Sales Dictionary
Virtual Selling
Definition
The collection of processes and technologies by which salespeople engage with customers remotely.
Deep Dive
Virtual selling encompasses the entire collection of processes, strategies, and technologies by which salespeople engage with prospects and customers remotely, without physical face-to-face interaction. This approach leverages digital tools such as video conferencing, online presentation platforms, CRM systems, email, chat, and social media to conduct sales activities, from prospecting and discovery to product demonstrations, negotiations, and closing deals. It became particularly prevalent and critical during global shifts that limited in-person meetings.
Examples & Use Cases
- 1A software salesperson conducting a live product demo for a potential client over Zoom, sharing their screen and answering questions in real-time.
- 2An account manager using a series of personalized emails and LinkedIn messages to nurture a lead and schedule a virtual discovery call.
- 3A sales team closing a complex B2B deal entirely through a combination of video conferences, shared digital documents, and e-signatures.
Related Terms
Inside SalesRemote SalesDigital Selling