Terms

Virtual Selling

What is Virtual Selling?

Virtual selling is the collection of processes and technologies that enable salespeople to engage with customers remotely, utilizing both synchronous (real-time) and asynchronous (delayed) communications. It encompasses a range of tools and platforms that facilitate real-time and delayed interactions, reflecting an adaptation to changing market conditions and customer preferences.

Advantages of Virtual Selling

Virtual selling techniques can be broken down into several key aspects, such as pre-call planning, prospecting, sales meetings, meeting follow-ups, introductions and handoffs, and proposal follow-ups. These techniques often involve the use of personalized videos, video conferencing, and video recaps to enhance communication and build stronger connections with clients.

Key Strategies for Successful Virtual Selling

  • Utilize technology effectively by leveraging video sales tools like Vidyard, Loom, or Wistia for prospecting, conducting sales meetings via video conferencing tools like Zoom, and including video in meeting follow-ups and proposal follow-ups to enhance engagement and clarity.
  • Personalize the sales approach by creating personalized videos for prospecting, allowing sales professionals to connect with prospects on a more personal level and make emails stand out with a more interactive element.
  • Practice active listening during virtual sales calls, paying attention to the buyer's words, tone, and conversation flow to better understand their needs and feelings, which is crucial when physical cues are absent.
  • Adapt the sales approach to meet the changed expectations of customers in a virtual setting, understanding their business, values, pain points, and respecting their time and potential burnout from virtual interactions.
  • Collaborate with team members by aligning the sales team with other departments, such as marketing, to ensure a unified approach to virtual selling, and using collaboration tools to maintain effective communication and coordination among remote sales teams.
  • Manage time efficiently in virtual selling by saving time on travel, allowing sales professionals to have more sales conversations, and using video for meeting follow-ups and proposal follow-ups to convey messages more effectively and ensure they reach decision-makers.

Virtual Selling vs. Traditional Selling

Virtual selling and traditional selling differ in their approach to customer engagement. Virtual selling leverages digital channels, such as video calls and emails, to interact with customers remotely, offering flexibility, convenience, and efficiency. Traditional selling, on the other hand, relies on in-person interactions and meetings, providing a more personal touch and the ability to read body language effectively.

Essential Tools for Virtual Selling

When selecting essential tools for virtual selling, it's important to choose those that fit the specific needs of your sales process and support engaging video communication. Some popular tools include Vidyard, Loom, and Wistia, which offer features such as easy sharing, integration with other sales tools, and tracking capabilities to monitor engagement. Additionally, consider AI-powered prospecting tools and digital sales rooms to further enhance your virtual selling efforts.

Other terms

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Platform as a Service

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Platform as a Service

Customer Centricity

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Customer Centricity

Inside Sales

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Inside Sales

Nurture

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Nurture

B2B Intent Data Providers

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

B2B Intent Data Providers

LinkedIn Sales Navigator

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

LinkedIn Sales Navigator

Buying Signal

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Buying Signal

Early Adopter

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Early Adopter

Buyer Behavior

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Buyer Behavior

Video Hosting

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

Video Hosting

Lead Generation

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Lead Generation

Draw on Sales Commission

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Draw on Sales Commission

Discount Strategies

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Discount Strategies

Channel Partners

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

Channel Partners

Lead Enrichment Software

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Lead Enrichment Software

Responsive Design

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

Responsive Design

Sales Enablement Content

Learn about sales enablement content, including crafting compelling sales enablement content, & essential components of effective sales content.

Sales Enablement Content

Gone Dark

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Gone Dark

Ramp Up Time

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Ramp Up Time

Personalization

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Personalization

Sales Operations

Learn about sales operations, including key responsibilities in sales operations, & building an effective sales operations strategy.

Sales Operations

Sales Objections

Learn about sales objections, including identifying common sales objections, overcoming sales objections effectively, & sales objections vs. customer concerns.

Sales Objections

Request for Quotation

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Request for Quotation

Clustering

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Clustering

Bad Leads

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Bad Leads

Operational CRM

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Operational CRM

Sales Demo

Learn about sales demo, including preparing a winning sales demo, characteristics of successful sales demos, & sales demo versus product demo.

Sales Demo

Marketing Intelligence

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Marketing Intelligence

Sales Lead

Learn about sales lead, including identifying your ideal sales lead, generating quality leads effectively, & comparing sales leads and prospects.

Sales Lead

Supply Chain Management

Learn about supply chain management, including effective strategies for supply chain management, & components of an efficient supply chain.

Supply Chain Management

OAuth

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

OAuth

Dark Funnel

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Dark Funnel

Product-Market Fit

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Product-Market Fit

Value Gap

Learn about value gap, including identifying the value gap, closing the value gap effectively, & value gap vs. price gap.

Value Gap

Follow-up

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Follow-up

Buyer Journey

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Buyer Journey

Email Verification

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Email Verification

Product Champion

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Product Champion

Complex Sale

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Complex Sale

Sender Policy Framework

Learn about sender policy framework, including understanding SPF records, implementing SPF for email security, SPF vs. DKIM and DMARC, & benefits of using SPF.

