Salespeople and customers alike have quickly risen to the challenge of connecting in a virtual world. But now that customers are being bombarded with Zoom calls both internally and externally, they, like many of us, are experiencing Zoom Gloom*.  Zoom Gloom is an unforeseen side effect from being on video

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We all agree making direct eye contact with others in business is important, right? So why do we see so little of it on video calls or virtual meetings? Because it’s not easy!  Most people get stuck looking at the other person’s picture or video. They may occasionally glance at

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As a demo and presentation skills coach, I have seen more than my fair share of software demos – along with their associated screens, tabs, search bars, drop downs, notifications and text fields.  Some screens are so busy Lewis and Clark armed with a GPS would get lost!  But even

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Thanks to the impeachment hearings, “pizzazz” has gotten a lot of media exposure lately.  Political analysts on one side claim the legal proceedings lacked the “pizzazz” necessary to hold the public’s attention.  The other side claims the facts speak for themselves, pizzazz completely unnecessary. I’m not going to weigh in

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Many presenters share the actor’s nightmare of being in front of an audience and not knowing their lines.  I lived that nightmare early in my sales career. A Presenter’s nightmare As a new salesperson I was excited when I received a last-minute opportunity to present to an important prospect.  Although

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A drum roll please…From improving closing rates to greater confidence and presence in your presentations, here are the Top 10 Sales Blog Posts of 2017.

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Imagine being wrongly accused of a crime and having to present your case to a jury.  You’d want to use every possible advantage to win them over, right?  When the stakes are high, good trial lawyers know a few secrets to a successful presentation – how to quickly establish credibility,

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If you deliver your presentation the same way to each of your customers, you are leaving money on the table. Think back to your last three customers.  One may have been talkative and forthcoming, while the other was quiet and guarded.  Perhaps one of your customers lit up when you

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 How long before you get to the “big reveal” in a customer demo?  10 minutes…20 minutes…an hour? Turns out, that’s too late! If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal.  In other words, you

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“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give

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