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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

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And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back. Virtual Selling can be challenging. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. It's natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast. Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you. Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You'll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation. Jeb teaches you: How to choose the right technology stack for your unique situation The five elements of effective virtual sales calls The seven keys to making a lasting impression on video How to make the camera your best friend Why you must be video ready (BVR) all the time How to leverage virtual tools to get more done, in less time, with better outcomes Seven virtual communication strategies you must never forget How to conduct multi-stakeholder virtual sales calls The B.O.N.D. virtual engagement framework How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor The five questions stakeholders are always asking on every virtual call The S.C.O.R.E. Discovery Method for virtual sales calls How to deliver effective virtual demos and presentations that grab attention and seal the deal Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity How to ask for what you want, get past objections, and close the deal on virtual sales calls How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge. Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. 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.


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And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back. Virtual Selling can be challenging. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. It's natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast. Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you. Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You'll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation. Jeb teaches you: How to choose the right technology stack for your unique situation The five elements of effective virtual sales calls The seven keys to making a lasting impression on video How to make the camera your best friend Why you must be video ready (BVR) all the time How to leverage virtual tools to get more done, in less time, with better outcomes Seven virtual communication strategies you must never forget How to conduct multi-stakeholder virtual sales calls The B.O.N.D. virtual engagement framework How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor The five questions stakeholders are always asking on every virtual call The S.C.O.R.E. Discovery Method for virtual sales calls How to deliver effective virtual demos and presentations that grab attention and seal the deal Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity How to ask for what you want, get past objections, and close the deal on virtual sales calls How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge. Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. 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.

30 review for Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

  1. 5 out of 5

    Ed Barton

    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.

  2. 5 out of 5

    Steve Bullington

    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 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.

  3. 5 out of 5

    Katie

    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 ov 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! ⭐️⭐️⭐️⭐️⭐️

  4. 5 out of 5

    Erin Beaver

    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 an 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.

  5. 4 out of 5

    Valentino Gagliardi

    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. 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.

  6. 5 out of 5

    Stevo Brock

    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. 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.

  7. 4 out of 5

    Jason

    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.

  8. 5 out of 5

    Daniel B

    #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. #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.

  9. 4 out of 5

    Hannah Johnson

    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. 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.

  10. 4 out of 5

    Benjamin Arp

    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.

  11. 5 out of 5

    Elliot Grossbard

    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. 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.

  12. 5 out of 5

    Arif Ramadan

    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. 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.

  13. 4 out of 5

    Patricia Smith

    Amazing , very helpful with our current business climate Brilliant

  14. 5 out of 5

    ROBERT

    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 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

  15. 5 out of 5

    Isaac Escamilla

    Increíble libro!!

  16. 4 out of 5

    Geoff Price

    If you're in sales or a sales related position this is a must read. If you're in sales or a sales related position this is a must read.

  17. 5 out of 5

    Lee Kicker

    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!

  18. 4 out of 5

    Alan Jarvie

    Again like his recent book Objections this is 70% revisited material from his otherwise great material. Read sales eq and fanatical prospecting

  19. 5 out of 5

    Sam

    Fantastic read for any salesman during these times.

  20. 5 out of 5

    Lance Reichenberger

    Jeb always has great sales wisdom. This book steps it up even more and is pertinent to today’s pandemic selling. He discusses the pandemic and how to master virtual selling. Video email is the new in person initial sales meeting.

  21. 4 out of 5

    Maciek Procyk

  22. 5 out of 5

    Alain Burrese

  23. 4 out of 5

    Lyndsey Brown

  24. 4 out of 5

    Kelli

  25. 4 out of 5

    Pat McMillin

  26. 5 out of 5

    Santiago Barcon

  27. 5 out of 5

    Mark

  28. 4 out of 5

    Scott Elam

  29. 4 out of 5

    Maris

  30. 4 out of 5

    Shawn Starr

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