{"id":16324,"date":"2021-05-14T00:05:20","date_gmt":"2021-05-14T00:05:20","guid":{"rendered":"https:\/\/www.gmass.co\/blog\/?p=16324"},"modified":"2026-01-07T02:06:59","modified_gmt":"2026-01-07T02:06:59","slug":"virtual-selling","status":"publish","type":"post","link":"https:\/\/www.gmass.co\/blog\/virtual-selling\/","title":{"rendered":"The 2026 Guide to Virtual Selling (5 Challenges, 7 Tips)"},"content":{"rendered":"<p>Did<i> you know that<\/i><a href=\"#bottom\"> <i>70-80% of customers<\/i><\/a><i> prefer <\/i><i>virtual sales<\/i><i> interactions over traditional in-person ones?<\/i><\/p>\n<p>If you\u2019re used to in-person meetings with prospects, being thrust into a remote sales team can leave you feeling overwhelmed \u2014 especially if you haven\u2019t had any prior virtual sales training.<\/p>\n<p>For better or worse, since the COVID-19 pandemic, virtual sales are the \u201cnew normal,\u201d and most salespeople have had to adapt.<\/p>\n<p><i>How do you create meaningful relationships with your leads when you can\u2019t be in the same room as them? How do you demonstrate your offering\u2019s value in the <\/i><i>virtual world<\/i><i> when you\u2019re used to in-person meetings?\u00a0<\/i><\/p>\n<p>Don\u2019t worry. I\u2019ll answer these questions (and more) in this guide.<\/p>\n<p>I\u2019ll explain <a href=\"#whatis\">what virtual selling is<\/a> and highlight six challenges of remote sales. I\u2019ll also provide <a href=\"#practical\">seven practical tips<\/a> to help boost your virtual selling efforts.<\/p>\n<h2>This Article Contains:<\/h2>\n<p>(Click on a link to jump to a specific section)<\/p>\n<ul>\n<li><a href=\"#whatis\">What is virtual selling?\u00a0<\/a><\/li>\n<li><a href=\"#major\">5 Major challenges of virtual selling<\/a><\/li>\n<li><a href=\"#practical\">7 Practical tips for effective virtual selling <\/a>\n<ul>\n<li><a href=\"#leverage\">Leverage the right technology<\/a><\/li>\n<li><a href=\"#provide\">Provide additional value<\/a><\/li>\n<li><a href=\"#providevalue\">Provide value immediately<\/a><\/li>\n<li><a href=\"#ask\">Ask critical questions<\/a><\/li>\n<li><a href=\"#practise\">Practice active listening to gain trust<\/a><\/li>\n<li id=\"whatis\"><a href=\"#align\">Align your marketing and sales teams<\/a><\/li>\n<li><a href=\"#track\">Track key metrics<\/a><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>Let\u2019s jump right in, okay?<\/p>\n<h2>What Is Virtual Selling?<\/h2>\n<p><b>Virtual selling<\/b> (also known as remote selling) is the process of interacting and converting a lead virtually instead of meeting and interacting with a prospect in person.<\/p>\n<p><b>Why is it important?<\/b><\/p>\n<p>As the world was gradually moving towards digitization, sales processes have had to follow suit.<\/p>\n<p>Then, the COVID-19 pandemic accelerated the speed of the virtual selling revolution.<\/p>\n<p>With in-person meetings out of the picture, salespeople had to adapt.<\/p>\n<p>Quickly.<\/p>\n<p>Whether it was by <a href=\"#email\">ramping up their email efforts<\/a> or scheduling countless Zoom meetings, virtual selling was clearly the new normal.<\/p>\n<p>However, just because it has been widely adopted doesn\u2019t mean that it has been perfected.<\/p>\n<p>Only <a id=\"major\" href=\"https:\/\/everyonesocial.com\/blog\/virtual-selling-tips\/#:~:text=While%20virtual%20selling%20may%20seem,forward%2C%20even%20when%20working%20remotely.\">26%<\/a> of buyers believe the average sales professional is skilled at selling virtually!<\/p>\n<p>Clearly, there are several challenges associated with virtual selling.<\/p>\n<p>Let\u2019s take a closer look at some of them.<\/p>\n<h2>5 Major Challenges of Virtual Selling<\/h2>\n<p>There are <a href=\"https:\/\/www.forbes.com\/sites\/stephendiorio\/2021\/02\/19\/crossing-the-virtual-selling-chasm\/\">several challenges<\/a> involved in virtual selling, including:<\/p>\n<h3>1. Keeping the buyer engaged throughout the sales conversation<\/h3>\n<p><a href=\"https:\/\/www.rainsalestraining.com\/blog\/virtual-sales-skills-challenges-18-need-to-know-stats\">91%<\/a> of virtual sellers struggle to keep buyers engaged.<\/p>\n<p><i>Why?