The platform is straightforward to make use of, and the crew is extremely supportive.
It seems like an ideal partnership.
Put individuals again into your income movement
IMPACT’s strategy is a reminder that development doesn’t have to come back on the expense of human connection. At the same time as automation fills the gaps between conversations, relationships are nonetheless constructed when consumers can see and listen to the individuals behind the message.
Vidyard helps income groups present up between calls, construct belief earlier, and create readability inside automated workflows with video. Should you’re able to put a face to your message and make your income movement really feel human once more, join free right now.
