How to Quickly Improve Your Body Language in Virtual Meetings

Have you seen these behaviors on video calls or meetings? People swiveling, shifting, or bouncing in their chairs An extreme close-up of someone’s face or hands as they move towards their camera Frenetically flailing arms moving across the screen – supposedly to convey some meaning, but what? Otherwise perfectly competent

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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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7 Tips to Connect with Customers Who Are Not on Camera

In a perfect virtual world, you and your customer have your cameras on and you are able to read their body language and expressions and get a good sense of their mental and emotional state. Unfortunately, we don’t live in a perfect world. Customers are not always going to have

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4 Mistakes When Making Eye Contact on Virtual Meetings

Have you ever been in a live meeting where the presenter rarely took their eyes off their slides, looked down most of the time, or never quite made direct eye contact with you? This is the equivalent of what your customer experiences when you fail to look them in the

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Essential Skill for Building Remote Relationships

It’s not your imagination. Relationship-selling has taken a big hit this last year. Those in-person interactions with customers provided valuable shared experiences and opportunities to read and share a full range of expressions and emotions. Relationship-Selling According to Harvard According to The Harvard Business Review (HBR), building new relationships has

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6 Tech-Free Ways to Make Your Virtual Meetings More Interactive

It’s not your imagination. Virtual audiences are notoriously passive.  Not only is this uncomfortable for a presenter, but it’s also ineffective, especially in sales. The most successful sales calls include a high level of interaction between the seller and the buyer. In fact, in their analysis of 67,149 demos, Gong.io

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