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

Master the Art of Selling When You Can’t Meet in Person

Remote buyers respond to a different rhythm. Attention is shorter, distractions are louder, and the small moments that build trust in face-to-face meetings often disappear. Virtual Selling gives sales professionals a clear, no-nonsense playbook for turning video, phone, email, text, and social tools into reliable revenue channels.

Jeb Blount, founder of Sales Gravy and author of Fanatical Prospecting, draws on years of sales training and real-world testing to show what actually works when you’re selling through a screen. This guide focuses on practical techniques, not theory—each chapter includes actionable frameworks, scripts, and checklists you can use in your next conversation.

Rethink Virtual Sales Communication

Blount explains why virtual selling is not simply face-to-face selling with a webcam. It requires a different level of preparation, intentionality, and emotional discipline. The book breaks down the four levels of sales intelligence and shows how to develop the relaxed, assertive confidence that keeps you in control during virtual meetings.

Use Video to Create Real Presence 💻

Video calls can feel intimidating, but they are the closest thing to being in the room. You’ll learn how to set up your video environment, manage cognitive load, stay on camera without feeling stiff, and run presentations and demos that hold attention. The book covers both technical elements—lighting, audio, framing—and human elements like body language, listening, and attention control.

Pick Up the Phone and Make It Count 📞

The telephone remains the workhorse of virtual selling. From prospecting calls to account management, you’ll find clear frameworks for opening conversations, handling objections, and leaving voicemail messages that get returned. Blount’s direct, sometimes blunt advice will push you to stop avoiding the phone and start using it as a competitive advantage.

Write Emails, Texts, and Messages That Get Replies 📧

Texting, email, direct messaging, and live chat each play a role in moving deals forward. Blount provides a four-step email prospecting framework, rules for effective text prospecting, and guidance on using live chat as both a customer experience tool and a sales engine. You’ll also learn how to avoid the common mistakes that send your carefully crafted messages straight to the trash.

Blend Social Media Into Your Sales Process

Social media is not a magic bullet, but it is an essential foundation for virtual selling. The book introduces the Law of Familiarity and the Five Cs of Social Selling, and shows how to build a personal brand that makes buyers more open to your outreach.

Virtual Selling is a hands-on resource for anyone who needs to engage remote buyers, fill a pipeline, and close deals without the benefit of in-person meetings. Seasoned professionals adjusting to remote work and sales leaders building distributed teams will find the frameworks immediate and usable.