Virtual Selling Guide: Master Remote Sales in 2024

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Virtual selling is the new reality. My team at DeckLinks has been working fully virtual since 2020. At first, it was a major adjustment to connect with prospects and close deals strictly online. Our in-person meetings, events, and handshakes were replaced with video calls, virtual conferences, and social media outreach. While the learning curve felt steep at times, we’ve adapted by sharpening our virtual selling skills.

I’ve developed this virtual selling guide based on our experience succeeding with virtual sales. It covers everything from optimizing your virtual sales process to building trusted advisor relationships online. Whether you’re a sales leader wanting to support your sales teams or an inside sales rep learning the ropes, you’ll gain actionable tactics to boost your sales performance in the virtual selling world.


  • Continuously adapt your virtual selling skills and virtual sales process to stay ahead in the evolving sales landscape. Set regular virtual sales training and dedicate time to mastering new sales technologies as they emerge.
  • Communication skills for virtual sales calls and sales meetings are essential. Active listening, concise statements, and empathy are key to engaging prospects and building relationships.
  • Building rapport and establishing trust in a virtual environment requires focusing on emotional intelligence and empathy. Asking about prospects’ families, hobbies, and career goals, and recalling details like upcoming vacations or work anniversaries, demonstrates investment in them as more than just a potential deal.
  • Using online technologies and digital tools tailored specifically for virtual selling is critical. Tools like Google Meet, Zoom, DeckLinks, HubSpot, and Slack make virtual selling far more productive.
  • Consultative, value-driven prospecting is key to driving more sales conversations that are qualified. Sharing relevant content like industry reports, blog posts, and video PDFs, and asking thoughtful questions to uncover pain points, positions sales reps as trusted advisors rather than robotic sales reps.
  • Virtual presentations require a more meaningful approach from the first interaction. Tightening up the narrative and visuals, leveraging tools like DeckLinks to share video-narrated PDF presentations, and customizing every sales pitch to each prospect’s unique pains and goals are key to engaging prospects and selling online.
  • Closing deals virtually requires preparation, active listening, and consultative follow-up. Anticipating possible objections, taking detailed notes while prospects voice objections, and sending relevant case studies and testimonials to specifically address their concerns eases doubts without pressure.
  • Optimizing your virtual sales process is critical. Embrace personalization to share tailored content that sparks warmer prospect conversations, and prepare extensively for every online sales call and virtual meeting.
  • Virtual sales training is essential. Focus on virtual communication abilities, digital selling strategies, and sharpening presentation and objection handling skills tailored for the virtual environment.
Virtual selling world

What is virtual selling?

Virtual selling is the practice of conducting sales meetings, sales conversations, and sales presentations, in a virtual environment using online technologies like video calls, asynchronous video tools, and digital tools. Sales reps leverage virtual selling skills to sell online, build relationships, and close deals.

As a sales rep who has been in the game for over a decade, the rise of virtual selling has been a whirlwind. I still remember the days of outside sales, lugging around 30 pounds of product samples to demos and quite literally pounding the pavement to get in front of prospects. My team lived off of conferences and networking happy hours to generate leads. Then COVID-19 hit and suddenly we were working from our dining room tables.

At first, it felt like we lost our superpower of face-to-face relationship building. No more reading body language during presentations or winning over prospects with charm over dinner. But I realized quickly that was an outdated perspective. This new virtual selling environment could offer just as much opportunity, if not more, than the old sales playbook.

The key was adapting our sales skills and technology stack for remote work. Instead of in-person small talk, we focused on having meaningful sales conversations via video calls to understand pain points. We planned virtual lunch-and-learns and sent prospecting video messages from the comfort of our own homes. And DeckLinks enabled us to instantly share engaging sales collateral with prospects no matter where they were located.

Leaning on my natural communication abilities also helped me make connections through a screen. While it took effort to build trust without meeting prospects at conferences, I was able to do so by really listening and practicing empathy.

Now that working virtually has become second nature, I actually find it far more efficient and convenient than constant business trips and commutes. My team can collaborate easily through virtual sales meetings and Slack while having more flexibility in our schedules. And buyers seem to appreciate the option of a quick video call instead of disrupting their whole day for an in-person meeting.

The data backs it up – according to Gartner, 80% of B2B sales interactions will occur in digital channels by 2025. The sales industry has been forever changed. While it took adjustment at first, I’m finding that mastering virtual selling skills and new technologies is empowering. This is the new reality in sales, and those who embrace it will gain a sustained edge.

