Category Archives: Virtual

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 call, after video call, after video call – all with an overwhelming sense of sameness. Symptoms of Zoom Gloom include: 1…Exhaustion. It may seem physically easier to meet on video, but in reality our brains are working extra hard to process this new environment. A video call eliminates our ability to intuitively pick up on dozens of non-verbal cues that help us process a conversation. When we can’t see a person’s hands, or gestures, or if the quality is poor, even read facial expressions, our brain struggles to fill in the gaps.  The result: we wear out quicker. 2. Strain Read More

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 example: Doing other work (65%) Eating or making food (55%) On-line shopping (21%) It’s not a huge leap to conclude that similar behaviors extend to a virtual presentation where the cloak of invisibility and easy access to multiple devices invites the opportunity to escape.  And if  your customer is not engaged, the odds of moving the sale or conversation forward are slim. Maintaining your audience’s attention presents a unique set of challenges in a virtual world, but here are some proven tips for making your virtual presentation a “must watch” event! 5 Tips for an Engaging Virtual Presentation Get On-Camera! Read More

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 with customers and build the credibility and trust they need to make buying decisions in uncertain times. So what is keeping you from using video? Maybe you’re intimidated by the camera, not sure if you’re doing it right, or just feel awkward. You are not alone. Speaking to a camera is an unnatural act. The good news is that even actors who transition from stage to film struggle with it.  But they overcome it by learning and practicing specific on-camera techniques, like: The secret to appearing “natural” on-camera How to create eye contact with your audience and make them feel Read More

(Video tip): How to Make Eye Contact in your Video Meetings


 Are you tired of other people looking anywhere but in your eyes on video meetings or calls?  And, (this may sting a bit…) are you possibly botching up eye contact with your customers, manager or employees? I get it. You’re looking at the other person’s picture or video.  But here’s the secret:  while it feels like you’re making eye contact, it doesn’t read as eye contact to the other person.  In fact, it feels like you’re not paying much attention at all! And eye contact is so important in business because it’s one of the quickest and most effective ways to build a relationship with another person.  Yes, you can build a relationship without eye contact but it’s slower and more difficult.  So don’t take eye contact lightly in sales.  Learn how to master effective eye contact on your video meetings. Talking on-camera is not a natural skill! That’s Read More

Be a Video Sales Superstar with These 3 Acting Secrets


Video is fast becoming a salesperson’s secret weapon in the battle for attention of today’s busy buyers.  Whether it’s recorded videos for prospecting or a webcam for a remote meeting, using video in sales can help you quickly establish a personal connection, stand out from the competition, and close more deals. (see below)  So what in the world is holding you back from being a Video Sales Superstar?  Research by Gong.io found that closed deals involved webcams being used 41% more often than lost deals. For many salespeople, it’s the discomfort – or downright terror – of being on camera.  I get it.  Speaking to a camera is an unnatural act.  But here’s a secret:  many of those same actors that appear so natural and confident on film had to work to overcome their fear of the camera and master some specific techniques.  And if they can learn how, so can Read More

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