<\/i><\/p>\n<p>Many people look at virtual interactions as an opportunity to <a href=\"https:\/\/www.forbes.com\/sites\/curtsteinhorst\/2020\/02\/20\/how-multitasking-erodes-productivity-and-dings-your-iq\/\"><b>multitask<\/b><\/a>. According to one <a href=\"https:\/\/www.zippia.com\/advice\/virtual-meetings-zoom-survey\/\">survey<\/a>, more than half of respondents admitted to checking their emails during virtual meetings.<\/p>\n<p>And if your leads aren\u2019t paying attention to what you\u2019re saying, it\u2019s going to be impossible to convert them!<\/p>\n<h3>2. Building a relationship with the prospect can be tricky<\/h3>\n<p>In a face-to-face setting, you can discuss the prospect\u2019s concerns and hash things out quickly. You can create an atmosphere where your lead feels at ease, making selling much easier.<\/p>\n<p>However, it\u2019s much more challenging to replicate this same atmosphere when the person exists as a two-dimensional image on your computer screen. In fact, <a href=\"https:\/\/www.rainsalestraining.com\/blog\/virtual-sales-skills-challenges-18-need-to-know-stats\">88%<\/a> of sellers find it challenging to develop a <b>relationship <\/b>with the buyer in a virtual setting.<\/p>\n<p>While social selling through a computer is not impossible, it does mean that you\u2019re going to have to work harder to ensure you\u2019re interacting with your prospects in a way that builds meaningful relationships.<\/p>\n<h3>3. Can be challenging to demonstrate the value of your offerings<\/h3>\n<p>Ultimately, it\u2019s your job as a salesperson to sell <b>solutions<\/b>, not products.<\/p>\n<p>Your prospect has a problem, and you\u2019re in the position to make recommendations.<\/p>\n<p>With traditional field sales, field reps can perform a quick demo to give the prospects an idea of what they can expect.<\/p>\n<p>However, in a virtual sales strategy, demonstrating solutions via virtual communication can be challenging. <a href=\"https:\/\/www.rainsalestraining.com\/blog\/virtual-sales-skills-challenges-18-need-to-know-stats\">89%<\/a> of sellers feel it\u2019s challenging to change a buyer\u2019s perspective on how to solve their problem.<\/p>\n<p><i>Why?<\/i><\/p>\n<p>One potential cause for this may be due to sellers using poor visuals.<\/p>\n<p>Visuals are great for showing how your product can help the prospect \u2014 without going into lengthy descriptions. Moreover, technological difficulties and poor presentation skills can hamper how effectively you can demonstrate your offerings\u2019 value to the prospect.<\/p>\n<h3>4. It\u2019s difficult to gauge body language and pick up personality cues<\/h3>\n<p>With an in-person sales meeting, you have the opportunity to leverage <b>non-verbal cues <\/b>to understand how the conversation is going and steer things in the right direction.<\/p>\n<p>As a sales rep, seeing things like your prospect\u2019s posture and hand signals are powerful indicators that\u2019ll help you gauge their feelings and emotions. This enables you to understand how the prospect feels about the sales conversation and adapt accordingly.<\/p>\n<p>In a virtual meeting, selling is a lot harder as many of these cues aren\u2019t available or are difficult to notice.<\/p>\n<h3>5. Leading a virtual sales team can be tough<\/h3>\n<p>Communication can be a significant challenge for remote sales teams.<\/p>\n<p>To help mitigate this, <a id=\"practical\" href=\"https:\/\/deloitte.wsj.com\/cmo\/2020\/09\/01\/the-virtual-cfo-rethink-how-you-relate-to-others\/\">sales leaders<\/a> need to create an environment where team members can express their concerns and collaborate with ease. So if you\u2019re a sales leader, ensure your team knows you\u2019re available should they face any challenges handling prospects.<\/p>\n<p>Clearly, there are a lot of challenges when it comes to virtual selling.<\/p>\n<p>So what can you do?<\/p>\n<h2 id=\"leverage\">7 Practical Tips for Effective Virtual Selling<\/h2>\n<p>If you\u2019re struggling to close sales virtually, here are seven tips to help:<\/p>\n<h3>Tip #1. Leverage the right technology<\/h3>\n<p>When it comes to virtual selling, <b>technology <\/b>is your best friend.