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Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast
And just like that, everything changed . . .
A global pandemic. Panic. Social distancing. Working from home.
In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.
To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.
Overnight, virtual selling became the new normal. Now, it is here to stay.
Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction.
Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.
Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.
Jeb Blount, one of the most celebrated sales trainers of our generation, teaches
How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.
Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
A global pandemic. Panic. Social distancing. Working from home.
In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.
To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.
Overnight, virtual selling became the new normal. Now, it is here to stay.
Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction.
Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.
Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.
Jeb Blount, one of the most celebrated sales trainers of our generation, teaches
How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.
Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
354 pages, Kindle Edition
Published June 23, 2020
319 people are currently reading
555 people want to read
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Displaying 1 - 30 of 36 reviews
December 30, 2020
A solid book, built especially for the 2020 virtual sales environment. Covering everything from telephone to email to social and video calls, Blount makes the keys of virtual selling clear. You’ll walk away with good tips, tricks and a load of bonus content off of his website as well. While it can be a bit repetitive at times, you generally are both informed and entertained. A good addition to the shelf.
August 5, 2020
Six months ago, I had never considered selling in the middle of a global pandemic but here we are. I just finished Jeb Blount's newest book Virtual Selling. The thing that I absolutely loved about this book is that it not only talks about the virtual world but it also aligns it with effective sales skills and techniques.
One point that was really eye-opening to me as a Solution Engineering leader was the idea of a Micro-Demo. You record a 2-minute demo of one software feature that will impact the customer. It is a great concept to reinforce the key feature from a longer online demo.
If you are trying to succeed in today's sales world, this book is for you.
One point that was really eye-opening to me as a Solution Engineering leader was the idea of a Micro-Demo. You record a 2-minute demo of one software feature that will impact the customer. It is a great concept to reinforce the key feature from a longer online demo.
If you are trying to succeed in today's sales world, this book is for you.
March 20, 2024
The book emphasizes phone prospecting over face-to-face meetings. The author explained this earlier in "Fanatical Prospecting," so it was a repeat.
For virtual sales calls, he underlined the importance of showing your entire face, shoulders, and hands during video calls. Be prepared for ad-hoc video calls. He talked about your workspace setup - that overlapped with DreamStudio.co's free course - so it wasn't new to me either.
He recommended using not just phone but also email and text to keep in contact with prospects. I use WhatsApp with prospects, so I should remember to use it more. The author also said to reach out to prospects via multiple channels at a time. For example, emailing and messaging on LinkedIn. This repetition makes it more likely for a prospect to recognize and respond to you.
The book made me consider whether my actions benefit my brand. I realized I often create content that doesn't support my consulting business. Another takeaway was the importance of always scheduling the next meeting during conversations.
I rate the impact of this book on me a 2 out of 5 because I was already aware of most of its content. It's a valuable resource for someone new to this author's work or those struggling with virtual sales. Success in face-to-face sales is different.
For virtual sales calls, he underlined the importance of showing your entire face, shoulders, and hands during video calls. Be prepared for ad-hoc video calls. He talked about your workspace setup - that overlapped with DreamStudio.co's free course - so it wasn't new to me either.
He recommended using not just phone but also email and text to keep in contact with prospects. I use WhatsApp with prospects, so I should remember to use it more. The author also said to reach out to prospects via multiple channels at a time. For example, emailing and messaging on LinkedIn. This repetition makes it more likely for a prospect to recognize and respond to you.
The book made me consider whether my actions benefit my brand. I realized I often create content that doesn't support my consulting business. Another takeaway was the importance of always scheduling the next meeting during conversations.
I rate the impact of this book on me a 2 out of 5 because I was already aware of most of its content. It's a valuable resource for someone new to this author's work or those struggling with virtual sales. Success in face-to-face sales is different.
October 16, 2020
I’ve been through a lot of sales training, read a bunch of books, and Jeb is the best. I’ve experienced his onsite training twice at my company, and both times it was transformational to my sales process. It’s taught me enough about sales for me to know I don’t want any part of it! That’s why I coach and someone else sells!
Because of that my manager asked me to lead a book club with our team on this book. So I’ve been reading and creating a reading guide these past two weeks for us to discuss over the course of six weeks. I think it’s going to be one of my finer moments. Personal book love combined with work coaching love.
