Web Conferencing

You Are How You Meet

When it comes to making a good first impression, there’s a reason why you avoid making them over the phone. Maybe it’s because, over time, you’ve learned the building blocks of establishing critical relationships—how you dress, body language, and your ability to focus on the other person—are all predominantly visual. These go out the window if the person on the …

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3 Ways Your Kid is a Better Sales Rep Than You—Proven, Virtual Communication Strategies

Why? My 6 year old son asks me this question at least 10 times a day—and his endless curiosity has led me to believe that sales people win when they use the same elementary approach to closing deals. So take out your pencils and jot down some notes—here are 3 communication strategies for becoming a better sales rep: 1. The …

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Scary Stories of Online Meetings Gone Wrong

It’s that time of year: Halloween. The day when the spirits of restless sales reps come back to roam our halls and cubicles once again. Their ghostly cries foretell dangers more ominous than we could ever imagine: Tech back your sales results – or else! The meeting is coming… from inside the house! This year, I thought we could take …

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An Open Letter to IT: We Need To Own Our Tech Decisions

At my breakout session at AAISP a few weeks ago, I asked the audience to raise their hands if they used some sort of conferencing tool. A ton of hands went up. Then, I asked those people if they themselves had picked that tool. Most of the hands went down. This illustrates a critical problem in sales organizations today. As …

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Put the Human Back in Human Resources with Video

Join me TODAY in Chicago at AA-ISP’s Frontline Conference Series!   The War on Talent is nothing new. I’m serious. The technology may have changed, but the basic principles you need to attain top talent haven’t changed at all in the last 15 years. Don’t believe me? Check this out: “Today, we are faced with a greater challenge than ever …

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7 Dangerous Meeting Personalities and How to Keep Them on Track

Dangerous Meetings

Whenever you’re meeting with a group, diverse meeting personalities emerge. Sometimes they work in harmony, fostering collaboration, creativity, and ultimately, productivity. However, occasionally more dangerous personalities bubble to the surface, personalities that have the capability to empower your meetings if properly handled, or ruin them if left unchecked. Here are 7 of the worst offenders and suggestions on how to manage …

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7 Ways to Win with Face-to-Face Results, Without the Cost

It’s possible to get your inside sales team to the level of an outside sales team. But not with your technology. And not with your existing sales processes. Many organizations have responded to pressure from the C-Suite by re-organizing with an inside sales model. However, these organizations struggle to build trust and close sales because their reps aren’t face-to-face with …

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65% of federal agencies are ready for teleworking

telework

As mobile and Internet technology expands, the ability for more people to easily telework also expands. This is the case with private businesses as well as with government agencies. A new report from the Telework Exchange reveals that 65 percent of federal agencies have above-average information technology (IT) infrastructures that are capable of supporting teleworkers. Other key findings in the …

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Deliver a Rich Customer Experience to Increase Revenue and Customer Loyalty

This last Sunday, Seth Godin blogged: “It’s easier to love a brand when a brand loves you back.” I couldn’t agree more. It’s never been more important to cultivate genuine customer relationships. Over 63% of buyers chose helpfulness and knowledge when selecting a vendor. With the right building blocks, an introductory meeting can turn a prospect into a loyal customer—but …

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Tech Back Your Sales Results: An IT Checklist for Online Meetings

I doubt technology is one of the things that keeps you up at night. But it’s very possible that it should be. I talk to CEOs from different companies every day, and hands down, their top two biggest complaints are: Their sale teams aren’t meeting their targets. Their cost per sale is too high. Sound familiar? Ever since the down …

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New Research: Dress to Be Confident and Creative at Work

Have you taken your prospecting to an entirely new level with video? Video is the new sales tool you can’t do without, and was the topic for my video webinar with inside sales expert Josiane Feigon of Telesmart last month. This month we shared ways you can put your prospecting on steroids with video. It’s amazing how much impact video can have …

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Is Poor Technology Keeping You From Hitting Your Numbers?

Most salespeople think about meetings in terms of purpose, frequency and pipeline. But there’s one critical areas that most sales professionals overlook, and it’s often the area that’s most tied to revenue. Here are the typical sales questions when it comes to meetings: 1) What’s the purpose of the call? Is it an explorational first meeting? A product demo? Or …

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iMeet Shines Bright‚ Wins Silver at 2012 Edison Awards

PGi had one goal in mind when creating iMeet‚ abolish soul-sucking meetings. The iMeet experience is unlike any other product on the market. It expands on basic video conferencing, giving users their own personal online meeting room that integrates with their favorite social media and file sharing applications. A cloud-based application, iMeet was designed to be simple, personal, and mobile, …

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What nonverbal messages do you send during virtual meetings?

I’ve said before that up to 93% of communication is nonverbal. But did you know that you exchange approximately 800 nonverbal messages during the average 30-minute sales call? (Source: The Art of Nonverbal Selling, Gerhard Gschwandtner) On a sales call, your nonverbal communication will always say more than your words. What nonverbal messages are you sending to clients and prospects?

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Digital Nomad Tip #28: Don’t Let a Few Miles Keep Your Team From a Big Opportunity

G’day mate and greetings from down under in beautiful Sydney, Australia! After taking a week off in the Hobbit capital of the world, South Island, New Zealand, we made our way to Sydney and have been enjoying some of the best weather the city has to offer. In the short time we’ve been here, my colleagues have taken me to …

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A focus on the intersection of the future and the way we work: #ShiftSXSW

Beginning tomorrow, PGi will engage thought leaders, strategists, and business visionaries in a three-day conversation that intersects at the interactive hub of the SXSW conference in Austin, Texas. Our offices, located the top of the Frost Bank Building, will serve as host for the second #shift conference. This pop-up event empowers, studies and celebrates exciting new fields as well as …

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The Digital Sales Call: How to Get Results

Successful sales professionals are making heavy use of online environments to prospect, create relationships, and close deals. But how are they translating the “art” of selling (once thought to be require face-to-face interactions) to an online environment? Last week, I led a webinar with Selling Power‚ The Digital Sales Call: How to Get Results. I shared tips and tricks for leveraging …

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PGi Awarded Frost & Sullivan’s 2011 Product Line Strategy Award

We are proud to announce that Frost & Sullivan, a global leader in research and analysis, has recognized PGi as their 2011 Product Line Strategy Award winners. This prestigious award recognizes PGi’s accomplishments in delivering industry-leading products and solutions that advance videoconferencing software as a service. iMeet and GlobalMeet were designed with the user in mind and above all, to …

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How to Recover and Regroup After a Soul-Sucking Meeting

You probably know what it’s like to have a meeting that makes you feel worse after it’s over, as though you’ve accomplished less for attending than if there had been no meeting at all. You aren’t clear on your next steps, attendees are frustrated, communications were cloudy, tense, or worse, or maybe even some of the primary stakeholders weren’t even …

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Happy Holiday Wishes from PGi

 

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