Value Delivery Tips for Successful “Virtual” Sales Calls

In the 60s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the next best thing to being there.” It was all about extolling the virtues of connecting with far away loved ones via super expensive long distance phone calls.

It made me wonder if that jingle still rings true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face.

In a recent survey conducted with, we asked more than 300 inside and outside salespeople about their “virtual” sales conversations. On average, 61% of respondents conduct at least half of their meetings over the phone or web. A significant slice—37%—conduct 75% or more of their conversations in non-face-to-face environments.

Whether it’s inside or outside sales reps, one thing is clear: virtual sales meetings are a big deal. But are they “the next best thing to being there?”

There are many opinions, but not much actual research—until now.

In collaboration with the International Journal of Sales Transformation and Dr. Nick Lee, a professor at Warwick Business School, we conducted a research simulation designed to answer one pivotal question: How do you become more remarkable and compelling in phone or web conference selling environments?

Our new report, produced in partnership with, covers that research and all its implications for your virtual sales conversations. The results break with much conventional wisdom about selling in these environments—and chart a new path forward to increase value communication when your prospects and customers are not in the same room with you.

To Increase Value Delivery, View the report for Successful Sales Call Tips:

The Next Best Thing to Being There

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.