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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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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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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How many video calls were you on in 2021?  100?  500?  1000?  Every business person deserves a big round of applause for consistently showing up on a medium that was, for most, not of their own choosing. But let's admit it, the bar was set pretty low. Got your camera on? “Check.” Find

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Making eye contact is the single most important thing you can do to improve your connection and level of engagement. But in order to make eye contact virtually, you must look directly at your camera. This means you are seemingly faced with a tough choice:   A) Look at the camera

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2 Ways for Building Trust in Virtual Sales Meetings Trust 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

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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 relationship

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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,

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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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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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