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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3 Factors to Improve Attention and Interaction in Virtual Meetings

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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Virtual Selling: Is this as good as it gets?

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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Why Sellers Can’t Stop Talking on Video Sales Salls

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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Selling On Video: Will your Sales Team Make the Cut? 

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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How to Show Personality on Video

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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The Missing Piece in your Virtual Sales Training