Sender Policy Framework

Stress Testing

Learn about stress testing, including understanding stress testing methods, benefits of stress testing, & stress testing vs. load testing.

Stress Testing

Lead Velocity Rate

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

Lead Velocity Rate

Trigger Marketing

Learn about trigger marketing, including implementing trigger marketing strategies, benefits of trigger marketing, trigger marketing vs. traditional marketing.

Trigger Marketing

Scrum

Learn about scrum, including advantages of scrum, implementing scrum in sales, scrum roles explained, & common scrum mistakes.

Scrum

Workflow Automation

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Workflow Automation

Targeted Marketing

Learn about targeted marketing, including benefits of targeted marketing, key strategies for effective targeting, & targeted marketing vs. mass marketing.

Targeted Marketing

GPCTBA/C&I

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

GPCTBA/C&I

Edge Locations

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Edge Locations

Custom API integration

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Custom API integration

Predictive Lead Generation

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Predictive Lead Generation

Consultative Selling

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Consultative Selling

Buyer

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Buyer

Call Analytics

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Call Analytics

Behavioral Analytics

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Behavioral Analytics

Serviceable Available Market

Learn about serviceable available market, including calculating your serviceable available market, & key factors influencing serviceable available market.

Serviceable Available Market

On-premise CRM

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

On-premise CRM

Mobile Optimization

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Mobile Optimization

Demand Generation Framework

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Demand Generation Framework

Challenger Sales

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Challenger Sales

Customer Experience

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Customer Experience

Sales Director

Learn about sales director, including roles and responsibilities of a sales director, & key skills for a successful sales director.

Sales Director

Electronic Signatures

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Electronic Signatures

Customer Data Analysis

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Customer Data Analysis

Lead Scoring

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Lead Scoring

Sales Script

Learn about sales script, including crafting an effective sales script, essentials for a winning sales script, sales script vs. spontaneous pitch.

Sales Script

Branded Keywords

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Branded Keywords

Renewal Rate

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Renewal Rate

Persona-Based Marketing

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Persona-Based Marketing

B2B Marketing Analytics

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

B2B Marketing Analytics

Smarketing

Learn about smarketing, including the pillars of smarketing success, implementing smarketing in your organization, smarketing vs traditional sales and mark.

Smarketing

Messaging Strategy

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Messaging Strategy

Sales Cycle

Learn about sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

Sales Cycle

Lead Management

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Lead Management

Sales Forecast

Learn about sales forecast, including key elements of sales forecasting, methods for accurate sales projections, sales forecasting vs. sales goals.

Sales Forecast

Sales Operations Key Performance Indicators

Learn about sales operations KPIs, including identifying sales operations KPIs, effective sales KPI strategies, & sales operations KPIs SaaS KPIs.

Sales Operations Key Performance Indicators

Deal-Flow

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Deal-Flow

Sales Pipeline Reporting

Learn about sales pipeline reporting, including essentials of sales pipeline reporting, key metrics to track, & sales pipeline vs. sales forecasting.

Sales Pipeline Reporting

Sales Prospecting Software

Learn about sales prospecting software, including benefits of sales prospecting software, & choosing the right sales prospecting tool.

Sales Prospecting Software

Sales Kickoff

Learn about sales kickoff, including planning a successful sales kickoff, key elements of a sales kickoff, & sales kickoff vs. regular sales meetings.

Sales Kickoff

Consumer Buying Behavior

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Consumer Buying Behavior

Bounce Rate

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Bounce Rate

Champion/Challenger Test

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Champion/Challenger Test

Quarterly Business Review

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Quarterly Business Review

LPI

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

LPI

Trademarks

Learn about trademarks, including how to secure a trademark, trademark examples and best practices, & trademarks vs. copyrights vs. patents.

Trademarks

Drupal

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Drupal

User Interaction

Learn about user interaction, including enhancing user interaction strategies, principles of effective user engagement, & user interaction vs. user experience.

User Interaction

Single Page Applications

Learn about single page applications, including benefits of single page applications, key features of SPAs, how to build SPAs, & common mistakes in SPAs.

Single Page Applications

Page Views

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Page Views

Lead Nurturing

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Lead Nurturing

GDPR Compliance

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

GDPR Compliance

Digital Sales Room

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Digital Sales Room

Business Intelligence In Marketing

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Business Intelligence In Marketing

Inventory Management

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Inventory Management

Cold Calling

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Cold Calling

Subscription Models

Learn about subscription models, including how subscription models work, advantages of subscription models, & implementing subscription pricing.

Subscription Models

Warm Outbound

Learn about warm outbound, including understanding warm outbound, benefits of warm outbound strategies, & implementing warm outbound in your sales process.

Warm Outbound

Inbound Sales

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Inbound Sales

Process Automation

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Process Automation

Business to customer

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Business to customer