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Easily video-narrate sales presentations or proposals when needed (otherwise video is optional). Redo slide if you made a mistake. Use built-in teleprompter to record longer videos.

Data rooms
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Engagement analytics
See how prospects and clients interact with your PDFs.

Feedback and Reactions
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Key Virtual Selling Skills Needed for Selling Online

Virtual Selling Skills Tips
Communication Skills - Use active listening techniques like summarizing and asking clarifying questions

- Convey energy and enthusiasm through vocal variety and facial expressions

- Build rapport by taking time for personal chat and sharing relatable stories
Relationship Building - Uncover prospects' challenges and goals through consultative questioning

- Maintain human connection through vulnerability and empathy

- Follow-up consistently to nurture the relationship overtime
Presentation Delivery - Limit presentations to key data visualized cleanly for the virtual medium

- Make content interactive with embedded multimedia and live annotation

- Practice delivery out loud to perfect pacing and vocal dynamics
Managing Objections - Anticipate likely concerns in advance and prepare customized rebuttals

- Ask probing questions to uncover the root of objections

- Follow-up with resources tailored to addressing specific concerns
Prospecting - Initiate conversations by sharing valuable content personalized to the prospect's interests

- Leverage tools like LinkedIn and outbound sequences to connect at scale

- Prioritize quality conversations over quantity of outreach
Creating Your Virtual Setup - Designate a distraction-free workspace with proper lighting and equipment

- Establish set schedules and daily routines to compartmentalize home and work
Leveraging Sales Technology - Use DeckLinks to deliver video-narrated PDFs on-demand

- Enable CRM automations to optimize follow-up at scale

- Track prospect engagement for visibility into what content resonates

1. Communication skills for virtual sales calls and meetings.

Communication over a video call used to paralyze me. Reading the room and winning people over came naturally in person. But staring at a bunch of faces on a screen? Let’s just say my early virtual sales calls were cringe-worthy. I rambled, failed to connect, and constantly felt awkward.

But virtual selling was here to stay, so I committed to sharpening my communication skills specifically for this new environment. It meant rethinking how I related to prospects without body language cues or after-meeting chatter by the Keurig.

The first shift was taking active listening to the next level. I tuned into not just words, but tone, pacing, volume – anything to discern the emotion behind what was said. I’b summarize key points back to show I truly understood. And I worked hard to minimize distractions, giving my full focus to the person onscreen.

Speaking also required more intention without in-person reactions. I prepared concise statements to avoid meandering monologues. I started each video call with a personal conversation so we connected as humans first. And I wove in vivid stories and analogies to bring bland sales pitch decks to life, holding attention better than before.

But the most important communication skill has been empathy. Without handshakes or happy hours, building rapport from afar felt tough. So I started asking more targeted questions to uncover pain points. And really listening – not just waiting for my turn to talk. That emotional connection quickly cascaded into true trusted advisor relationships.

It took work to adapt my sales style for the virtual selling world. But enhancing my communication skills specifically for remote meetings has paid dividends. My once awkward video calls now land sales breakthroughs across the country without leaving my dining room table. Virtual sales success comes down to the human connections we make. And that starts with communication skills.

2. Building rapport and establishing trust in a virtual environment.

Sales rep making the virtual sale happen

Early in my B2B sales career, relationships were built on happy hours and ribeyes over client dinners. I relied on that face time to establish trust and prove my competency. But when COVID forced virtual selling overnight, that playbook was useless. How could I replicate those experiences through a screen?

What I’ve learned is that human connection transcends physical location. By focusing on emotional intelligence and empathy, I can foster the same trusted advisor relationships from my dining room with most prospects and clients.

The key is flipping the script on how I engage with prospects. Instead of defaulting to small talk about the weather, I start real conversations that uncover motivations and pain points. I ask about their families, hobbies, career goals. This catches people off guard, but quickly builds genuine rapport.

I also make a point to continue conversations across multiple interactions. Following up on something they mentioned about their kids’ basketball game last week strengthens our bond tremendously. And recalling details like their upcoming vacation or work anniversary demonstrates I’m fully invested in them as more than just a potential deal.

Another strategy is vulnerably sharing my own experiences, within reason. This humanizes me as more than a sales rep reading a script. And it encourages prospects to let their guard down as well, establishing trust.

While I can’t recreate happy hour laughs virtually, I can show up authentically, emotionally intelligent, and human-to-human. This has enabled me to build just as strong of relationships completely remotely. It simply required adapting my approach to focus more on meaningful engagement over transactions.

