How to Show Personality on Video

Why are a handful of people so compelling on screen while most others seem to instantly fade from memory? They have learned how to develop what many actors have, which is virtual screen presence.  A quality that makes an actor connect with his audience and bring his/her words, expressions, and

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Technology vs. Skills in Virtual Sales

The near Herculean effort by many companies to arm their sales teams to conduct business 100% virtually should be applauded.  When in recent history have so many sales organizations been restructured so quickly?! The missing piece in virtual sales training Sales teams are rapidly being trained to adopt new tools,

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The Science Behind Having Your Video On – Even If Your Customer Doesn’t

“My customer doesn't use video.  Why should I? ” This is one of the biggest excuses I hear from sellers on why they don’t use video more on sales calls.  And I say excuse because it’s not a good reason. Why?  Because the seller is making a choice based on

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The Selling On Video Master Class!

Feel like you're not connecting with customers on video?  Unsure where to look or how to move?  Difficulty engaging your customers or expressing your personality when the camera's on? You're not alone.  Speaking on-camera is not a natural skill.  And very few salespeople have any formal training on how to

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The One Person You Should NEVER Look at on a Video Call!

To suddenly see yourself on a video call is both extremely compelling and distracting. Up until recently, we’ve all remained blissfully unaware of that funny thing we do with our mouth, the frequency with which we blink, or the unflattering shadows under our eyes. It is not a small thing

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How to Break Through Zoom Gloom with Customers

Salespeople and customers alike have quickly risen to the challenge of connecting in a virtual world. But now that customers are being bombarded with Zoom calls both internally and externally, they, like many of us, are experiencing Zoom Gloom*.  Zoom Gloom is an unforeseen side effect from being on video

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5 Tips for an Engaging Virtual Presentation

I once made a sandwich, responded to an email, and let the dog out – all while “watching” a virtual presentation.  I’m not proud.  And I’m not alone. InterCall, the world’s largest conference call company found that audiences are engaged in a number of activities while on conference calls.  For

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How to Overcome your Fear of the Camera – and Ramp Up Remote Sales!

According to research done by Gong.io  webcams are used 41% more often in deals that close than lost deals. There’s never been a more important time for sellers to master their on-camera and video skills and ramp up remote sales.   Your eyes and your face help to quickly establish a relationship

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How to Make Eye Contact in a Virtual Meeting

We all agree making direct eye contact with others in business is important, right? So why do we see so little of it on video calls or virtual meetings? Because it’s not easy!  Most people get stuck looking at the other person’s picture or video. They may occasionally glance at

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Get out your snorkel! Selling in the time of Coronavirus

My first job was selling advertising for KBPI (Rocking the Rockies for 50 years!) In radio, your success was closely tied to your ranking in the quarterly audience ratings.  Buyers who controlled the biggest media budgets would often only buy the top two or three stations in a particular demographic

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