I still remember my first big B2B sales deal over Zoom—no handshake, no boardroom, just two people navigating trust through a screen. It felt awkward. Fast forward to 2025, and that kind of virtual sales experience is no longer the exception—it’s the standard.

92% of B2B buyers now prefer digital sales methods over traditional sales methods. Why? Because when done right, virtual selling isn’t just convenient—it’s more efficient, scalable, and often more personal.

This guide to virtual sales is your playbook for thriving in the world of virtual selling. Whether you’re a sales rep leading calls, managing a virtual sales team, or helping your organization sell your product or service, you’ll find tools, strategies, and virtual selling best practices that drive results.

Why Virtual Sales Wins in 2025

Virtual sales isn’t a compromise—it’s an evolution. In today’s remote work landscape, the right sales CRM software and automation tools make it easier to build trust, reach more prospects, and close deals faster.

✅ Advantages of Virtual Selling:

• Shorter sales cycles

• Greater access to buyers and sellers across time zones

• Lower costs and higher sales and revenue

• Better work-life balance for reps and prospects alike

• The ability to improve customer satisfaction through personalization

Yet it’s not without hurdles. Among the challenges of virtual sales are reading body language, making emotional connections, and managing distractions. That’s where human-centered strategy becomes your secret weapon.

The V.I.D.E.O. Framework: Winning Virtual Sales

To build a relationship and stand out in a crowded virtual environment, apply this five-part method:

V — Value-Driven Messaging

Skip the hard pitch. Deliver immediate value with relevant case studies, webinars, and personalized video. Use a digital sales room or CRM to share tailored content and insights to help sell your product or service.

I — Intentional Communication

In virtual sales meetings, you have fewer cues—so be precise. Set clear agendas, confirm takeaways, and stay accessible via email or phone. Use video to connect with customers and turn each call into a conversation, not a monologue.

D — Digital Sales Tools

Smart reps use smart tools and resources. Equip your team with:

• CRM software (like HubSpot, Salesforce)

• Video messaging platforms (like Dubb, Loom)

• Calendar tools (Calendly)

• Call recording and AI insights

These drive productivity, shorten cycles, and help reps focus on the marketing and sales work that moves the needle.

E — Empathy at Scale

Make virtual interactions feel human. Show your face. Use your voice. A quick, personal video beats a wall of text—especially in B2B sales where buyers prefer realness. This builds trust in a way that’s impossible through a cold email alone.

O — Operational Automation

Automation doesn’t mean losing the human touch—it frees it. Use sales enablement tools to automate follow-ups, track engagement, and handle repetitive tasks so your team can build trust and close.

Best Practices for Virtual Selling Success

These sales techniques are essential for thriving in a challenging virtual setting:

• Structure your meetings – Let the prospect know what to expect.

• Use visual aids and stories – Especially in a virtual selling look that lacks physical cues.

• Make it interactive – Build two-way trust with different sales questions and feedback loops.

• Keep it focused – Don’t ramble. Stay relevant.

• Follow up fast – Use your CRM to track and reconnect without delay.

How to Build a Strong Online Presence in Sales

In a world of virtual interactions, your sales rep’s face is your storefront. A strong online presence—via LinkedIn, video, and custom content—helps you connect with customers before a word is spoken. Combine this with consistent follow-up and empathy, and you’ll stand out from traditional approaches.

Virtual Sales vs Traditional Sales Methods

Gone are the days when sales success meant traveling door-to-door or flying cross-country for a handshake. Traditional sales methods still have their place, but today’s buyers and sellers expect you to be flexible, knowledgeable, and digitally savvy.

Modern B2B buyers prefer on-demand information, personalized outreach, and digital conversations that respect their time. The more you embrace the new reality, the easier it is to sell your product or service—at scale.

Reimagine the Sales Experience

You don’t need to choose between automation and authenticity. You can have both. When you use platforms like Dubb, you unlock the full potential of video, CRM, and automation—making it easy to build a relationship, improve customer satisfaction, and drive sales and revenue without ever leaving your desk.

Ready to Win in the Virtual Sales World?

Let 2025 be the year you elevate your sales experience. Whether you’re trying to close more deals, scale your outreach, or deepen customer relationships, the tools and techniques are here.

👉 Start free with Dubb and empower your sales team to master virtual selling best practices—so every message, meeting, and follow-up feels more human, more effective, and more scalable.