At the end of the day, people want to do business with people they know, like and trust – not cold outreach bots. By doubling down on genuine connections in the virtual selling environment, I’ve seen increased sales breakthroughs and lasting advisor relationships. Real relationships can not only be built, but thrive, online.


Tired of boring PDFs that get ignored? Learn how innovative teams use interactive PDFs to gain buyer engagement and accelerate sales cycle.

3. Using online technologies and digital tools.

When COVID hit, my sales tech toolkit was still living in 2010 – basic video calls and static PDFs were about all I could handle. So prospecting from my living room felt straight up impossible. My performance tanked those first few month of virtual selling.

It was clear my old-school tools weren’t going to cut it anymore. I needed to get with the times if I wanted to survive selling remotely. That meant overhauling my sales technology stack from the ground up.

Now my sales toolkit is fully equipped for virtual selling in the most competitive markets.

DeckLinks enables me to instantly share interactive PDFs, sales and marketing collateral, and proposals from anywhere. I can video-narrate my PDFs to engage distant prospects effectively.

And advanced video conferencing tools like Google Meet and Zoom make remote meetings far more productive with screen sharing and real-time video call transcripts.

Optimizing my entire virtual sales process has been game changing. HubSpot CRM auto-logs everything for seamless follow-up and enables one-click outreach at scale on channels like email and social media.

Calendly helps me coordinate my remote calendar and keep communication professional. And data integrations provide a holistic view of engagement across touchpoints with each lead.

Adopting this technology ecosystem tailored specifically for virtual selling has completely transformed my performance. Despite the lack of in-person meetings, I’m able to build rapport, share compelling sales pitches, and sell online. Virtual sales success depends heavily on using the right digital tools.


Learn to overcome virtual presentation challenges with tips to boost confidence, engage viewers, and deliver smooth presentations online.

Starting More Sales Conversations in a Virtual Selling World

In the early days of my virtual selling transition, prospecting felt daunting and artificial. Cold calling or generic outreach without personal context just wasn’t effective when selling online. I realized I needed to completely rethink my lead generation approach for the virtual environment.

The key was focusing my prospecting efforts on value-driven conversations versus a robotic sales pitch. For example, instead of blasting LinkedIn messages at anyone with a pulse, I started by sharing relevant content like industry reports, blog posts, and video PDFs. This demonstrated my expertise and provided real value upfront.

From there, I looked for natural ways to transition leads into two-way dialogue. Commenting thoughtful questions on their posts, offering to consult about challenges they posted about, and responding personally to their engagement with my content have all sparked promising conversations.

This consultative approach positions me as a trusted advisor rather than a sales rep from the start. When I eventually propose a meeting, prospects are engaged and eager to learn more.

I also prepare much more extensively for virtual sales calls with new leads. Researching their specific pain points across the web and curating customized content to address them makes virtual conversations far more substantive.

While inbound marketing helps generate leads, I still do targeted virtual outreach using prospecting video tactics – but with a human, personalized approach. I focus on common connections and contextual details, and make the ask about helping them solve problems.

It took some creativity, but by shifting to consultative, value-driven prospecting, I’m driving more qualified conversations than ever before. Virtual selling requires a more meaningful, bespoke approach from the first interaction.

Delivering an Engaging Sales Pitch When Selling Online

Pre-pandemic, I treated sales presentations like performance art – all about the live energy and crowd work. But those tactics bombed in a virtual setting. Crickets were all I heard delivering the same flashy sales pitch through a Zoom screen.

It was clear my approach needed an overhaul to engage prospects and sell online. Here were the keys to my virtual presentation transformation:

  • First, I tightened up the narrative and visuals. No more crowding slides with dense text and charts. I stripped it down to the most compelling data and graphics to hold shorter attention spans.
  • Next, I leveraged asynchronous video tools like DeckLinks to share video-narrated PDF presentations after every video call with prospects. Now prospects can absorb content on their terms and share my presentations with all the decision-makers and their team. And I can access engagement analytics.
  • I also learned to turn up the performance volume more on camera. With no live audience energy, I have to compensate through vocal variety, strategic pacing, and lively delivery.
  • And customizing every sales pitch to each prospect’s unique pains and goals has been huge. Tying presentations directly to their needs makes the difference between generic and compelling.

It took some trial and error, but I’m now winning over online audiences consistently with my virtual presentations. And my new digital sales pitch approach has translated to higher conversion rates. Turns out lively energy can be created through the screen – you just have to adapt the right tactics. Virtual selling success depends on presentations tailored specifically for the medium.

