How WISI America validates sales and builds trust with remote video testimonials
Discover how remote testimonials from industry peers helped WISI America win over prospects in the final stages of the sales funnel.
Being able to know that a video operator three states down worked with you and had a great experience helps validate those last few stages in the sales process. It's a really great tool that the sales team can use to push past objections and close deals.
Rosalinda Thorleifson
Marketing Manager
Industry
Other
Company size
201 - 500
Location
United States
Overcoming logistical nightmares
Coordinating video shoots for a customer base spread across North America was a massive logistical hassle that involved sourcing local freelancers and hoping they asked the right questions. We provided a seamless remote video production process that allowed customers to join from their own locations, eliminating travel logistics while maintaining professional quality.
Relieving the internal marketing burden
Managing in-house production alongside PR, digital marketing, and other responsibilities left the team stretched thin, carrying the weight of quality control alone. Our team took the heavy lifting off their shoulders by handling everything from preparation to editing, giving marketing managers peace of mind that the final output would be of high quality.
Creating peer-to-peer sales validation
Video providers are often hesitant to trust a new vendor without hearing directly from other operators who have successfully deployed the technology. We crafted authentic, peer-to-peer narratives that sales teams use to validate their claims, offering the specific social proof prospects crave to feel comfortable moving forward.
5
Full Stories
1
Microcontents
Written Content
Rather read than watch?
Building trust in a skepticism-heavy industry
In the telecommunications industry, trust is hard to earn and easy to lose. When you are dealing with video delivery operators—whether they are massive tier-one providers or smaller tier-three companies—they all share a common fear: being left high and dry by a vendor.
It is difficult for these operators to trust a new partner with their infrastructure. They don't just want to hear from a salesperson; they want to hear from the market itself. They need to know that a peer, perhaps an operator just three states away, has worked with us, had a great experience, and that the technology actually works.
For us, capturing that voice is not just "nice to have"—it is essential validation.
The logistical headache of DIY production
Previously, we tried to produce these customer stories in-house, but it became a logistical nightmare. Since our customers are scattered all over North America, we were constantly scrambling to find local freelancers in different cities to go on-location.
It was a gamble every time. We had to hope the hired videographer understood our technology enough to ask the right follow-up questions and dig into the comments we needed to showcase. On top of that, coordinating schedules for an on-site shoot is intrusive; it disrupts the customer's day.
As an in-house marketer juggling PR, digital campaigns, and strategy, I didn't have the bandwidth to manage that level of chaos while ensuring quality control. We needed a way to capture professional-quality video without the hassle of travel.
A remote experience that feels like a conversation
The catalyst for switching to Testimonial Hero was the need for a remote solution that didn't sacrifice quality, and the experience has been seamless.
What I appreciate most is the human element. The Testimonial Hero team has a knack for making everyone feel at ease. Many of our customers are engineers or operators who spend their time in equipment rooms, not in front of a camera. They aren't used to being interviewed.
The team turns what could be a high-pressure interview into a casual, genuine conversation. They prepare the customer, handle the scheduling, and make the process transparent so that everyone knows exactly what to expect. It removes the pressure, allowing our customers to open up and tell their stories authentically.
Closing deals with peer-to-peer validation
The impact on our sales process has been undeniable.
We now have a library of three high-quality videos (with three more in production) that serve as powerful tools for our sales representatives. When a rep is speaking to a prospect who is unfamiliar with the WISI brand, they can share a video story that provides immediate peer-to-peer validation.
It helps push past objections in the final stages of the sales cycle. We are also getting incredible mileage out of the content by using microcontent for social media and ads, and even repurposing the raw footage for internal projects.
Ultimately, working with Testimonial Hero gives me peace of mind. I know the quality will be there, I know my customers will be treated well, and I know the final asset will help us drive growth. If you are looking to validate your value in the market, it is 100% worth it.
