2 Ways to Building Trust in Virtual Sales MeetingsTrust 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 question

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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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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 empathize with me as I sweat. Sure the

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Would you like to know a secret to instantly increase your likability on video calls or meetings? It all starts with a smile. A smile conveys friendliness, approachability, and compassion. These are all qualities that we’d love to have associated with ourselves in sales, right? And yet, it’s as rare

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To establish a relationship with another person, experts say we should aim for making direct eye contact with them at least two-thirds of the time.  And, of course, making direct eye contact on video calls can only be done by looking at the camera.  So, how much eye contact are

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Are you making these unforced errors on video?As prospects expectations of what constitutes acceptable video behavior rises - along with the explosion of competition on video - you can't  afford to make these avoidable mistakes. These Behaviors Should be Ancient History:From hostage videos, to sketchy or nonexistent eye contact, to Resting

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Have you seen these behaviors on video calls or meetings?People swiveling, shifting, or bouncing in their chairsAn extreme close-up of someone’s face or hands as they move towards their cameraFrenetically flailing arms moving across the screen – supposedly to convey some meaning, but what?Otherwise perfectly competent professionals are exhibiting the

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A VP of sales told me he thought his team had “pretty well mastered virtual selling” last week.  After all, they had a “class” on it last year and they’ve got a lot of new tools and technology to support them. I asked if he’d like me to review a

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For the past 18 months, companies have been trying to solve the question of how we build those meaningful relationships with customers virtually. Hundreds of virtual tools, all promising to make your video sales call or recording as effortless and effective as sitting down with a buyer in person, have been

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Lisa Gherardini, the real-life model for Da Vinci’s famous Mona Lisa painting, may not have succeeded on video. Why? That slight upturn at the corners of her mouth would have been nearly imperceptible to a virtual audience. In fact, it’s only recently that a study by the University of Freiburg

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If you’re finding it difficult to build remote relationships with customers, partners and teams and – you are not alone.  Of course, there are the ongoing challenges to virtual relationship building – lack of eye contact, missed (or mixed) signals, and inattentiveness, to name a few. But at the root

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Do you struggle to build relationships virtually? You are not alone. In fact, Harvard Business Review confirms that building new relationships is especially difficult in a virtual world.  While there’s no shortage of suggestions on clever rapport-builders, insightful questions, or engagement technology designed to make relationships grow more easily on-line,

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