“Cheat” for the Camera to Communicate More Effectively in Virtual Meetings

Actors and other on-camera professionals cheat all the time. Cheat for the camera, that is! They “cheat” the camera by positioning their body, face, and/or voice more towards the camera for the benefit of their audience – even if it may feel unnatural or a bit awkward. This performance technique

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How to Open a Virtual Meeting

How to Open a Virtual Meeting Got ONE MINUTE? And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? Always start with full video. 90% of the salespeople I coach are making the mistake of

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3 Factors to Improve Attention and Interaction in Virtual Meetings

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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Virtual Selling: Is this as good as it gets?

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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How Much Eye Contact Should You Be Making on a Video Sales Call

Maintain eye contact 2/3 of the time, experts have always said.  But that figure is based on in-person communication. But on video, that percentage should be closer to the 80-85% mark! Why Do You Need More Eye Contact on Video? When in-person – whether that be your office, a shared

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Sellers Beware! Misleading Advice on Zoom Fatigue

Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people

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5 Tips for Building Successful Remote Sellers with Virtual Sales Role-Plays

Virtual selling may have your team reaching for the panic button – customers are different, technology is changing by the minute, and competition is as stiff as ever. When a marketplace changes so dramatically, sales leadership so too must change/adapt and prepare for sales calls in an entirely different manner.

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DIY Presentation Coaching: A Step-by-Step Guide

Coaching is as vital to a presenter as it is to a performer.  If you’re not seeing what your audience is seeing, you’re operating in the dark.  While you may get occasional “drive-by” coaching from a manager, a peer or at a workshop, without a consistent and clear way to

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Tips to Connect with Customers on Camera with Sports Broadcaster Jen Mueller

Salespeople are discovering first-hand how difficult it is to connect with customers on camera. Talking to a camera is not a natural skill. Yet actors, sports broadcasters, reporters and, news announcers are proof it is possible to connect and engage with audiences virtually. In this episode of “Sales Lessons from

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5 Actor’s Secrets to Master Your Fear of Virtual Presentations

Waiting to be admitted to the Zoom meeting, you feel the nerves begin to set in. With each passing minute, confidence slowly turns to anxiety and tension as you second guess yourself – Do you have the right meeting ID? How well do you really know your material? Did you

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