I’ve just finished delivering a micro-training course on how to run engaging virtual sales meetings. It’s a bit of a hot topic at the moment, because many salespeople are feeling like fish out of water when they can’t use the tried and trusted techniques of walking into someone’s office, complimenting that person on the sales chart on the wall, the family photo on their desk, or the prize stuffed cod hanging above their desk, then blitzing the sales presentation through charm alone. Yes, once upon a time, sales trainers taught that these were great sales techniques to break the ice and build rapport.

Except they never worked. Even face to face.