Virtual Sales Meetings

"Let me know if you have any questions." "Happy to discuss further." "Looking forward to your thoughts." Every time you end a follow-up with these wimpy closes, you're asking busy executives to do work they won't do. They're not going to think of questions. They're not going to schedule a follow-up call. They're not going to send you their thoughts. They're going to delete your email and move on with their actual job. The fix is making the next step so easy that a drunk executive could do it. Instead of "let me know if you have questions," embed your calendar link directly in the email. One click to book time. Instead of "happy to discuss further," Create a simple yes/no decision box: "Ready to see the ROI calculation? Yes | No" Instead of hoping they'll respond with their availability, give them three specific time slots to choose from. The most powerful follow-up technique? Use their exact words from your call. When Jessica said she's "bleeding money on software licenses," don't paraphrase it. Quote it exactly. Reference her Thursday board meeting. Add one insight she didn't know. There's nothing more impossible to ignore than hearing your own words reflected back with new value attached. Your generic templates sound like every other vendor they're ghosting. But your personalized follow-ups that reference specific moments from your conversation get responses. Stop making prospects do the work of figuring out next steps. Start making it obvious how they move forward. Every follow-up is life or death for your deal. Most AEs are committing suicide with their own emails. Don’t be like most AEs.

We cut proposal response time by 60% and reactivated 20% of lost deals. How? with just one move: better follow-up. We know that proposal decks get buried in inboxes. Buyers forget what you sent, AEs left chasing the same names for weeks. Not fun! So we looked for a way to rebuild the process. And we came across: AI Deal Rooms. It is basically a centralized room where the buyer can find everything related to the deal: - Proposal or pricing - Demo recap - Case studies - Next steps The AI layer makes the room dynamic: - Pulls in call notes automatically after meetings - Personalizes summaries and intros for each buyer - Tracks engagement (who viewed what, when, and for how long) - Triggers follow-ups when buyers reopen, share, or revisit the content Here’s how we run it now at SalesCaptain 👇 1️⃣ Meeting ends Call notes, key pains, and next steps are summarized automatically (PandaDoc natively, Fathom.ai, HubSpot meeting notes..etc) 2️⃣ A deal room opens instantly in PandaDoc Proposal, demo recap, and case study, all in one link. Each room starts with a short video from the AE (Loom, Tella) 3️⃣ Email goes out fast No “we’ll send it next week.” AEs hit send in minutes. 4️⃣ Signals start tracking We see when buyers open the room, how long they stay, and who else views it (PandaDoc) 5️⃣ Follow-ups trigger on actions - Pricing opened → Slack ping (Zapier). - Proposal revisited → “Still exploring?” check-in. - Old deal reopened → nurture sequence. The results we've seen so far are: → Proposal response rate up 30% → Lost deals re-engaged 20% more → Sales cycles shorter, cleaner, easier to track (the way sales cycles should be) Buyers get one link with everything they need. Reps stop chasing, and focus on closing. I’m seeing this setup change how fast teams follow up and how often buyers come back. If you haven’t tested AI Deal Rooms yet, it’s worth exploring. Shoutout to PandaDoc for this feature. #salesops #revops #salescycle #gtm #pandadoc

