Reduce That Awkward Silence In Virtual Meetings with this Simple (but Powerful) TipIf there’s one thing people universally fear in virtual meetings it is silence.In particular, the deafening silence that descends after you ask a question. It’s a valid fear. Especially in larger meetings where the likelihood of receiving a response

Read More

How do you start a virtual presentation?  After introductions and virtual housekeeping, the most common way to start a virtual presentation is to jump right into your first PowerPoint slide and begin clicking away from there.  There are several problems with this approach. First, you are competing with your slides

Read More

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

Read More

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”

Read More

The 80/20 Rule for Better Virtual Communication You know the old 80/20 rule in business? 80% of business comes from 20% of your customers? The implication is clear: Hold close those who took you to the dance, and don’t get swept away by a bunch of sparkly new dance partners. But

Read More

Bring Instant Energy to Your Virtual MeetingsYou’ve probably heard the camera adds ten pounds. But did you know the camera also takes away up to half of your energy on video? And sitting at home in your favorite chair going from virtual meeting to virtual meeting doesn’t help! Sales is

Read More

As a presenter or speaker, it’s unsettling when your audience looks bored in your virtual meeting.When confronted with blank faces, inattentive or distracted body language it’s easy to rush through your material, over check-in, and generally behave in a way that creates the very boredom you seek to prevent! So

Read More

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

Read More

I didn’t set out to write the Top Sales Book of 2021, as you can see from the dedication printed in the front of Look Me In the Eye:“To all the salespeople, business leaders and entrepreneurs who never set out for a life on camera, may this book make your

Read More

Is there anything worse in a virtual meeting or call than the deafening silence that descends after you ask a question? That is why we must increase interaction in virtual meetings.It’s not just happening to you. Interaction in virtual meetings is an ongoing challenge for sellers, presenters, team leaders, and meeting

Read More