Addressing Objections and Closing Deals Virtually

Closing deals used to hinge on reading body language and sensing the energy in the room. But how could I seal the deal through a screen? Adapting my approach to objections and closes for the virtual selling environment was critical.

The keys to virtual selling for me have been preparation, active listening, and consultative follow-up. Before each online sales call, I anticipate possible objections and outline specific rebuttals so I’m ready to address concerns smoothly.

Taking detailed notes while prospects voice objections is also huge. I carefully listen for root causes driving their pushback. Is it budget concerns? Technical issues or limitations? By digging deeper virtually, I can tailor my responses to the true blocker.

Follow-up is where deals are closed, not on the first call. After uncovering underlying objections, I’ll send relevant case studies and testimonials to specifically address their concerns. This consultative approach eases doubts without pressure.

When it is time to close, I focus on summarizing the agreed upon pains we’ll solve, and quantifying the value proposition. Asking for the business as more of a natural next step versus a pushy demand diffuses tension virtually.

And I prepare contingency closes in case of further pushback. Offering special pricing, free trials or pilot programs gives prospects a risk-free path to sign.

While closing deals virtually does require adjustments, by better preparing for objections and taking a consultative approach, I’ve increased conversion rates significantly. Virtual selling simply requires more upfront training to overcome sales objections and closing skills tailored for the digital environment. The fundamentals still apply, they just need to be adapted.

Custom branding
Showcase your brand.
Video narrations
Easily video-narrate sales presentations or proposals when needed (otherwise video is optional). Redo slide if you made a mistake. Use built-in teleprompter to record longer videos.

Data rooms
Attach any supporting files and links. Make it easy for your prospects and clients to find the right information quickly.

Company profiles
Create company profiles with custom banners and info-packages tailored to different industries.
Contact details
Show your contact info easily accessible by your prospects and clients.
Custom CTAs
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Engagement analytics
See how prospects and clients interact with your PDFs.

Feedback and Reactions
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share PDFs
Share any existing PDF presentations and documents.
Live links
Share with a single link. Update files even after sharing your link. Get notified when your PDF is viewed. Turn off access anytime.

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Virtual Selling Best Practices

Virtual Sales Goals Virtual Selling Best Practices
Engage prospects with compelling video - Keep videos concise at 3 mins or less

- Open with a hook relevant to the viewer's interests

- Present visuals and slides when relevant

- Maintain eye contact by looking directly into the camera
Deliver impactful sales presentations virtually - Limit slides and scale back text for online delivery

- Incorporate interactive elements like polls and quizzes

- Use annotations to guide viewers and emphasize key points
Build trusted advisor relationships - Take time to learn about prospects' personal interests and priorities

- Proactively share relevant content and insights tailored to them

- Be authentic and don't be afraid to show vulnerability at times
Master online communication and active listening - Minimize distractions to be fully present

- Take notes and summarize key points to affirm understanding

- Ask thoughtful follow-up questions to go deeper
Handle objections smoothly - Prepare likely objections and scripted responses in advance

- Listen closely to understand root causes of concerns

- Suggest next steps to alleviate worries rather than pushback
Track and optimize virtual selling activities - Log all interactions and details in your CRM for visibility

- Set up reports to monitor metrics and sales goals progress

- Review call and email analytics to refine approach
Continually expand your digital skillset - Commit to ongoing virtual sales training

- Observe peers and learn from their virtual selling best practices

- Stay on top of emerging sales technologies and tools

1. Creating an ideal virtual selling environment.

When remote work hit unexpectedly, I found myself prospecting from a bedroom and living room. Hardly the professional image I wanted to portray. It became obvious that crafting an optimal work-from-home selling space was non-negotiable.

The first step was designing my own home office free of background noise and distractions. I converted our spare bedroom into a serene, tidy and minimalist oasis optimized for video calls. Strong WiFi, proper lighting, and professional decor all contribute to the look and feel of credibility.

Next, I invested in equipment to enhance the virtual experience. An external webcam with HD video and audio ensures I come through clearly. Multi-monitor setups allow me to take notes discretely while engaging prospects. And a headset mic frees my hands while magnifying sound quality.

Just as important as physical setup is establishing a consistent schedule and routine that compartmentalizes my work. I wake up early, get dressed in professional attire, take scheduled breaks, and leverage tools like Calendly and Slack to maximize productivity. Simply replicating my normal in-office cadence remotely sets me up for focus.

