Colleen’s Blog

This week, I want to examine the power of video meetings. Now, I'm not saying that you're going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics that have come to my attention.

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that?

Although it's crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls. 

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.

How do you sell in a hybrid selling environment?

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected obstacle: you are ready to see your clients, but they're not ready to see you.

Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift. A recent LinkedIn State of Sales report tells us that more than three-quarters of businesses today are holding video meetings far more than before.

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around. Stop fighting this fact!