Years ago, I watched one of the best enterprise salespeople I've ever known lose a million-dollar deal simply because "𝗜 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗽𝘂𝘀𝗵𝘆". This brilliant, capable professional was letting million-dollar opportunities slip away because she was afraid of seeming aggressive. Sound familiar? Here's the reality I've found after analyzing thousands of sales interactions: The average B2B purchase requires 8+ touches before a response, but most salespeople give up after 2-3. 𝗧𝗵𝗲 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗶𝘀𝗻'𝘁 𝗳𝗲𝘄𝗲𝗿 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀—𝗶𝘁'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗻𝗲𝘀. Working with clients across industries, I've developed what some have called the "Goldilocks Sequence" – not too aggressive, not too passive, but just right for maximizing response rates without alienating prospects. It starts with how we view follow-ups. Stop thinking of them as "checking in" and start seeing them as opportunities to deliver additional value. For each client, we build what I call a "Follow-Up Content Library" with 5-10 genuinely valuable resources for each buyer persona – a mix of their content and third-party research addressing likely challenges. Having this ready means follow-ups can pull the most relevant resource based on the specific situation. The sequence itself has a rhythm designed to respect the prospect's time while staying on their radar: 𝗗𝗮𝘆 𝟭 is the initial value-focused outreach with a specific insight (never generic "I'd like to connect" language). Around 𝗗𝗮𝘆 𝟯, we send a gentle bump, forwarding the original email with: "I wanted to make sure this reached you. Any thoughts on the [specific insight]?" It's brief and assumes positive intent. By 𝗗𝗮𝘆 𝟱, we shift to an alternative channel like LinkedIn, with a personalized note referencing the insight, but still no meeting request. Around 𝗗𝗮𝘆 𝟴 comes the pure value-add – sharing a relevant resource with no ask attached: "Came across this [article/case study] that addresses the [challenge] we discussed. Thought you might find it valuable regardless of our conversation." 𝗗𝗮𝘆 𝟭𝟮 brings what I call the "pattern interrupt" – a brief email with an unexpected subject line and single-question format that's easy to respond to. Then, around Day 18, we send the "permission to close" message: "I'm sensing this might not be a priority right now. If that's the case, could you let me know if I should check back in the future? Happy to remove you from my follow-up list otherwise." This sequence generated a 34% response rate for an enterprise software client compared to their previous 11% using traditional methods. The key difference? Every touch adds legitimate value rather than just asking for time. And because it's systematic, it removes the emotional weight of deciding when and how to follow up. What's your most effective follow-up technique? I'm always collecting new approaches to share with clients. #SalesFollowUp #OutreachStrategy #PipelineGeneration

Founder-Led Sales Bootcamp #18: The anti-follow-up follow-up Let’s face it - most follow-ups are awful You know the one: “Just checking in to see if you had a chance to review…” It’s lazy, adds no value, and gets ignored. And yet, we all do it. Here’s the truth: deals don’t die because of price or competition nearly as often as they die because… people just don’t follow up well. Not consistently, not creatively, and definitely not with empathy. Your follow-up should remind them of the value, not just remind them you exist: 5 Follow-Up Tactics That Actually Work: 1️⃣ The Insight Drop Send something actually useful. "Thought of you when I read this piece on X - lines up with what you mentioned re: [pain]. Let me know if you'd like me to break down how this applies to your team." 2️⃣ The Reverse Close “Happy to pause here if priorities have shifted - I know how things move internally. Let me know either way.” By giving them an out, you remove pressure and often get a faster reply. 3️⃣ The Value Tease “Would a short walkthrough focused just on [specific goal] be helpful for you or others internally?” 4️⃣ The Close the Book This one’s powerful when things have dragged out: "I haven’t heard back, so I’m going to assume timing isn’t right and close the book on this for now. If things change, I’m always here.” It’s respectful, confident, and creates positive tension. You’ll be shocked how many replies start with, “No wait, sorry for the delay...” 5️⃣ The Mutual Action Reminder If you’ve got a Mutual Action Plan or shared plan in place: “Circling back on our shared timeline - still makes sense to aim for [milestone]?” Quick Action Plan: 💡Stop saying “just checking in.” Forever. 💡Create a 3-email follow-up flow. One value-add, one soft ask, one Close-the-Book if needed. 💡Add a reminder into your CRM 3, 7, and 14 days post-demo. Most founders give up way too early. Buyers aren’t ignoring you because they hate your product. They’re just busy. Be the one who makes follow-up frictionless.

