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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
Series: Jeb Blount
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Check link for latest rating. ( 386 ratings, 36 reviews)
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Virtual Selling
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Book Hero Magic formatted this description to make it easier to read. While it's new and
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Description
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 you:
- 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.
Series: Jeb Blount
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INKED
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are outgunned, outmanoeuvred, and outplayed by savvy buyers who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
Objections
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
People Buy You
The ultimate guide to relationships, influence, and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in-stock ratios, service guarantees, management strength, or warehouse location? Is it...Hardback$6200Unit price /UnavailableAvailableShips in 2-3 weeks -
Selling in a Crisis
Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
Selling the Price Increase
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
The AI Edge
Upgrade your sales process by plugging into the new power of artificial intelligence In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that edge is found in a tool powerful enough to give you more time in your sales day, accelerate...Hardback$5699Unit price /UnavailableAvailableShips in 3-4 weeks -
Virtual Training
Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728, allowing people, for the first time, to learn new skills no matter where they lived. For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow-building tide. And then,...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
Fanatical Prospecting
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold, Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is that the number one reason for failure in sales...Hardback$5000Elsewhere:$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
Virtual Selling
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...Hardback$6800Unit price /UnavailableAvailableShips in 2-3 weeks -
Fanatical Military Recruiting
Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organisation, from commercial enterprises, healthcare, non-profit, sports, and education, to the military, is in an outright battle to recruit and...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
Virtual Selling by Jeb Blount is praised for its comprehensive guidance on adapting sales strategies to digital environments. Readers appreciate the practical tips and tactics for effectively engaging clients remotely. The book is noted for its relevance in today's business landscape, providing clear and actionable insights for sales professionals aiming to succeed in virtual settings.
Book Details
INFORMATION
ISBN: 9781119742715
Publisher: John Wiley & Sons Inc
Format: Hardback
Date Published: 07 September 2020
Country: United States
Imprint: John Wiley & Sons Inc
Audience: General / adult
DIMENSIONS
Spine width: 36.0mm
Width: 150.0mm
Height: 218.0mm
Weight: 522g
Pages: 400
About the Author
JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experienceaffectionately called the "hardest working man in sales." He is an international bestselling author of twelve books, including Fanatical Prospecting, Sales EQ, Objections, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
Also by Jeb Blount
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INKED
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are outgunned, outmanoeuvred, and outplayed by savvy buyers who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
Objections
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
People Buy You
The ultimate guide to relationships, influence, and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in-stock ratios, service guarantees, management strength, or warehouse location? Is it...Hardback$6200Unit price /UnavailableAvailableShips in 2-3 weeks -
Sales EQ
The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
Selling in a Crisis
Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
Selling the Price Increase
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
The AI Edge
Upgrade your sales process by plugging into the new power of artificial intelligence In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that edge is found in a tool powerful enough to give you more time in your sales day, accelerate...Hardback$5699Unit price /UnavailableAvailableShips in 3-4 weeks -
Virtual Training
Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728, allowing people, for the first time, to learn new skills no matter where they lived. For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow-building tide. And then,...Hardback$5199Unit price /UnavailableAvailableShips in 3-4 weeks -
The LinkedIn Edge
Combine LinkedIn and AI to multiply your selling potential LinkedIn, the premier platform for professionals worldwide, is a powerful digital sales tool. With LinkedIn, sales professionals can target potential clients with unprecedented precision, utilizing detailed search capabilities that filter by industry, job title, and social proximity. This makes sales outreach more personal and effective. In The LinkedIn Edge, best-selling author...Hardback$5299Unit price /UnavailableAvailableShips in 3-4 weeks -
Fanatical Prospecting
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold, Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is that the number one reason for failure in sales...Hardback$5000Elsewhere:$5499Unit price /UnavailableAvailableShips in 3-4 weeks -
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Supercharge your selling skills in just three months with advice from one of the world's most popular sales experts. In 90 Days to Level Up Your Sales Skills, bestselling author and world-renowned sales trainer and leader, Jeb Blount, delivers a groundbreaking new guide to unlocking your sales potential and reaching new professional heights. This hands-on, no-BS roadmap to sales success...Hardback$5700Unit price /UnavailableAvailableShips in 2-3 weeks -
Fanatical Military Recruiting
Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organisation, from commercial enterprises, healthcare, non-profit, sports, and education, to the military, is in an outright battle to recruit and...Hardback$5499Unit price /UnavailableAvailableShips in 3-4 weeks
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