Jeb walks through using virtual techniques to add to your sales process. This is not a “do everything virtual now because the world is different and will be forever” kind of book. It’s systematic and worth the read. His other books are great for sales and highly recommended … but it is possible to get what you need just from this book. Why? Because the process is the same no matter what channels you use. Virtual doesn’t make it easier or faster, just adds a few new opportunities to connect!
⭐️⭐️⭐️⭐️⭐️
Because of that my manager asked me to lead a book club with our team on this book. So I’ve been reading and creating a reading guide these past two weeks for us to discuss over the course of six weeks. I think it’s going to be one of my finer moments. Personal book love combined with work coaching love.
Jeb walks through using virtual techniques to add to your sales process. This is not a “do everything virtual now because the world is different and will be forever” kind of book. It’s systematic and worth the read. His other books are great for sales and highly recommended … but it is possible to get what you need just from this book. Why? Because the process is the same no matter what channels you use. Virtual doesn’t make it easier or faster, just adds a few new opportunities to connect!
⭐️⭐️⭐️⭐️⭐️
December 29, 2020
I read this book for a work book club. It was fine for me. There were a few tidbits of helpful information, but the vast majority of this book was selling Jeb’s brand (his other books, his online training materials, products his brand endorses from partners, etc.). There were lots of broad statements made without any evidence or cases or anything to back them up. It felt a little hokey to me and at times, the author contradicts himself on advice. So, for me, I would not recommend this book to anyone else. I think what helpful information was provided from here could have been boiled down into a short article (but of course that wouldn’t have made much money). Being an avid reader, I would suggest self-help books on communication, success, and confidence would be better training material than this. I would first suggest Priya Parker’s The Art of Gathering: How we meet and why it matters.
June 23, 2025
Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast is an essential read for modern sales professionals navigating the digital landscape. The book offers clear, concise strategies for building trust, engagement, and credibility in a virtual environment, all while maintaining the urgency and effectiveness of traditional sales methods. I found the guidance on using video and tech tools especially practical, with tips that can be implemented immediately to boost remote sales success. A smart, timely, and highly actionable guide for anyone in B2B or remote selling!
September 23, 2020
You can safely skip some chapter if you already read Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling. Overall, great book full of practical advices.
August 16, 2020
This book was Stevo's Business Book of the Week for the week of 8/16, as selected by Stevo's Book Reviews on the Internet and Stevo's Novel Ideas. And, just like that, everything changed…
Find more Business Books of the week on my Goodreads Listopia page at https://www.goodreads.com/list/show/9..., and find many more recommended books on my Amazon Influencer page at https://www.amazon.com/shop/stevo4747 or by searching for me on Google.
Find more Business Books of the week on my Goodreads Listopia page at https://www.goodreads.com/list/show/9..., and find many more recommended books on my Amazon Influencer page at https://www.amazon.com/shop/stevo4747 or by searching for me on Google.
December 14, 2020
#1 - I loved Fanatical Prospecting and got a lot from it. Hence I tried this.
I am 2.5hrs in and, literally, all I have heard is "video calls save you a lot of time".
It feels like a rushed, post-pandemic, opportunity-ceasing book and it has so far only beat one drum. It is wasting my time.
I am not going to listen to any more, I am deleting it - an Audible credit wasted - the time video calls have saved me this week I have lost to listening to this.
Bad.
I am 2.5hrs in and, literally, all I have heard is "video calls save you a lot of time".
It feels like a rushed, post-pandemic, opportunity-ceasing book and it has so far only beat one drum. It is wasting my time.
I am not going to listen to any more, I am deleting it - an Audible credit wasted - the time video calls have saved me this week I have lost to listening to this.
Bad.
December 28, 2020
More like 2.5 stars. A few key points that people do need (sales blending, online professionalism, methods for working with negative answers, etc); quite a bit of obvious info for almost anyone who has been in the sales industry for any amount of time; sprinkled with several points for trying to get people to buy his sales program. Could absolutely be beneficial for those new to the industry though.
