7 Video Content Types for Modern GTM Learning

Introduction

In the rapidly evolving world of B2B SaaS, modern go-to-market (GTM) teams face the dual challenges of upskilling at speed and driving consistent revenue outcomes. Traditional learning formats like PDFs and live webinars are being outpaced by dynamic, easily digestible video content. This shift is not just about preference—it's a response to the changing habits and expectations of digital-first sales, enablement, and revenue operations teams. This article explores seven highly effective video content types that empower GTM learning and set the stage for scalable team enablement.

1. Microlearning Explainers

Why Microlearning Matters

Microlearning explainer videos distill complex GTM concepts into 2-5 minute segments, providing focused, just-in-time knowledge. For SaaS companies, where products and processes change frequently, these short bursts are invaluable for onboarding, product updates, and reinforcing key messaging.

Best Practices

• Structure for Single Objectives: Address one concept per video to minimize cognitive overload.

• Incorporate Visual Aids: Use product screenshots, diagrams, and simple animations to reinforce learning.

• Accessible Anytime: Make videos available on-demand within your LMS or sales enablement platform.

Example Use Cases

• Explaining a new product feature to the sales team.

• Quick refreshers on updated competitor positioning.

• Just-in-time reminders about compliance or process changes.

2. Scenario-Based Simulations

Driving Real-World Application

Scenario-based simulation videos immerse GTM teams in real-life sales or customer success situations. These interactive videos allow viewers to make choices and see outcomes, improving retention and practical application.

Best Practices

• Branching Logic: Use decision points to simulate the impact of different responses.

• Role-Specific Scenarios: Tailor content for sales, customer success, and solution engineers.

• Debrief Segments: Include expert debriefs after each scenario to reinforce best practices.

Example Use Cases

• Handling complex objection scenarios with high-value prospects.

• Simulating enterprise negotiation tactics.

• Practicing MEDDICC or other qualification frameworks through branching scenarios.

3. Win/Loss Deal Reviews

Learning from Experience

Win/loss deal review videos capture the key lessons from recent sales cycles, offering actionable insights from real deals. By interviewing account executives, solution consultants, and even customers, these videos turn wins and losses into valuable learning assets for GTM teams.

Best Practices

• Structure Around Key Questions: What worked, what didn’t, and why?

• Highlight Customer Insights: Where possible, include customer perspectives on the decision process.

• Promote Peer Learning: Feature cross-functional dialogue to break down silos.

Example Use Cases

• Quarterly win/loss review recaps for the entire GTM org.

• Deep dives into strategic enterprise deals.

• Rep-to-rep story sharing for rapid knowledge transfer.

4. Playbook Walkthroughs

Bringing Playbooks to Life

Video walkthroughs of GTM playbooks help teams internalize best practices far more effectively than static documents. These videos provide context, demonstrate workflows, and clarify nuances that written playbooks often miss.

Best Practices

• Screen Share Demonstrations: Show reps how to apply playbook steps live in CRM or enablement tools.

• Layer in Real Examples: Use anonymized customer stories to provide relevance.

• Modular Structure: Break playbooks into chapters for easy search and reference.

Example Use Cases

• Onboarding new sales hires to the qualification process.

• Rolling out new cross-sell/upsell motions.

• Training on expansion and renewal playbooks for customer success teams.

5. Expert AMAs (Ask Me Anything)

Leveraging Internal and External Experts

Expert AMA videos bring thought leaders, product managers, and top-performing reps directly to the GTM team. These sessions can be live or recorded, allowing team members to pose questions and receive candid, practical answers on pressing topics.

Best Practices

• Collect Questions in Advance: Ensure the most relevant topics are covered by soliciting input beforehand.

• Encourage Open Dialogue: Create a safe environment for candid discussions about challenges and learning opportunities.

• Archive for Ongoing Access: Tag and catalog AMA videos so teams can revisit them as needed.

Example Use Cases

• Product Q&A sessions before a major launch.

• Quarterly business reviews with sales leadership.

• Customer panel AMAs to hear the buyer's perspective.

6. Competitive Battlecards in Motion

Activating Competitive Intel

Video-based competitive battlecards transform static comparison charts into actionable, memorable content for reps. These videos highlight positioning strategies, landmines, and talk tracks in a visually engaging format.

Best Practices

• Highlight Key Differentiators: Use visuals and succinct narration to contrast your solution with the competition.

• Include Real-World Scenarios: Demonstrate how to deploy battlecard insights in actual sales calls.

• Update Frequently: Keep videos current as the competitive landscape evolves.

Example Use Cases

• Rolling out new competitive messaging ahead of a product launch.

• Training refreshers on high-frequency competitor objections.

• Just-in-time support for reps entering new verticals.

7. Customer Journey Storytelling

Humanizing the Sales Process

Video storytelling brings customer journeys to life, showcasing real use cases, challenges overcome, and value realized. These videos not only enable reps to sell more effectively but also help align marketing, product, and customer success teams around the voice of the customer.

Best Practices

• Center the Customer: Use authentic interviews, not scripted testimonials.

• Map to Buyer Stages: Create stories for each phase of the customer journey.

• Emphasize Outcomes: Highlight measurable results, not just features used.

Example Use Cases

• Onboarding sequences for new customers.

• Sales enablement content that showcases industry-specific success stories.

• Internal training for customer-facing teams on empathy and value selling.

Optimizing Video Content for GTM Impact

To maximize the value of these seven video content types, B2B SaaS organizations should focus on discoverability, accessibility, and measurement. Tag all videos by topic, role, and use case to streamline search. Incorporate interactive elements where possible—quizzes, annotations, and feedback forms—to boost engagement. Finally, track usage and outcomes through your enablement platform, correlating viewership with sales performance and knowledge retention.

Building a Sustainable Video Learning Culture

Adopting a video-first approach to GTM learning requires organizational alignment and continuous content refresh. Encourage GTM leaders to contribute their own video walkthroughs and AMAs. Recognize and reward knowledge sharing. Regularly solicit feedback from frontline reps to close content gaps and iterate on formats.

By investing in diverse, relevant video content, SaaS organizations can accelerate GTM readiness, drive higher win rates, and foster a culture of ongoing learning and agility.

Conclusion

Modern GTM teams need more than just static documents to stay ahead—they require dynamic, on-demand learning experiences that fit the pace of SaaS. The seven video content types outlined above provide a blueprint for organizations to transform how they enable and empower their revenue teams. By leveraging these formats and optimizing for scale, organizations can ensure that every GTM professional is equipped with the knowledge and confidence to win in today’s competitive landscape.