Virtual selling — a modern guide to selling in a digital world

Virtual selling has moved from a “nice-to-have” to a core expectation in B2B sales. With digital buyer habits, remote work and global teams becoming the norm, a majority of sales interactions now happen online. In fact, a 2025 industry study shows that 72 % of B2B sales interactions occur virtually, and 85 % of sales leaders expect virtual selling to remain the dominant model moving forward. (Keevee)

Virtual selling isn’t just replacing face-to-face meetings — it’s reshaping how sellers engage, educate and convert buyers. Below, we break down what virtual selling is, why it matters today, and how you can succeed with it using modern tools like Prezentor.

What is virtual selling?

Virtual selling refers to conducting sales activities remotely via digital channels — from the first outreach, through demos and presentations, to negotiation and closing. It includes video calls, virtual presentations, asynchronous content, digital collaboration tools, and interactive buyer experiences. (claap.io)

Unlike traditional sales (which rely primarily on in-person meetings), virtual selling blends digital communication with personalised interaction, allowing sellers to connect with prospects anywhere — efficiently and at scale.

Why virtual selling matters in 2026

The shift to digital engagement isn’t temporary — it’s structural:

• Virtual is the new normal: Recent data shows that most B2B buyers now prefer virtual engagements for a large part of the buying journey, as they offer flexibility, convenience and speed. (The Spadework Group)
• Expand reach, reduce costs: Virtual selling removes geographical barriers, enabling teams to connect with buyers across regions without travel time or expense. (claap.io)
• Data-driven insights: Digital interactions generate rich engagement data — opening opportunities to personalise follow-ups, tailor presentations, and refine messaging based on real buyer behaviour. (sendtrumpet.com)

For sales teams, this means not only more touchpoints with buyers, but also more visibility into how buyers engage — from which slides they view to how long they interact with key content.

Core components of successful virtual selling

1. Interactive communication

Virtual selling isn’t just talking on camera — it’s engaging. Sales professionals must master live video skills, screen sharing, and digital collaboration tools to make every interaction feel personal even through a screen. (Deliberate Directions)

With Prezentor, sellers can use interactive presentations and universal share links that allow buyers to explore content at their own pace, while still giving the seller insights into engagement.

2. Asynchronous engagement

Not every step needs to happen live. Asynchronous communication — like personalised video messages, tailored content sharing, or follow-up decks — lets buyers engage when it’s most convenient for them. (claap.io)

Prezentor’s analytics help teams see what content prospects explore, making it easier to respond with relevant information without waiting for a scheduled call.

3. Seamless digital demos

Product demos are among the most critical parts of B2B sales. Delivering them over video means you need structure, clarity, and content that resonates in a screen-first environment. Tools that support rich visuals and dynamic content (like Prezentor) help sellers present value more clearly and memorably.

4. Personalisation at scale

Modern buyers expect relevance. Data shows that personalised virtual experiences — where information is tailored to the buyer’s company, role or needs — significantly increase engagement and conversion. (sendtrumpet.com)

With Prezentor, you can personalise decks and content dynamically based on real-time engagement signals, helping buyers feel understood even in digital settings.

5. Analytics and optimisation

Virtual selling generates digital signals — from email opens to content engagement and viewing duration. Using these signals to optimise workflows and outreach is a defining characteristic of top sales teams in 2025. (sendtrumpet.com)

Prezentor’s Insights dashboard shows which presentations are most effective, how buyers interact with shared content, and which materials help move deals forward — so you can refine your sales approach using real engagement data.

Virtual selling best practices

• Prioritise human connection: Just because selling is virtual doesn’t mean it should feel impersonal — focus on rapport and conversation, not just slides. (Deliberate Directions)
• Blend synchronous + asynchronous: Combine live meetings with on-demand content to create a fluid buyer journey. (Allego)
• Use engagement data to guide next steps: Let actual behaviour — not assumptions — drive your follow-ups and outreach cadence. (sendtrumpet.com)
• Train specifically for digital skills: Virtual selling requires different competencies than traditional in-person sales — practice digital presence, slide pacing, and online rapport-building. (Deliberate Directions)

The role of tools in virtual selling

In 2026, virtual selling success increasingly depends on integrated sales enablement platforms that combine content, analytics and engagement tools. Prezentor enables sellers to:

• Share interactive, tracked content with a single link
• Personalise presentations for buyer context
• Analyse engagement and refine follow-ups
• Integrate engagement signals with CRM for a unified workflow

By centralising content and insights in one place, sales teams can operate more efficiently, personalise at scale, and make better decisions based on real buyer behaviour.

Final thoughts

Virtual selling is no longer a trend — it’s the way B2B sales gets done in 2026. It combines digital convenience with personalised engagement and allows teams to operate faster, smarter, and more effectively than ever before. With the right approach and tools like Prezentor, you can meet buyers in their preferred channels, tailor experiences based on engagement data, and drive better outcomes across the entire sales cycle.