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, to Resting

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Have you seen these behaviors on video calls or meetings?People swiveling, shifting, or bouncing in their chairsAn extreme close-up of someone’s face or hands as they move towards their cameraFrenetically flailing arms moving across the screen – supposedly to convey some meaning, but what?Otherwise perfectly competent professionals are exhibiting the

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A VP of sales told me he thought his team had “pretty well mastered virtual selling” last week.  After all, they had a “class” on it last year and they’ve got a lot of new tools and technology to support them. I asked if he’d like me to review a

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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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Do you struggle to build relationships virtually? You are not alone. In fact, Harvard Business Review confirms that building new relationships is especially difficult in a virtual world.  While there’s no shortage of suggestions on clever rapport-builders, insightful questions, or engagement technology designed to make relationships grow more easily on-line,

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Have you ever been in a live meeting where the presenter rarely took their eyes off their slides, looked down most of the time, or never quite made direct eye contact with you? This is the equivalent of what your customer experiences when you fail to look them in the

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It’s not your imagination. Relationship-selling has taken a big hit this last year. Those in-person interactions with customers provided valuable shared experiences and opportunities to read and share a full range of expressions and emotions. Relationship-Selling According to Harvard According to The Harvard Business Review (HBR), building new relationships has

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Maintain eye contact 2/3 of the time, experts have always said.  But that figure is based on in-person communication. But on video, that percentage should be closer to the 80-85% mark!Why Do You Need More Eye Contact on Video? When in-person – whether that be your office, a shared conference

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2020 may go down as the year where you said “Zoom” or “You’re on mute” more times than you ever dreamed possible! While the physical adjustments required to go from selling face-to-face to video seemed simple enough (standing vs. sitting, a wave vs. a handshake, a screen instead of a

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