Before COVID-19 hit, presenting to prospects via “Zoom,” “Microsoft Teams” or similar programs such as Skype, was a relatively rare but growing phenomenon. No longer. The pandemic put limits on face-to-face meetings. That, in turn, spurred a boom in the use of online technology both for internal communications, as well as outreach by salespeople to customers and prospects.

We’ve all had to pivot to deal with the fallout from COVID-19. But many salespeople are still learning the unique characteristics of what we’ll call “the Zoom era.” It encompasses a visual/aural realm in which you not only hear, but see your ...