The Key to Connecting in Virtual Meetings

The Key to Connecting in Virtual Meetings is (literally) in Your Hands  If you’ve ever been on a dreadful first date or had an office mate you did not click with, you know that connections don’t happen simply by putting two people together in a room.  Connecting, or having a

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What Peloton Taught Me About Building Virtual Relationships

What Peloton taught me about building virtual relationships I could ride my exercise bike for free. But I don’t. Instead, I gladly fork over the equivalent of eight lattes each month to have a Peloton instructor look me in the eye and cheer me on, challenge me, entertain me, and

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How to Be More Likable on Camera

How to Be More Likable on Camera Would you like to know a secret to instantly increase your likability on video calls or meetings? It all starts with a smile. A smile conveys friendliness, approachability, and compassion. These are all qualities that we'd love to have associated with ourselves in

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Virtual Meeting Etiquette: How Much Eye Contact is Enough?

Virtual Meeting Etiquette: How Much Eye Contact is Enough? To establish a relationship with another person, experts say we should aim for making direct eye contact with them at least two-thirds of the time.  And, of course, making direct eye contact on video calls can only be done by looking

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Unforced Errors On Video Are Costing You Sales

Unforced Errors On Video Are Costing You Sales 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

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Think You’ve Mastered Virtual Selling?

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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Building Relationships Virtually and the Myth of Technology

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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The Power of the Smile in Virtual Meetings

The Power of the Smile in Virtual Meetings ​Lisa Gherardini, the real-life model for Da Vinci’s famous Mona Lisa painting, may not have succeeded on video. Why? That slight upturn at the corners of her mouth would have been nearly imperceptible to a virtual audience. In fact, it’s only recently

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The Key to Building Trusted Relationships in a Virtual World

To Build Relationship Virtually, You Must Do This 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,

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The Secret to Building Relationships in a Virtual World

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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