How to Record a Prospect Video That Gets Watched

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

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2 Acting Tips to Energize Your Virtual Meetings

Bring Instant Energy to Your Virtual Meetings You’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

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Afraid of Bored Virtual Meeting Body Language? Don’t be.

Afraid of Bored Virtual Meeting Body Language? Don't be. 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 what do you do? NOTE: Virtual

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What Virtual Sellers Can Learn from Actors

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

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5 Takeaways from The Top Sales Book of 2021

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

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Do This to Increase Interaction in Virtual Meetings by 90%

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,

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5 Must-Have Virtual Selling Skills for 2022

2022 has raised the bar on virtual selling skills. The reintroduction of face-to-face meetings in 2021 revealed a stark contrast between the virtual and in-person experience, reminding both sellers and buyers just how far virtual communications have to go. Behavior that was once possibly tolerated by buyers will no longer

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Top 10 Video Call Mistakes of 2021 and How to Avoid Them in 2022

How many video calls were you on in 2021?  100?  500?  1000?  Every business person deserves a big round of applause for consistently showing up on a medium that was, for most, not of their own choosing.  But let's admit it, the bar was set pretty low.  Got your camera

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Make Eye Contact on Video Calls – Not Excuses

When it comes to eye contact on video calls, do you expect your customer to make excuses for you?  I was speaking to a salesperson the other day, and he said, “Julie, I just don't think it's that important that I try to make eye contact with the camera or

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2 Ways for Building Trust in Virtual Sales Meetings

2 Ways for Building Trust in Virtual Sales Meetings Trust is the foundation of any working relationship. While your credibility is likely no different in virtual sales meetings than face-to-face meetings, many salespeople unknowingly behave in a way on camera that undermines their efforts to build trust—and causes customers to

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