Like most people you’ve probably attended your share of live meetings where the presenter read from their slides – perhaps even going so far as to turn their back on the audience. Was it engaging and impactful? Did the presenter add value, context and meaning to the content? Or did

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But my customer doesn’t have their camera on!  Sellers often use this excuse to turn their own camera off during a sales call.  And I say excuse because it’s not a good reason.  Having your camera on in sales is more than virtual etiquette.   Certainly the urge to “face mute”

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The 80/20 Rule for Better Virtual Communication You know the old 80/20 rule in business? 80% of business comes from 20% of your customers? The implication is clear: Hold close those who took you to the dance, and don’t get swept away by a bunch of sparkly new dance partners. But

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Video can be a powerful sales outreach tool — but only if the prospect watches it. A great subject line may get your video opened, but a lackluster delivery or execution will get you quickly deleted. As the number of videos sent out by sellers has exploded, prospects have become

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You’ve probably heard the camera adds ten pounds. But did you know the camera also takes away up to half of your energy on video? And sitting at home in your favorite chair going from virtual meeting to virtual meeting doesn’t help! Sales is a transfer of energy. If you

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When to Look at the Camera in a Zoom MeetingI'm often asked, "when do I need to look at the camera in a zoom meeting?" The short answer is:  how often would you make eye contact with someone in person?In order to build a relationship, experts recommend making direct eye

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As a presenter or speaker, it’s unsettling when your audience looks bored in your virtual meeting. When confronted with blank faces, inattentive or distracted body language it’s easy to rush through your material, over check-in, and generally behave in a way that creates the very boredom you seek to prevent!

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“Of course I care about my customer!” was Tonya’s response when asked “What Happened to Empathy in Virtual Meetings?” Tonya was horrified at my question.  But it seemed valid after watching a recording of her interrogating – I mean, doing discovery – with a customer in a virtual meeting.  Tonya said all

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Do you know the secret to being great on video?  It all starts with your relationship…the one with your camera. Make friends with your camera!The main relationship in the whole series was the one between the camera and Fleabag. I had to convince myself that whoever was watching on the other

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Like an actor auditioning to win a role in a show, sellers also must audition to win a role in their prospect’s organization. Many of the techniques actors use to win auditions can easily be translated to sales. Virtual sellers, especially, have much to learn from actors who audition for

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Have you participated in a hybrid presentation? Then you’ve likely experienced firsthand some of the problems with poorly executed hybrid presentations. Late starts, distracted presenters, difficulty seeing or hearing others, or being seen or heard yourself, are the norm rather than the exception. As a participant it’s easy to tune

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How is your Virtual Credibility?Are you the same credible person in virtual meetings as you are in person? You might need to increase your virtual credibility. Many sellers are sabotaging their efforts to build trust with customers because they appear unreliable, uninterested, or insincere on video with common virtual behaviors

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