In today's digital age, virtual interactions have become the norm, rather than the exception. To better understand the impact of this shift on sales teams, I recently conducted a survey among presales leaders to uncover their thoughts on the virtual effectiveness of their team in customer interactions, compared to in-person

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In today's fast-paced and competitive business landscape, savvy sales leaders are constantly searching for even small ways to enhance their team's performance and gain a competitive edge. Imagine if you could boost your team's influence in virtual demos and meetings by more than 70%! It might sound like a dream,

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What is Virtual Executive Presence and How To Get ItExecutive presence in a virtual world  is a critical skill that can significantly impact your ability to inspire, influence, and empower others. Whether you're a leader, an aspiring leader, or a salesperson, it's essential to develop a strong virtual executive presence

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Improve Your Executive Presence Virtually With This One SkillWhen you think of someone with Executive Presence, what characteristics come to mind? Confidence, credibility, authenticity, and empathy are a few common answers. But many leaders who appear to have great confidence, credibility and authenticity in-person fail to generate the same reaction

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What is Virtual Executive Presence and How To Get ItExecutive presence, the ability to inspire, influence and empower others, whether communicating face-to-face or remotely, is a vital leadership skill. Executive presence makes it easier for others to listen, to trust, and to be open to following your lead. However, many

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3 Ways to Improve 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. Yet many leaders and sellers who exhibit executive presence in face-to-face meetings are giving off a very different impression in

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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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“Of course I care about my customer!” 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 the right words and asked the right questions. She even established that

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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 side

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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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