Virtual Selling by Jeb Blount Summary

Virtual Selling by Jeb Blount provides strategies for mastering remote sales in a post-pandemic world, emphasizing hybrid approaches that blend digital tools (video, social media, live chat) with traditional in-person tactics. It covers emotional discipline, virtual communication skills, and optimizing sales productivity while maintaining human connections.

Sales professionals, business owners, and remote teams adapting to virtual sales environments will benefit most. The book offers actionable advice for those leveraging video calls, social prospecting, and omnichannel communication to close deals.

Yes—it’s praised for practical, battle-tested techniques. At 350+ pages, it combines Jeb Blount’s 20+ years of sales expertise with modern tools, including $1,000 in bonus resources. Ideal for adapting to the "new normal" of remote buyer engagement.

Blount advocates mapping channels to sales stages: video for presentations, phone for quick check-ins, and social media for prospecting. This "Blending" framework ensures the right mix of efficiency and human connection.

Top tools include video conferencing (Zoom, Teams), CRM platforms, live chat, and social media (LinkedIn, Twitter). Blount stresses mastering screen-sharing, annotations, and polls to keep remote buyers engaged.

The book teaches managing distractions and staying focused during virtual meetings. Techniques include pre-call rituals, maintaining eye contact via camera, and avoiding multitasking—critical for building trust remotely.

Over-reliance on email, skipping relationship-building steps, and poor tech setup (e.g., bad lighting). Blount emphasizes rehearsing presentations and always asking for the next step.

No—it argues virtual selling enhances (rather than replaces) in-person tactics. Face-to-face meetings remain vital for complex negotiations, but virtual tools boost reach and efficiency.

With remote work enduring, the book’s hybrid approach stays relevant. Use its frameworks to integrate AI tools, personalize video messaging, and streamline CRM workflows for faster deal cycles.

While Fanatical Prospecting focuses on lead generation, this book targets remote engagement. Together, they form a complete system—prospecting digitally, then closing via blended channels.

• “Virtual selling is the new normal. There’s no turning back.”
• “Technology should make selling more human, not less.”

These underscore the book’s core theme: balancing efficiency with empathy.

Some note its length (350+ pages) may overwhelm beginners. However, its modular structure allows skipping to relevant sections, and the depth ensures comprehensive coverage.

Mirror in-person tactics: actively listen, validate concerns, and respond via video to convey empathy. Use screen-sharing to visually address objections in real-time.

• The Blending Method: Align communication channels with sales stages.
• Emotional Discipline Framework: Manage stress and stay present on video calls.
• PROSPECT: A social selling acronym for personalized outreach.

Hybrid work models persist, and AI tools now augment (not replace) human-centric strategies. The book’s principles help sales teams adapt to evolving buyer preferences for flexible engagement.