Virtual selling ultimately requires discipline and preparation. But by purposefully designing my own home office, upgrading key equipment, and sticking to a schedule, I’ve been able to recreate the professionalism of an office virtually. While initially virtual selling challenges were quite difficult for me to overcome, setting up the right space has been foundational to my online sales success.

2. Preparing for virtual sales meetings.

In the early days of remote work, I didn’t put much forethought into my virtual sales meetings. I’d just click a Google Meet link and wing it without an agenda or prepping materials. But these disjointed video calls quickly bombed, especially with prospects I’d never met in person before. It became obvious that thoughtful preparation would be essential for successful virtual sales meetings.

Now before each video call, I spend at least 30 minutes researching prospects on LinkedIn and compiling relevant assets. Having customized product demos tailored to each attendee’s needs makes a huge impact.

I also outline talking points around the prospect’s specific pain points and create a timed meeting agenda to keep the discussion focused. Testing my webcam, audio, screen sharing and internet connection ahead of time ensures no technical issues.

And I make sure to join the video call a few minutes early to get settled in and make small talk before diving into business. During the virtual meeting, I actively take notes to hold myself accountable for follow-ups.

Then after the call, I immediately log next steps and share any additional resources via email to keep momentum going. This level of diligent preparation and planning allows me to make the most of each virtual sales meeting. When done right, video calls can be just as productive as in-person meetings.

3. Optimizing your virtual sales process.

My sales tactics used to bomb over Zoom. I knew I needed to seriously overhaul my approach for today’s virtual selling world.

The first change was optimizing my outreach strategy. I embraced personalization, leveraging LinkedIn to share tailored content that sparked warmer prospect conversations. No more spray-and-pray tactics.

Next, I added automation power to my stack. Streamlined follow-up sequences through HubSpot and seamless contract sharing through Xodo Sign made my workflow efficient and scalable.

I also started meticulously preparing for every online sales call and virtual meeting. Researching prospects beforehand, sending agendas, and logging robust notes made my remote meetings focused and productive.

And I invested seriously in continual virtual sales training. Everything from crafting compelling prospecting video messages to navigating objections got an upgrade through virtual selling skills coaching.

Reimagining my entire sales workflow for virtual effectiveness was a heavy lift. But taking the time to optimize my virtual sales process, tech stack, and virtual selling skills for the digital-first world we live in was a game changer.


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4. Collaborating with your sales team and sales leaders virtually.

Transitioning to fully remote work posed a steep learning curve for collaborating with my distributed sales team. Our once co-located team had to adapt our coordination and culture for virtual success. It took intention, but we’ve managed to collaborate seamlessly from anywhere.

The keys have been overcommunication, embracing digital tools, and maintaining human connection. We kick off each week with a team huddle to align on priorities and best virtual selling best practices. And we meet in smaller groups to brainstorm and troubleshoot challenging deals.

Tools like Slack and Google Meet enable quick communication, while HubSpot integrations provide visibility into each other’s pipelines.

But we’ve worked hardest at nurturing relationships and camaraderie virtually. We celebrate wins together and take time for personal chat before diving into business. And we occasionally hop on video calls just to catch up, not pitch.

While it took concerted effort, prioritizing constant communication, shared tools and genuine connections has allowed us to collaborate seamlessly as a remote sales team. Virtual selling success depends greatly on utilizing technology combined with humanity.

5. Tracking and measuring virtual sales activities.

Without the visual cues and oversight of an office, optimizing virtual sales tracking was essential. Implementing a disciplined system to quantify my sales engagement made all the difference.

The most pivotal move was diligently logging every sales interaction in our CRM – calls, emails, meetings, demos. Note taking is a muscle, so being exhaustive about capturing key details improved my follow-up and forecasting accuracy.

Setting up tracking dashboards and reports was also key. Seeing my email and call volume, prospect engagement metrics, and win rates visually motivated me. And tracking against sales goals exposed fluctuations to address quickly.

And I integrated holistic tracking across platforms. Following prospect engagement from LinkedIn outreach to PDF engagement to contract eSignature signing gives a full-funnel perspective.

While tracking sales activities virtually takes discipline, implementing a layered approach has given me transparency into what’s working. The insights help me continually refine strategies and optimize my productivity anywhere. And proving the value of virtual selling to the business depends on robust tracking.

6. Improving virtual selling skills with training.

To become truly effective at virtual selling, I needed to significantly upgrade my virtual selling skills. Making training and coaching a priority has leveled up my virtual sales game.