I've analyzed 5 luxury brands using virtual reality. Here's why the future of fashion isn't physical. Fashion has entered a revolutionary phase where cutting-edge technology meets creativity, solving tangible problems and creating new opportunities. With virtual and augmented reality, brands are reimagining the entire shopping journey while addressing challenges in sustainability, accessibility, and customer engagement. Let's explore how five major players are transforming the fashion landscape through technology: → Gucci digital sneakers:  Gucci launched Virtual 25 digital sneakers in partnership with AR platform Wanna. It tripled new user acquisition and increased average session time by 5x, strengthening its digital brand presence. → Zara digital models:  Zara experimented with digital models in store windows, allowing customers to interact with them. This was part of their broader physical and digital shopping experience strategy, which boosted customer engagement and brand loyalty. → AUROBOROS' digital fashion:  Auroboros showcased digital fashion at London Fashion Week 2021. This virtual try-on lets users explore different styles and express their personal fashion preferences without physical products, promoting sustainability. → FARFETCH's 3D visuals:  Farfetch's virtual try-on (VTO) feature led to 22% higher engagement and a 3.4% sales increase, proving the impact of 3D visuals on customer conversion. → CHANEL's personalized recommendations:  They created a lip scanner app that finds the perfect lipstick match from any colour in their library of over 400 shades. Similar virtual try-on technologies increased sales conversion rates by 94%. These innovations are beneficial for everyone... 📍 It's sustainable as it cuts down product returns dramatically. 📍Virtual-only fashion pieces create new ways for people to express themselves. 📍AI now helps find styles that match your personal taste, making shopping more personal than ever. Fashion brands ignoring these technologies risk getting left behind. Early adopters will win through better customer relationships, lower costs, and reaching more people without physical store limitations. Which virtual shopping experience excites you the most?

I meet 1000s of interesting people every year. But if they don't follow up, they're forgotten. People assume that shaking someone's hand and telling them how great their business is means they're gonna close a deal. But a deal is only a deal if you follow up and actually get ink on paper.  The best follow-ups don’t feel like follow-ups. They just feel like the next natural step. There are ways to add value without looking desperate to sell.  Here's the playbook that actually closes deals 👇 1️⃣ Do your homework See what’s changed since you last spoke (a post, a launch, or a role change). Show you've done your research. 2️⃣ Follow up fast Follow up within 24-48 hours after meeting someone new. The longer you wait, the colder it gets. 3️⃣ Change the message If they didn’t respond once, they won’t respond to the same ask again. Bring a new angle or context. 4️⃣ Lead with value A useful resource, insight, or intro beats a reminder every time. Show what you've got to offer. 5️⃣ Make it easy to reply Set a specific time instead of just asking "When works for you?" Always give an easy out. 6️⃣ Reference what they care about It could be something they shared, or something they’re working on. Personal always beats polished. 7️⃣ Acknowledge the gap If it’s been weeks, say it. Naming it resets the conversation. 8️⃣ Know when to stop Two follow-ups max. After that, it's a no. Pushing further burns trust. 9️⃣ Do what you said you’d do If you promised a resource or intro, send it. Credibility determines how future follow-ups land. 🔟 Use channels intentionally Don't underestimate an email or a LinkedIn DM. Use them wisely. A well-played follow-up adds value and shows respect. They protect the relationship even if the answer is no. If someone still doesn’t reply after two tries, move on. The relationship isn’t dead; it's probably just that the timing isn’t right. And, as cliché as it sounds, you actually do miss 100% of the shots you don't take. So take the damn shot...or get off the court. What’s your go-to tactic to follow up with someone? Drop it in the comments. For more frameworks on building your network the right way,  My weekly newsletter, Network to Net Worth, breaks it all down. Subscribe here 👇 https://lnkd.in/gFp5bEbt ♻️ Repost to help your network build strong relationships,  And follow me, Rohan Sheth, for more on growth and networking.

