Argue for your limitations and they’re yours. One of the most common limitations I hear salespeople argue for in virtual sales is this:"I cannot look at the camera and do a presentation or demo at the same time!"For American football fans, it reminds me of Gisele’s famous remark about her

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Every time I read an article about virtual presentation mistakes, I roll my eyes. Yes, it’s important not to talk too much, fidget or overload your slides. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to

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Salespeople Beware: Why Reading From a Script on Camera is a Disaster!As virtual meetings, presentations and video outreach become the norm in sales, it's tempting for salespeople to rely on scripts or notes to guide them through their presentations or pitches (aka: reading from a script). After all, with teleprompter

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How to Speak with Confidence to a Virtual Audience You Can't SeeAre you uncomfortable when you're the only one on camera during virtual meetings? This is a common experience and it can make you feel vulnerable when you're in the spotlight without being able to see your audience. Although we're

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How to Look Great on Zoom Calls with these 3 Tips"Cheat for the camera" is a common direction given to actors on film or video. It simply means they need to adjust their behavior for the audience’s benefit – because what the audience sees on their screen is much different

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How to Read Notes in a Virtual Meeting and Stay Engaged It’s painful to watch someone read from notes or any kind of a script during a virtual meeting. As an audience member it feels inauthentic, less like a conversation and more like a one-sided monologue.  It also makes you

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Stop Doing This One Thing in Virtual MeetingsHave you ever looked at yourself in a mirror during an in-person meeting?  No? Then why would you do it in virtual meetings? Stop doing this in virtual meetings.I ask, because so many “experts” are advising people to place a mirror next to their camera

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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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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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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 the

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