Hybrid Presentations Best Practices: Part 1 Planning

Hybrid Presentation Best Practices You’re finally feeling more confident delivering virtual presentations and along comes the next new thing. Hybrid presentations — where part of your audience is on site and part is virtual — present their own unique challenges. While making it easy for everyone to “get together,” a

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5 Takeaways from The Top Sales Book of 2021

I didn’t set out to write the Top Sales Book of 2021, as you can see from the dedication printed in the front of Look Me In the Eye: “To all the salespeople, business leaders and entrepreneurs who never set out for a life on camera, may this book make

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Do This to Increase Interaction in Virtual Meetings by 90%

Is there anything worse in a virtual meeting or call than the deafening silence that descends after you ask a question?  That is why we must increase interaction in virtual meetings. It’s not just happening to you. Interaction in virtual meetings is an ongoing challenge for sellers, presenters, team leaders,

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5 Must-Have Virtual Selling Skills for 2022

2022 has raised the bar on virtual selling skills. The reintroduction of face-to-face meetings in 2021 revealed a stark contrast between the virtual and in-person experience, reminding both sellers and buyers just how far virtual communications have to go. Behavior that was once possibly tolerated by buyers will no longer

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Top 10 Video Call Mistakes of 2021 and How to Avoid Them in 2022

How many video calls were you on in 2021?  100?  500?  1000?  Every business person deserves a big round of applause for consistently showing up on a medium that was, for most, not of their own choosing.  But let's admit it, the bar was set pretty low.  Got your camera

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Make Eye Contact on Video Calls – Not Excuses

When it comes to eye contact on video calls, do you expect your customer to make excuses for you?  I was speaking to a salesperson the other day, and he said, “Julie, I just don't think it's that important that I try to make eye contact with the camera or

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How to Read Body Language in Virtual Meetings

Making eye contact is the single most important thing you can do to improve your connection and level of engagement. But in order to make eye contact virtually, you must look directly at your camera. This means you are seemingly faced with a tough choice:   A) Look at the camera

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2 Ways for Building Trust in Virtual Sales Meetings

2 Ways for Building Trust in Virtual Sales Meetings Trust is the foundation of any working relationship. While your credibility is likely no different in virtual sales meetings than face-to-face meetings, many salespeople unknowingly behave in a way on camera that undermines their efforts to build trust—and causes customers to

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The Key to Connecting in Virtual Meetings

The Key to Connecting in Virtual Meetings is (literally) in Your Hands  If you’ve ever been on a dreadful first date or had an office mate you did not click with, you know that connections don’t happen simply by putting two people together in a room.  Connecting, or having a

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What Peloton Taught Me About Building Virtual Relationships

What Peloton taught me about building virtual relationships I could ride my exercise bike for free. But I don’t. Instead, I gladly fork over the equivalent of eight lattes each month to have a Peloton instructor look me in the eye and cheer me on, challenge me, entertain me, and

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