Reduce That Awkward Silence In Virtual Meetings with this Simple (but Powerful) Tip If there’s one thing people universally fear in virtual meetings it is silence. In particular, the deafening silence that descends after you ask a question.  It’s a valid fear. Especially in larger meetings where the likelihood of

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How do you start a virtual presentation?  After introductions and virtual housekeeping, the most common way to start a virtual presentation is to jump right into your first PowerPoint slide and begin clicking away from there.  There are several problems with this approach. First, you are competing with your slides

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How to watch yourself on video like a directorEven as an actor I hated watching myself on video. All I could see were the flaws: I didn’t smile enough. My voice was flat. I blinked too much. The list went on and on. None of this self-bashing made me any

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Executive Presence in Virtual MeetingsWant to have conversations with customers that go beyond feature, function, and pricing? Executive Presence is essential for breaking into the C-Suite. Leaders and sellers who are easily considered as having executive presence in face-to-face meetings are finding it near impossible to gain that same equal

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Top Virtual Presentation MistakeLike 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

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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 more

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Bring Instant Energy to Your Virtual MeetingsYou’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

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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! So

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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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