There’s no way around using video to attract prospects today. But there’s a certain way you have to do it if you want to stand out.

We invited Charlie Crump, a BYU-Idaho sales professor and executive, to share how he’s teaching his students to use video to their advantage. He also shares LinkedIn tips and gives insight into his sales program.

Using Video to Stand Out

• Charlie explains, it’s not just about using video. It’s about how you use it. When you use it the right way it adds a personal touch that grabs prospect’s attention.
• Charlie walks through how students can use tools like video messaging to connect with prospects in a more direct way. Instead of sending long emails, they focus on short, clear messages that feel natural and personal.
• The goal is not perfection. It’s authenticity. Students are encouraged to keep it simple, stay real, and focus on delivering a clear message instead of overthinking the process.

Building a Personal Brand on LinkedIn

• Beyond video, Charlie emphasizes the importance of building a presence on LinkedIn.
• Students are required to post consistently, connect with others, and start building their network early.
• It’s not just about what you know anymore. It’s about how well people know you.
• Creating content and engaging with others helps students stand out when it’s time to look for opportunities.

Authenticity Is What Sets You Apart

• Sales is not about being pushy or transactional. It’s about building trust. You can build this trust all by being authentic.
• Charlie teaches his students that being honest, ethical, and focused on helping others will always lead to better long-term success.

“With AI, personalized messaging, and simulations that allow reps to practice over and over, we’re seeing a whole new level of mastery. It’s an exciting time to be in sales.” — Charlie Crump

Resources

• Would you like to test out your video message with Charlie Crump? Connect with him on LinkedIn or send him an email at crumpc@byui.edu.

Connect with Dr. BJ Allen and Donald C. Kelly on LinkedIn to chat about this episode or ask any questions.