<\/p>\n<p>Here\u2019s a look at some essential virtual tools you\u2019ll need:<\/p>\n<ul>\n<li><a href=\"#email\">An email outreach tool<\/a><\/li>\n<li><a href=\"#video\">Video conferencing software<\/a><\/li>\n<li id=\"email\"><a href=\"#graphics\">A graphics tool<\/a><\/li>\n<li><a href=\"#crm\">A CRM<\/a><\/li>\n<\/ul>\n<h4>A. An email outreach tool<\/h4>\n<p>Reaching out to your prospects through <b>email <\/b>is one of the most effective virtual communication channels. Not only do most customers prefer to be contacted by email, but it\u2019s also a scalable solution.<\/p>\n<p>Moreover, emails are less intrusive than other communication channels like cold outreach calls.<\/p>\n<p><i>Why?<\/i><\/p>\n<p>Think about it from the perspective of the customer.<\/p>\n<p>If you receive a call from a sales rep and they dive straight into lengthy descriptions of what their product or service can do, you\u2019d hang up the call within seconds.<\/p>\n<p>On the other hand, if you receive a personalized email containing relevant content that explains how their offering can help you solve your challenges and achieve your goals, you\u2019re more likely to engage with it on your own time.<\/p>\n<p><b>And what\u2019s the best way to leverage the power of email?<\/b><\/p>\n<p><a href=\"https:\/\/www.gmass.co\/\"><b>GMass<\/b><\/a>.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-16326\" style=\"border: 1px solid #000000;\" src=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-1024x474.png\" alt=\"\" width=\"750\" height=\"347\" srcset=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-1024x474.png 1024w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-300x139.png 300w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-768x355.png 768w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-1536x710.png 1536w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-24x11.png 24w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-36x17.png 36w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2-48x22.png 48w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image5-2.png 1920w\" sizes=\"auto, (max-width: 750px) 100vw, 750px\" \/><\/p>\n<p><b>GMass<\/b> is an email marketing tool that works <b>directly inside Gmail<\/b>. It\u2019s popular among employees at tech giants like Google and Uber as well as those working for social media platforms like Twitter and LinkedIn.<\/p>\n<p>GMass is an excellent tool for small business owners and entrepreneurs as well, helping them reach their target audience efficiently.<\/p>\n<p>Here\u2019s a quick look at how GMass helps you navigate the virtual selling terrain:<\/p>\n<p>1. <a href=\"https:\/\/instapage.com\/blog\/personalization-statistics\">52%<\/a> of customers state that they won\u2019t do business with an organization that doesn\u2019t personalize emails.<\/p>\n<p>Fortunately, GMass can <a href=\"https:\/\/www.gmass.co\/blog\/mail-merge-personalization\/\"><b>automatically personalize<\/b><\/a> your emails to increase customer engagement. From auto-customizing <a href=\"https:\/\/www.gmass.co\/blog\/personalize-entire-paragraph-mail-merge\/\">entire blocks of text<\/a> to adding personalized <a href=\"https:\/\/www.gmass.co\/blog\/how-to-include-personalized-image-in-email-marketing-campaign\/\">images<\/a> and <a href=\"https:\/\/www.gmass.co\/blog\/how-to-include-a-personalized-link-in-a-gmail-email-marketing-campaign\/\">links<\/a>, GMass has got you covered.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-16327\" style=\"border: 1px solid #000000;\" src=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image4.gif\" alt=\"\" width=\"550\" height=\"549\" \/><\/p>\n<p>2. <a href=\"https:\/\/www.gmass.co\/blog\/reports\/\"><b>Track core email metrics<\/b><\/a> to see what\u2019s working in your campaign and what isn&#8217;t. GMass will <b>automatically <\/b>generate a Campaign Report whenever you send an email campaign, highlighting useful metrics like unsubscribes, open rate, click-throughs, and more.