Virtual Selling

What is virtual selling?

Virtual selling is an approach in which all sales interactions with buyers take place online. It’s a method that uses digital channels like video calls, email, messaging, and shared content to connect with prospects and move deals forward without meeting in person.

Virtual selling in sales allows teams to engage buyers across various locations while maintaining consistent communication throughout the sales process.

Example: Our sales team’s favorite virtual selling practices are hosting a live product demo over video call and sharing follow-up resources by email for the buyer to review.

Virtual selling vs digital selling: what’s the difference?

When comparing virtual selling vs digital selling, the terms are closely related, but not identical. Virtual selling focuses on real-time, human interactions that happen online, such as video meetings or live demos.

Digital selling is broader. It includes all online sales activities, including asynchronous touchpoints like automated emails, on-demand content, and self-serve resources.

Understanding this difference helps sales teams choose the right virtual selling strategies. Virtual selling is ideal for building relationships and handling complex conversations, while digital selling helps teams reach more buyers and move deals forward faster.