February 12, 2021
I'm sure this book is good for some people, but not me. I had hoped this book would go beyond common sense, but frankly this has not taught me anything I didn't already know or know how to do better. You'd do better to Google tips on how to give a successful virtual call on Zoom and save 3 hours of your life that I unfortunately will never get back.
June 13, 2023
I would give this a solid 4 stars - easy to read. In fact, in addition to reading, I ordered the audiobook and went over key concepts during short drives. My sales manager assigned this as mandatory reading so at first there was reluctance at the assignment but I think each member of our team gained new insights and “nuggets” we are applying to our selling strategy.
August 19, 2023
like the writer has a good idea of what virtual selling is all about but, no I can't suggest this to anyone. he kept repeating video calls, and virtual calls in many chapters. the book could have been reduced to 12 -20 chapters but no, it's 35 chapters which could even bore you out cause its lengthy
November 26, 2023
3.8 stars but would recommend. Extremely practical - there are some very critical pieces of information in here that all sales individuals should have as their “basics.” I really enjoyed and would recommend to individual kicking off their sales career. Even as a more experienced sales individual, I found really great nuggets in here!
June 7, 2024
Great book on virtual selling vs in-person selling
Virtual Selling does a great job of explaining how and when Virtual selling is most
applicable compared to an in-person approach like the old fashion door knocking strategy. It goes further to highlight why we must always be adaptable and innovativ3 when it comes to sales and success. A must read 📚.
Virtual Selling does a great job of explaining how and when Virtual selling is most
applicable compared to an in-person approach like the old fashion door knocking strategy. It goes further to highlight why we must always be adaptable and innovativ3 when it comes to sales and success. A must read 📚.
August 31, 2020
As a SaaS sales professional, I’ve been “virtual selling” my whole career. There were some good nuggets here. However, this book is best for seasoned in-person sales professionals or leaders that are shifting to virtual. This book is loaded with practical guidance.
September 9, 2020
This book had been in the works before the pandemic hit. It was rushed because of the bigger need for Jeb's lists and nuggets of practical direction.
Should be required reading for anyone in sales and have to rely on virtual meetings.
Should be required reading for anyone in sales and have to rely on virtual meetings.
December 13, 2020
Blount is always good. But this book contains a LOT of recycled material from his previous works.
If you've never read anything by him, it's great. If you have, it's still got some new stuff, but be prepared for deja vu.
If you've never read anything by him, it's great. If you have, it's still got some new stuff, but be prepared for deja vu.
March 26, 2021
Plenty of great ideas here. There was some grammatical errors here and there, but going from an idea to published in 60 days would be pretty rushed. Slightly repetitive throughout, but it helps emphasize that the techniques can be used in multiple areas of selling.
June 23, 2021
Almost only really relevant topics to virtual selling ways. Obviously not every single topic is going to be relevant to everyone but tons of useful and important topics. A big focus on quite basic sales stuff just focused on virtual as opposed to face to face methods but those are always important.
August 16, 2020
Another masterpiece from Jeb Blount! Chapter 35 was a complete "level set" for me. May Virtual Selling serve you well. Love and light - Books Rule the World
August 30, 2020
Excellent Read!
This is Jeb’s 3rd book that I’ve read and the best so far. Hard to believe he published it in only 60 days. Well done!
This is Jeb’s 3rd book that I’ve read and the best so far. Hard to believe he published it in only 60 days. Well done!
November 12, 2020
Fantastic read for any salesman during these times.
December 20, 2020
If you're in sales or a sales related position this is a must read.
January 2, 2021
Again like his recent book Objections this is 70% revisited material from his otherwise great material. Read sales eq and fanatical prospecting
February 16, 2021
Increíble libro!!
Read
February 24, 2021Amazing , very helpful with our current business climate
Brilliant
Brilliant
June 7, 2021
Virtually Perfect
This book is not only timely for what is presently happening, it also shines a bright light on where we are going in sales. Bravo Jeb.
This book is not only timely for what is presently happening, it also shines a bright light on where we are going in sales. Bravo Jeb.
April 2, 2022
💸 show class, have pride, and display character
https://www.goodreads.com/book/show/5...
https://www.goodreads.com/book/show/5...
This entire review has been hidden because of spoilers.
July 16, 2023
Opportunistic cash grab during the pandemic
Displaying 1 - 30 of 36 reviews