Initially, I focused on my virtual communication abilities – crafting compelling prospecting video messages, listening intently on every video call, and projecting confidence through the camera. Mastering these remote communication nuances took work but made a big impact.

From there, I sought training on digital selling strategies – social selling on LinkedIn, sending highly-personalized outreach, and leveraging DeckLinks to engage prospects and clients remotely. Adopting these digital-first prospecting approaches was pivotal.

I also spent time sharpening presentation and objection handling skills tailored for the virtual environment. With no in-person cues to rely on, I learned tactics to captivate audiences remotely and turn their doubts into opportunities.

The training and coaching I invested in became ingrained in my virtual sales process. Setting weekly virtual selling skills practice commitments and reviewing sales call recordings keeps me improving.

The Future of Virtual Selling

When COVID-19 hit, most sales teams were ill-prepared for the overnight shift to remote work. Nearly every aspect of selling had to immediately move virtual – from prospecting to meetings to closing deals. While jarring at first, the pandemic ultimately fast-tracked changes that were already starting to unfold. Video calls and digital selling tools were on the rise pre-2020. COVID simply accelerated the B2B sales evolution dramatically.

Now that companies have invested in virtual sales capabilities, there will be no turning back the clock. The future is digital-first for sales teams. While in-person meetings will remain valuable for closing complex deals, selling virtually will be the new normal moving forward. Digital tools and sales strategies optimized for the virtual environment will only become more advanced. And sales leaders will prioritize digital-savvy sales reps, rather than those relying on old school sales tactics.

To stay ahead in this evolving sales landscape, continuously adapting your virtual selling skills and virtual sales process is key. Set regular training to expand your digital selling skills and prowess. Dedicate time to mastering new sales technologies as they emerge. And constantly optimize your virtual communication abilities, outreach strategies and presentations to engage modern buyers. Sales professionals who embrace continuous learning and refinement will achieve ongoing success in our virtual selling world.

The pandemic has forever changed sales – and mostly for the better. By fully committing ourselves to virtual selling excellence, sales teams can drive amazing outcomes more efficiently. The future is bright for digitally-powered sellers.


What are the main benefits of virtual selling?

Virtual selling offers numerous benefits, including saving time, reaching more people, and building trust through effective online sales activities, meetings, and personalized videos. It’s one of the best ways for sales professionals to succeed in today’s digital sales industry.

Key online technologies for effective virtual selling include a CRM, video conferencing platform, sales engagement software, and tools like DeckLinks for sharing sales and marketing collateral.

In a virtual selling environment, sales professionals can build trust and relationships by mastering virtual selling skills, engaging in personalized video calls, and addressing pain points effectively. Establishing trust through honest demeanor and accurate information is essential part of virtual sales success.

Virtual selling best practices include setting up a comfortable and distraction-free workspace, investing in high-quality video and audio equipment, mastering video conferencing tools, engaging in small talk to build rapport, and asking questions for a more interactive presentation. It’s essential to maintain a professional appearance, focus on the buyer’s needs, and demonstrate value throughout the virtual sales process.

In virtual selling vs in-person selling, sales professionals should adapt their approach to suit each environment. Virtual selling requires mastering digital tools, engaging in personalized video calls, and focusing on clear communication. In-person selling benefits from building rapport, reading body language, and fostering strong relationships. Both methods require understanding buyer needs and demonstrating value throughout the virtual sales process.

To make virtual selling outreach more effective, sales professionals should focus on finding the right prospects, building strong social networks, using digital tools like asynchronous video tools, personalizing communication, and conducting thorough research before virtual meetings. Consistent follow-ups and evaluating the success of outreach strategies are also crucial for virtual sales success.

Key metrics to track for virtual sales include call volume, sales conversion rate, average deal size, Customer Acquisition Cost, and Customer Lifetime Value. Monitoring sales rep ramp-up time, time spent on sales activities, and closed-won deals can also provide valuable insights. Consistently tracking these metrics helps optimize the virtual sales process and improve overall sales performance.

About the Author

Our content team of sales, lead generation, and marketing experts provides industry-leading thought leadership on B2B sales and marketing, lead nurturing, and sales enablement strategies. With decades of combined C-suite and VP-level experience, we deliver actionable B2B sales and marketing content that gives B2B companies a competitive advantage. Our proven insights on lead management, conversion rate and sales optimization, sales productivity, and tech stack empower companies to increase revenue growth and ROI.

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