Leveraging sales-tech to bridge the gap between top and bottom performers: On average, top sales reps outperform their bottom quartile peers by 2.05x. Potentially 100's of thousands in lost revenue. Lets looks at how to analyse the problem and the possible sales-tech solutions. Analysis 🔍 ▶ Call recording software: Review reps' customer conversations and spot weak points. Try MeetGeek or Fireflies.ai for great value-for-money alternatives to Gong. ▶ Activity insights: HubSpot is good but Attrium analyses dozens of metrics from your SDR/AEs, and gives you human like insights. Eg "John Smith has booked 3 less meeting this week because his email volume is down 30%". Solutions 💡 ▶ Training tools: Training is best delivered face-to-face but its not always practical. Wonderway provides AI feedback to reps after every call. ▶ On call insights: Equip your reps with live objection handles/battle cards etc with WINN.AI or Salesken. ▶ Gamification: SalesScreen leaderboards/competitions are specifically designed to motivate lower performers. Curious to hear if other leaders have implemented tools to solve this problem? #salestech ------------------------------------------------ Follow for more ⬇ + hit the 🔔 Felix Frank ⚙️

Virtual sales calls aren’t that different… if you know what actually works on screen. Most reps don’t lose deals on Zoom, they just don’t adapt to it. Here are 10 ways to stand out on virtual sales calls 👇 1. Prepare before the call → Plan your flow instead of relying on improvisation → Decide engagement points, visuals, and key questions in advance 2. Use small talk intentionally → Warm up the room briefly to build comfort → Transition quickly into structure and purpose 3. Set the agenda early → Confirm time and outline a simple agenda upfront → Clearly define the goal of the conversation 4. Keep buyers engaged → Shift engagement every few minutes using questions or visuals → Avoid long monologues and keep earning attention 5. Use visuals to make it stick → Use simple visuals instead of heavy text → Focus on one clear idea at a time 6. Show you’re listening → Stay visibly present and acknowledge actively → Use nods, short responses, and facial engagement 7. Manage eye contact smartly → Look at the screen while listening → Look at the camera when making key points 8. Control your voice & pace → Speak slightly slower than normal → Pause often and keep explanations clear and concise 9. Use body language on screen → Sit upright, stay centered, and use controlled gestures → Your posture and energy shape perception 10. Lock the next step live → Agree on clear next actions before ending the call → Define timing, ownership, and expectations The real shift: Virtual selling rewards those who are intentional. → More preparation → More clarity → More deliberate engagement Do this well, and Zoom stops being a limitation… and becomes your advantage.

99% of deals that I lost had one thing in common (I bet 30% of your pipeline looks the same) I didn’t set a clear next step. No matter how good the call felt. If I didn’t lock in the next move before hanging up. It died in follow-up limbo. Deal was dead. Here’s exactly how I set next steps now (and how you can too): 1. Always set the next step before the call ends → “Let’s grab 15 minutes while we’re both here - does Tuesday or Wednesday work better?” Why it works: Avoids email tag and ghosting. Locks in commitment live. 2. Make the next step outcome-driven → Don’t say: “Follow-up call.” → Do say: “Pricing review with the CFO” or “Legal alignment” Why it works: Creates clarity and urgency - everyone knows what’s coming. 3. Confirm who needs to be in the room → “Anyone else we should loop in for the next step?” → “Who signs off on this kind of decision internally?” Why it works: Multithreading early avoids delays later. 4. Recap the call with 3 key bullets → What we discussed → Why it matters → What’s happening next (date, time, people) Why it works: Removes ambiguity. Builds trust. 5. Use “time framing,” not “next week” → Say: “Does Wednesday at 10 or Thursday at 2 work better?” Why it works: Frictionless scheduling beats soft follow-up every time. The result: - Tighter sales cycles - Fewer ghosted deals - More control through every stage My take: The close doesn’t start with the proposal. It starts the moment you lock in the next step. PS. What’s your go-to line to land the follow-up on the call?