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-16328\" style=\"border: 1px solid #000000;\" src=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-1024x965.png\" alt=\"\" width=\"550\" height=\"518\" srcset=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-1024x965.png 1024w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-300x283.png 300w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-768x724.png 768w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-1536x1448.png 1536w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-24x24.png 24w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-36x34.png 36w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2-48x45.png 48w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image2-2.png 1999w\" sizes=\"auto, (max-width: 550px) 100vw, 550px\" \/><\/p>\n<p>3. As many as <a href=\"https:\/\/www.voilanorbert.com\/blog\/email-follow-up\/#:~:text=Follow%2Dup%20emails%20are%20by,re%20also%20the%20least%20sent.&amp;text=Keep%20emails%20between%20three%20and,to%20spark%20a%20conversation%20with\">80%<\/a> of deals require up to five interactions. That\u2019s a lot of emails to keep composing, and a ton of follow-up messages!<\/p>\n<p>But don\u2019t worry; GMass can <a href=\"https:\/\/www.gmass.co\/blog\/auto-follow-up-emails-until-reply\/\"><b>automate the follow-up process<\/b><\/a> to help maximize your engagements.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-16329\" style=\"border: 1px solid #000000;\" src=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image3-2.gif\" alt=\"\" width=\"550\" height=\"562\" \/><\/p>\n<p>4. <a href=\"https:\/\/www.gmass.co\/blog\/new-feature-schedule-mass-emails\/\"><b>Schedule your <\/b><b>emails<\/b><\/a> to ensure that they arrive in your prospect\u2019s inbox at just the right time. All you need to do is compose the email and schedule it to be sent at your desired time. GMass will take care of the rest.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-16330\" style=\"border: 1px solid #000000;\" src=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-1024x595.png\" alt=\"\" width=\"550\" height=\"320\" srcset=\"https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-1024x595.png 1024w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-300x174.png 300w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-768x446.png 768w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-24x14.png 24w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-36x21.png 36w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2-48x28.png 48w, https:\/\/www.gmass.co\/blog\/wp-content\/uploads\/2021\/04\/image1-2.png 1482w\" sizes=\"auto, (max-width: 550px) 100vw, 550px\" \/><\/p>\n<p><b id=\"video\">The best part?\u00a0<\/b><\/p>\n<p>Getting started with GMass is a piece of cake. All you need to do is <a href=\"https:\/\/chrome.google.com\/webstore\/detail\/gmass-powerful-mail-merge\/ehomdgjhgmbidokdgicgmdiedadncbgf\"><b>download the Chrome extension<\/b><\/a> and sign up with your Gmail account, and you\u2019re good to go.<\/p>\n<h4>B. Video conferencing software<\/h4>\n<p>One of the cornerstones of in-person sales is meeting your lead face-to-face.<\/p>\n<p>And while nothing can replace being right in front of your lead, video calls can help you capture <i>some<\/i> of that magic. Virtual sales calls can help you provide value in an informative and engaging way, creating a more personal experience for the prospect.<\/p>\n<p>Several video conferencing tools can help you, with <b>Zoom<\/b>, <b>Microsoft Teams<\/b>, <b id=\"graphics\">Skype<\/b>, and <b>GoToMeeting<\/b> being the most popular.<\/p>\n<p>Using a tool that your prospect is already familiar with makes the virtual sales process a lot smoother. So ask them what video conferencing tool they are familiar with and try to set up a meeting on that platform.<\/p>\n<h4>C. Use graphics to enhance your presentations<\/h4>\n<p>While most sales calls can be dull, you can keep your B2B buyers or B2C customers engaged with graphics that make your interactions more exciting.<\/p>\n<p>Consider creating an interactive sales deck with photos, charts, icons, infographics, and other graphic tools to add value while keeping the prospect engaged.<\/p>\n<p><b id=\"crm\">Canva<\/b> is one of the most popular web-based graphics tools that can help you do this. Its free version offers a great variety of templates and designs, or you can opt for a paid plan that gives you access to even more options.<\/p>\n<p><b>Visme<\/b> is another excellent web-based platform you can use to create beautiful graphs, reports, and charts to make your presentations more appealing.