Stop Starting Your Calls Like This

If your video opener sounds like, “Hi, my name is… and I’m here to talk to you about…”—you’ve already lost your audience.

In high-stakes sales environments, time is tight and attention is tighter. Whether it’s a product pitch, certification recording, or internal coaching review, that first 15 seconds on video determines whether someone leans in—or checks out.

And yet, many reps start with filler intros instead of substance.

At Quantified, we’ve analyzed thousands of recorded simulations, from pharma field reps practicing new indication messaging to fintech sellers rehearsing objection handling. We’ve seen what gets attention—and what doesn’t.

Here’s how to hook your audience right from the start of any video simulation, coaching review, or even a Zoom pitch.

1. Skip Your Bio. Start with a Story.

You wouldn’t walk into an exam room and open with your resume. The same goes for video.

Instead, open with a story, a powerful insight, or a key objection your customers are dealing with. Great openings create context and relevance—and show that you understand your customer.

In fact, messages delivered as stories are up to 22× more memorable than facts alone.

In the field, reps don’t have time to slowly “warm up” the conversation. They lead with impact. That’s exactly how your videos should start, too.

2. Don’t Talk At the Camera—Talk Through It

Your audience might be a trainer, a coach, a physician, or an AI avatar. Either way, it should feel like a real conversation.

If you’re recording a video certification in the Quantified platform, treat the avatar like a real customer. If you’re practicing a coaching scenario, picture your actual manager watching it back. Avoid robotic delivery and over-rehearsed scripts.

Sales reps who perform best in our AI Simulator have one thing in common: they sound like themselves. The most effective presenters show up confident, clear, and human. And that starts with how they see the camera—not as a wall, but as a window.

3. Make It About the Customer—Always

When reps record practice videos or simulations just to “check the box,” it shows. So does the opposite.

The highest-performing reps use every video as a chance to sharpen their craft. They tailor their message, anticipate objections, and focus on what the customer needs to hear—not what they want to say.

Before you hit record, ask:

• What’s the most important thing this customer needs to know?
• What’s the objection I need to be ready for?
• What would make me lean in if I were on the other side?

Bonus: Video Calls ≠ Video Presence

Video isn’t just a medium—it’s a muscle. And right now, too many teams are weak where it matters.

We’ve seen this in the data: strong video presence correlates with higher message pull-through, better certification rates, and more confident reps walking into the field. Whether you’re in the Quantified platform or a live Zoom with HCPs, here’s how to strengthen your screen presence:

1. Light your face and raise your camera to eye level: You’re not recording a hostage video. Let your audience see your energy and expression clearly.
2. Make eye contact—yes, with the camera: It feels weird at first, but it creates the illusion of real-time engagement. Avoid watching yourself or staring down at your notes.
3. Stay crisp and concise: Rambling is a credibility killer. Practice tight, well-structured answers—especially for critical objection-handling scenarios.
4. Protect your energy: Zoom fatigue is real. Schedule your most important calls or certifications when your brain is fresh, and take breaks to reset.

Related: 6 Ways to Make Sure You Are Ready to Be On Camera

Bottom Line

Whether you’re certifying in Quantified, rehearsing a new message, or joining a virtual ride-along, remember: how you start your message often determines how it ends.

So ditch the awkward intros. Come in strong. Make it about them. And treat every video like it’s game day—because in Life Sciences sales, it usually is.

‍