Virtual Selling
A Free Educational Web Series
How Well Are You Connecting With Your Buyers?
Today’s technology offers sellers more ways to connect with buyers and drive the buying process. The Virtual Selling web series guides sellers to lead better virtual sales calls and provides tips for owning the buying process in between calls and meetings. Leveraging modern technology offers your buyers a better buying experience with less friction to give you an advantage as a seller.
About This Series
Mastering Virtual Selling
Understand how the global shift to virtual communication has impacted the sales profession.
Frontstage Selling
Frontstage selling is any activity, interaction or collaboration that is synchronous, occurring live, in real time, with the prospect or customer.
Frontstage Best Practices
Understand the best practices a salesperson can use to create a successful Frontstage selling experience.
Backstage Selling
Backstage selling is any activity, collaboration or communication that is asynchronous or independent, meaning that it’s not happening live nor in real time with the prospect or customer.
Backstage Best Practices
Understand the Backstage best practices a salesperson can implement to remain top-of-mind along the entire buying journey.
Key Concepts & Topics:
- Learn the advantages of selling virtually
- Run more engaging and productive virtual sales calls
- Differentiate yourself with excellent communication
- Create an optimal buying experience
- Increase your win rates
Who It’s For:
- Account Managers and Account Executives
- Sales Management and Leadership
Never Disconnect from Your Buyers Again
Applying in-person selling strategies to virtual environments simply doesn’t get it done. Virtual Selling offers a complete program dedicated to thriving in a digital sales environment. You’ll be more effective in virtual conversations while staying more connected to your buyers in between real-time interactions.
Virtual Selling Episode 1
This episode introduces the concept of virtual selling and why it’s essential in today’s digital-first marketplace. It explores how technology has transformed sales interactions, emphasizing efficiency and cost-effectiveness compared to traditional in-person meetings. Viewers learn the fundamentals of creating a strong virtual presence, including camera setup, lighting, and audio quality.
The episode also addresses common myths, such as the belief that virtual selling is temporary, and highlights why it’s here to stay. Practical tips for engaging buyers through video calls and maintaining professionalism in virtual environments are provided. Sellers will walk away understanding that virtual selling is not just a substitute for face-to-face—it’s a strategic advantage when executed well.
Virtual Selling Episode 2
Frontstage selling refers to live, synchronous interactions with buyers, such as video calls and virtual presentations. This episode dives into the tools and techniques needed to excel in these moments. Topics include leveraging meeting platforms effectively, using visuals to enhance engagement, and orchestrating team participation during calls.
The discussion covers best practices for preparation, delivery, and follow-up, ensuring sellers create impactful experiences that build trust and credibility. By mastering frontstage selling, sales professionals can replicate the intimacy of in-person meetings while taking advantage of virtual efficiencies.
Virtual Selling Episode 3
Building on Episode 2, this session focuses on advanced strategies for frontstage success. It emphasizes storytelling, personalization, and creating emotional connections during virtual meetings.
Sellers learn how to structure presentations for maximum impact, handle technical challenges gracefully, and use interactive elements to keep buyers engaged. The episode also explores how to integrate specialists and executives seamlessly into calls, making team selling more effective in a virtual environment. These best practices help sellers stand out and deliver memorable experiences that influence buying decisions.
Virtual Selling Episode 4
Backstage selling encompasses asynchronous activities that occur between live interactions. This episode explains how sellers can maintain “presence in your absence” by sharing relevant content such as case studies, demo videos, and white papers. It highlights the importance of nurturing relationships through thoughtful follow-up and leveraging collaboration tools to keep deals moving forward.
The episode also addresses team selling dynamics and how virtual environments make it easier to involve multiple stakeholders. Sellers will learn how to use backstage strategies to stay top-of-mind and accelerate the buying process.
Virtual Selling Episode 5
The final episode focuses on optimizing backstage efforts with personalization and data-driven insights. It introduces the concept of Digital Sales Rooms (DSRs)—custom microsites where sellers can organize and share tailored content. Viewers learn how to use analytics to track buyer engagement and refine their approach based on what resonates.
The episode underscores that virtual selling requires new skills, particularly in technology and content strategy, and offers actionable tips for improving connectivity and performance. By combining backstage best practices with strong frontstage execution, sellers can deliver an exceptional, buyer-centric experience.