One of the things that has been missing from my sales calls since we transitioned to 100% zoom has been the friendly conversation that normally happens before or after the meeting. Generally in face to face appointments there is time for informal conversation where we catch up with the customer about their lives outside work. This just doesn’t happen organically in video conferencing most of the time. But some times, out of the blue, it does. Today at the end of a demo, we ended up talking for ten to fifteen minutes with one of my customers about how we are all weathering the Pandemic. It was nice. Normal even. And I’m grateful for that in this time when so much is not normal.