<\/p>\n<h4>D. A CRM tool to help filter data<\/h4>\n<p>A customer relationship management (CRM) tool is a massive help in streamlining your virtual sales cycle.<\/p>\n<p id=\"provide\">With a CRM, you can manage and analyze customer data, segment your customers, create sales reports, forecast sales, and scale your sales process as the organization grows.<\/p>\n<p><b>Zoho<\/b> is a popular CRM tool that offers lead management, omnichannel communication solutions, and various analytics options. <b>HubSpot CRM<\/b> is another well-known platform that can serve your organization.<\/p>\n<h3>Tip #2. Provide additional value<\/h3>\n<p><a href=\"https:\/\/getgist.com\/content-marketing-statistics\/\">47%<\/a> of modern buyers have viewed at least <b>3-5 <\/b><b>pieces of content<\/b> before interacting with a company&#8217;s sales representative.<\/p>\n<p>And it\u2019s important to be aware of this because you don\u2019t want to tell your prospects what they <b>already <\/b>know.<\/p>\n<p>If you can\u2019t provide value beyond the information buyers can find on their own, they have no reason to engage with you.<\/p>\n<p>Instead, provide them with<b> additional value<\/b> throughout the virtual sales process.<\/p>\n<p>Give them solutions to problems that they <b id=\"providevalue\">weren&#8217;t <\/b>aware of that could be affecting their success.<\/p>\n<p>For example, you could explore industry trends that impact the prospect and educate yourself on those areas. Then you can find and share relevant information that makes them aware of these issues.<\/p>\n<p>Adding this kind of value is a sure-fire way to engage them and get them interested in what you\u2019re offering.<\/p>\n<h3>Tip #3. Provide value immediately<\/h3>\n<p>Keeping the buyer engaged is critical to having a productive virtual sales meeting.<\/p>\n<p id=\"ask\">As a salesperson, this means you need to provide value as soon as the virtual meeting begins. <b>Lead with a unique perspective<\/b> that you\u2019ve developed through similar discussions in the past.<\/p>\n<p>An example would be to start the meeting with a challenge you\u2019ve identified. This will show them you have something to offer from the get-go, help guide the conversation, and create a space where the prospect can trust you.<\/p>\n<h3>Tip #4. Ask key questions<\/h3>\n<p>Whether it\u2019s B2C or B2B sales, asking the right questions is highly effective and goes a long way in making prospects feel involved during a virtual meeting.<\/p>\n<p><b id=\"practise\">But what questions should you ask?<\/b><\/p>\n<p>Start by asking them open-ended questions about the challenges they face and the goals they want to achieve. This helps lay the foundations for creating a meaningful relationship, and you&#8217;ll gain valuable insights into the areas where you can help \u2014 and <em>that<\/em> will <b>improve overall <\/b><b>engagement<\/b>.<\/p>\n<p>Moreover, it makes the prospect feel like you care and opens the door for them to ask<b> you<\/b> questions. And by providing solid answers to those questions, you\u2019ll build trust, which brings me to the next point\u2026<\/p>\n<h3>Tip #5. Practice active listening to gain trust<\/h3>\n<p>Practicing <a href=\"https:\/\/www.forbes.com\/sites\/forbescoachescouncil\/2020\/06\/23\/how-active-listening-can-upgrade-your-communicaton\/\"><b>active listening<\/b><\/a> means paying attention to <b>more<\/b> than just what your prospect says over the video call.<\/p>\n<p>It\u2019s about taking a close look at their choice of words, tone of voice, etc.<\/p>\n<p>In essence, active listening is about absorbing a deep understanding of what your prospect is saying, rather than listening simply to respond. This helps you uncover the buyer\u2019s needs and see if they\u2019re a good fit for your offerings.<\/p>\n<p id=\"align\">For the prospect, this shows you\u2019re <b>genuinely <\/b>interested in listening to their concerns and helping them find the best solution.<\/p>\n<p>All of this allows you to demonstrate your expertise, which helps build credibility, leading to trust. And without credibility or trust, you\u2019re unlikely to land a sale.<\/p>\n<h3>Tip #6. Align your marketing and sales teams<\/h3>\n<p>Marketing and sales are core business components that can\u2019t exist without each other.