Are You Trying to Hide Physical Insecurities on Camera? Here’s What Really Matters

A follower recently reached out with a thoughtful question that I think many of us can relate to in different ways. After an accident that permanently affected his eye, he was concerned about speaking to customers and groups virtually. Should he wear an eye patch or leave his eye as

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Why Your Sales Team Is Losing Deals on Video Calls (New Research)

Your prospects feel something creepy about you—and science just proved why You forgot to look at the camera. You asked a question but didn't wait for the answer. You dropped your “mask of interest” before the prospect signed off.  Tiny moments. No big deal, right? Wrong. A groundbreaking study just

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Why Your Sales Team Isn’t Getting Second Meetings with Executives

I See Dead People Meetings that died in the first 90 seconds when the camera turned on—but your sellers didn't realize it until the 'thanks, we'll be in touch' never turned into a second call. The executive nodded politely. They asked a few questions. Your seller walked away feeling good

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The Crushing Irony: Selling the Future While Stuck in the Virtual Stone Age

Everyone's talking about AI and digital transformation—but there's something nobody wants to discuss. A massive disconnect is quietly killing tech sales credibility and costing millions in lost deals. The Uncomfortable Truth Through my "Rate My Video" series, I've analyzed dozens of technology leaders and sellers who are championing cutting-edge digital

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This New Skill Out Delivers in Sales Performance!

The 65% Sales Performance Improvement You Didn’t Know You Needed In today’s rapidly evolving and competitive business environment, sales leaders are always on the lookout for strategies, big or small, to boost their sales team’s performance and gain an edge in influencing potential buyers. According to Dooly, traditional sales training

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Leaders: Spot this Warning Sign in Sales Meetings

As a leader of a remote team, it’s not easy staying on top of how sellers are individually performing with customers.  But here’s an easy way to spot critical warning signs in your virtual sales meeting. In your next meeting, take a few moments to observe your team’s behavior. Chances

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A Warning From my AI Sales Avatar

AI Sales Avatar Julie is back! And she’s got a real truth 💣bomb to drop. Yes, she’s still awkward and lacking in personality, warmth, and timing, but as AI Julie warned, she will continue to improve. The question is, will you? As AI technology advances at breakneck speed, sales teams

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Sales Leaders’ Insights on Team’s Virtual Effectiveness

In today's digital age, virtual interactions have become the norm, rather than the exception. To better understand the impact of this shift on sales teams, I recently conducted a survey among presales leaders to uncover their thoughts on the virtual effectiveness of their team in customer interactions, compared to in-person

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Unlocking Sales Success: The Power of Virtual Presence Training

In today's fast-paced and competitive business landscape, savvy sales leaders are constantly searching for even small ways to enhance their team's performance and gain a competitive edge. Imagine if you could boost your team's influence in virtual demos and meetings by more than 70%! It might sound like a dream,

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Actor’s Guide: Avoiding 5 Virtual Sales Mistakes

Eating, chewing gum, rocking back and forth - you’ve likely seen your fair share of distracting behavior in virtual meetings. Some are memorable simply based on their shock value alone. Like the time I saw a client gnaw on a chicken leg like he was at the Renaissance Festival! While

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