Why Sellers Can’t Stop Talking on Video Sales Calls

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

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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How to Show Personality on Video

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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Technology vs. Skills in Virtual Sales

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 Science Behind Having Your Video On – Even If Your Customer Doesn’t

“My customer doesn't use video.  Why should I? ” This is one of the biggest excuses I hear from sellers on why they don’t use video more on sales calls.  And I say excuse because it’s not a good reason. Why?  Because the seller is making a choice based on

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The Selling On Video Master Class!

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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The One Person You Should NEVER Look at on a Video Call!

To suddenly see yourself on a video call is both extremely compelling and distracting. Up until recently, we’ve all remained blissfully unaware of that funny thing we do with our mouth, the frequency with which we blink, or the unflattering shadows under our eyes. It is not a small thing

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How to Break Through Zoom Gloom with Customers

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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5 Tips for an Engaging Virtual Presentation

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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How to Overcome your Fear of the Camera – and Ramp Up Remote Sales!

According to research done by Gong.io  webcams are used 41% more often in deals that close than lost deals. There’s never been a more important time for sellers to master their on-camera and video skills and ramp up remote sales.   Your eyes and your face help to quickly establish a relationship

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