Are You Trying to Hide Physical Insecurities on Camera? Here’s What Really Matters

A follower recently reached out with a thoughtful question that I think many of us can relate to in different ways. After an accident that permanently affected his eye, he was concerned about speaking to customers and groups virtually. Should he wear an eye patch or leave his eye as

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Why Your Sales Team Is Losing Deals on Video Calls (New Research)

Your prospects feel something creepy about you—and science just proved why You forgot to look at the camera. You asked a question but didn't wait for the answer. You dropped your “mask of interest” before the prospect signed off.  Tiny moments. No big deal, right? Wrong. A groundbreaking study just

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Why Your Sales Team Isn’t Getting Second Meetings with Executives

I See Dead People Meetings that died in the first 90 seconds when the camera turned on—but your sellers didn't realize it until the 'thanks, we'll be in touch' never turned into a second call. The executive nodded politely. They asked a few questions. Your seller walked away feeling good

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The Virtual Presence Evolution: Which Stage Are You Stuck On?

The Virtual Presence Evolution: Which Stage Are You Stuck On? Ah, my first Zoom call. Grainy webcam, lighting that made me look like I was in the witness protection program, and all the charisma of a deer caught in headlights. Sound familiar? Don't worry—we've all been there. Five years ago,

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The Crushing Irony: Selling the Future While Stuck in the Virtual Stone Age

Everyone's talking about AI and digital transformation—but there's something nobody wants to discuss. A massive disconnect is quietly killing tech sales credibility and costing millions in lost deals. The Uncomfortable Truth Through my "Rate My Video" series, I've analyzed dozens of technology leaders and sellers who are championing cutting-edge digital

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The Danger of Being a Co-Dependent Presenter

I often turn my camera off during virtual sales presentation training sessions. As a big proponent of "Cameras On," you might think this contradicts everything I teach. But here's why I do it: One-third of all executives WILL have their cameras off in virtual meetings and video calls. Being able

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3 Hidden Enemies Sabotaging Your Sales Team’s Success

Enemy #1: The Silent Voices of Fear and Doubt Anyone serious about sales performance eventually recognizes this fundamental obstacle that consistently blocks sales success, regardless of market conditions or sales methodology. As Brian Tracy wisely noted, the greatest obstacle to sales success isn't a volatile market, product pricing or lack

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What No One Tells Executives About Why They’re Failing Virtual Interviews

Twenty-five interviews…and counting! That's the new reality for many executives seeking senior roles in today's job market. What began as pandemic-era necessity has morphed into an endurance test that can stretch across months, sapping energy and enthusiasm from even the most qualified candidates. As interview rounds multiply and screens replace

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Executive Screen Presence: A Lesson in Digital Body Language

Executive Screen Presence: A Lesson in Digital Body Language Your digital body language speaks volumes before you say a word. Want proof? Our analysis of a tech executive's video presence revealed the kind of unintentional signals that can transform authority into awkwardness faster than you can say "you're on mute." 

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Why AI Technology Can’t Polish a Bad Performance

The rise of AI technology and AI avatars has sparked both excitement and concern in the sales community. After a year of experimenting with digital doubles, I've discovered something crucial: the gap between AI avatars and genuine human communication isn't just about technology—it's about the quality of our input. The

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