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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May I have your attention, please?! … Gosh, if only it were that easy! I’m sorry to say that virtual interaction rarely happens on its own. Meaning that, as the salesperson, it is your responsibility to create both the desire and the opportunity for your customer to easily interact with

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According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Don’t believe me?! Check out their projections here. Very few sellers I know will be applauding this news. Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have

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I was on a coaching call with a salesperson this morning. Below is the pitch transcribed just as it was delivered to me. Can you spot the problem? Salesperson:  “I understand that you currently have a very manual order process with a lot of errors and your reps are spending

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Many sales teams rose to the challenge of selling on video over the last few months.   But let’s be honest, initially, that bar was pretty low: “Got a decent background?  Camera on?  Know your platform?” “Great!” But customers today are being bombarded with vendor video calls – a never-ending parade

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Why are a handful of people so compelling on screen while most others seem to instantly fade from memory? They have learned how to develop what many actors have, which is virtual screen presence.  A quality that makes an actor connect with his audience and bring his/her words, expressions, and

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The near Herculean effort by many companies to arm their sales teams to conduct business 100% virtually should be applauded.  When in recent history have so many sales organizations been restructured so quickly?! The missing piece in virtual sales training Sales teams are rapidly being trained to adopt new tools,

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Feel like you’re not connecting with customers on video?  Unsure where to look or how to move?  Difficulty engaging your customers or expressing your personality when the camera’s on? You’re not alone.  Speaking on-camera is not a natural skill.  And very few salespeople have any formal training on how to

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Salespeople and customers alike have quickly risen to the challenge of connecting in a virtual world. But now that customers are being bombarded with Zoom calls both internally and externally, they, like many of us, are experiencing Zoom Gloom*.  Zoom Gloom is an unforeseen side effect from being on video

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I once made a sandwich, responded to an email, and let the dog out – all while “watching” a virtual presentation.  I’m not proud.  And I’m not alone. InterCall, the world’s largest conference call company found that audiences are engaged in a number of activities while on conference calls.  For

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