<\/p>\n<p>And while the two departments may not always see eye-to-eye, having them working in <b>tandem <\/b>is crucial for an effective virtual selling strategy.<\/p>\n<p>Your marketers have a great understanding of who the customer is through extensive research, but it\u2019s unlikely they\u2019ve spoken directly to your prospects. On the other hand, the sales team can provide great insights into the prospect\u2019s biggest pain points or the goals they want to achieve.<\/p>\n<p id=\"track\">For example, since so much of your marketing efforts are likely already digital, marketing teams will have information on what digital assets your leads are interested in seeing. This can make digital pitches easier for sales teams, as they\u2019re aware of what the prospects are looking for in advance of a sales pitch.<\/p>\n<p>As a result, aligning marketing and sales teams can increase your closing rate by <a href=\"https:\/\/review42.com\/resources\/sales-and-marketing-alignment-stats\/\">67%<\/a> and boost your marketing revenue by more than 200%.<\/p>\n<h3>Tip #7. Track key metrics<\/h3>\n<p>Tracking key metrics is a must to ensure you\u2019re <b>constantly improving<\/b> your virtual sales processes. It helps you identify what\u2019s working and what could be improved further in your approach.<\/p>\n<p>Here are some key metrics that will help you analyze your virtual selling campaigns:<\/p>\n<ul>\n<li>Opportunity-to-win ratio<\/li>\n<li>Conversion rate<\/li>\n<li>Revenue generated by each representative<\/li>\n<li>Average days to close<\/li>\n<li>Average deal size<\/li>\n<li>How much time the prospect spends in each stage of the sales pipeline<\/li>\n<li>Churn rate<\/li>\n<li>Average lead response time<\/li>\n<\/ul>\n<p>It\u2019s also worth tracking the performance of your emails \u2014 as that plays a crucial role in how you <b>reach out<\/b> to the prospects in the virtual world.<\/p>\n<p>Fortunately, GMass\u2019s campaign report <b>automatically <\/b>summarizes all your email campaign data, including:<\/p>\n<ul>\n<li>The total amount of emails you sent<\/li>\n<li>How many recipients opened your emails<\/li>\n<li>How many recipients clicked a link, and more<\/li>\n<\/ul>\n<h2>Wrapping Up<\/h2>\n<p>Virtual selling is here to stay, so it\u2019s essential to have the right sales training to stay afloat.<\/p>\n<p>Use the tips in this guide to improve your virtual selling skills and sales performance to hit those targets with ease. And given how popular email marketing is today, you need to have the right email tool to amp up your virtual selling efforts.<\/p>\n<p>In other words, you need <b id=\"bottom\">GMass<\/b>.<\/p>\n<p>From auto-personalizing mass emails to analyzing your campaign\u2019s effectiveness, GMass can overhaul the way you send emails.<\/p>\n<p><i>So, why not give <\/i><a href=\"https:\/\/chrome.google.com\/webstore\/detail\/gmass-powerful-mail-merge\/ehomdgjhgmbidokdgicgmdiedadncbgf\"><i>GMass a try<\/i><\/a><i> today and see the benefits for yourself?\u00a0<\/i><\/p>\n<hr \/>\n<p><span style=\"font-size: 10pt;\"><em>Footnote:<br \/>\n<\/em><\/span><span style=\"font-size: 10pt;\"><a href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/these-eight-charts-show-how-covid-19-has-changed-b2b-sales-forever\"><i>https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/these-eight-charts-show-how-covid-19-has-changed-b2b-sales-forever<\/i><\/a><i>\u00a0<\/i><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Did you know that 70-80% of customers prefer virtual sales interactions over traditional in-person ones? If you\u2019re used to in-person meetings with prospects, being thrust into a remote\u2026<\/p>\n","protected":false},"author":2,"featured_media":16457,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9153],"tags":[],"class_list":["post-16324","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\r\n<title>The 2026 Guide to Virtual Selling (5 Challenges, 7 Tips)<\/title>\r\n<meta name=\"description\" content=\"Discover the five major challenges of virtual selling and how to overcome them with seven simple tips.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" 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