Author: Shelley Walters
One top tip you need to maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play so Learn the one top tip. If you have spent any time on video calls up to now, you […]
One top tip you need to maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play so Learn the one top tip. If you have spent any time on video calls up to now, you will know what this means.
The winners in this new world of online selling will be the ones who master this, and the ones who can keep all the key stakeholders engaged, or better still, captivated.
Building trust and credibility will help you get the meeting, once in the virtual room however you will need to increase your reach and influence if you hope to not only gain but to hold the attention of your key decision-makers,
There are at least three criteria to building trust:
But, beyond building trust, we need to find ways of increasing the influence we have over key decision-makers, as well as those who play different roles in the evaluation of the purchasing decision.
The call before the meeting:
There are a number of ways to increase your influence with decision-makers in an online meeting. The most powerful is to ensure that your sponsor is primed to introduce you to the other attendees as the expert who has been invited to contribute to the discussion.
Simply having your champion introduce you as the expert while explaining why they invited you specifically, can make a considerable difference to the amount of time, attention and influence your customer is happy to give you!
This call has additional benefits; by timing it the day before the meeting you give your sponsor opportunities to open up and share any new information that may have cropped up between your last discussion and your upcoming meeting. Not to mention that this step powerfully demonstrates your commitment and care to your client. This is a very different behaviour type from those who simply stumble from one meeting to another.
Next week we will be talking to you about pitching online, and specifically where 99% of online pitches FAIL. Don’t miss it!
Contact Us at WeSpeak Global and follow us on Twitter
The articles, video and images embedded on these pages are from various speakers and talent.
These remain the property of its owner and are not affiliated with or endorsed by WeSpeak Global.
Is email is killing your company your primary method for communicating with your colleagues? Then you have picked up a dangerous habit that is killing your company. Here’s why. 1. Email exacerbates knowledge hoarding What is your companies most important asset? Knowledge! It might not be booked to the balance sheet but your value is […]
A little while ago, I wrote an article titled “Critical thinking for the Adaptive Leader – nine key characteristics to What are your sacred cows”, which featured on the Conference Speakers International website. I briefly highlighted nine characteristics that Adaptive Leaders adopt to navigate a changing world. For this article, I am going to be […]
Is Complacency Putting You Risk? Lessons From a Fighter Pilot Flying taught me a valuable lesson about life: complacency can cause serious problems for ourselves and those around us. In this newsletter, share a personal story about the dangers of complacency including the following topics: Complacency Consequences What leads to complacency? Signs Complacency is Creeping […]
Thinking of Self Care When Burned Out as i was Heading to Dallas from Kansas City recently, I heard the familiar tone of the voice over the intercom start up: “Ladies and Gentlemen, we’ve got a full flight to Dallas today…” Travel is BACK and flights are almost always full again, so I couldn’t be […]
Three small steps to help you use New Research Authentic Leadership as your strategy to improve engagement and retain your talent. It seems just about every day your news feed has a new article talking about the (admittedly catchy) “Great Resignation. And geez, so sorry about adding yet another. I’m guessing just about every leader […]
Imagine this scenario: You are considered THE BEST in the world at your chosen profession – according to critics, peers, well known in the public – and suddenly you MUST change your career. Does this thought excite you, or terrify you? If it is YOUR choice, then it’s a great thing! If it’s doctor’s orders […]
Clarity Certainty and Hope. Many have spoken about VUCA times, where it all becomes Volatile, Uncertain, Complex and Ambiguous. We had a large taste of it in 2008, during the global financial crash, but the Coronavirus has really challenged every nation, and every person. We will share some thoughts and insights that may help you […]
A study of 70 top European Organisations shows that that the 10th reason they Choose One Pitch Over Another is the paper proposal. That’s not to say the paper proposal is not important but most people are neglecting the #1 reason. I share it at the biggest sales conference in Europe. “I’m not sure our […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
