Virtual selling is no longer an interim adjustment—it’s the new reality. For marketing leaders, it translates to thinking differently about how to enable sales teams, connect with prospects, and convert without ever entering a room. To survive in this remote-first era, synchronization of marketing and sales strategies is essential. Below are 7 established virtual selling tactics that can assist you in filling your pipeline and closing more deals.
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1. Personalized Video Outreach
Generic cold emails are quick to ignore. Personalized video messages, however, cut through the noise. Arm your sales team with software such as Vidyard or Loom to send brief, tailored videos that talk right to a prospect’s pain points. Marketing can assist by building branded video templates and scripting frameworks.
2. Leverage Buyer Intent Data
Today’s buyers create a digital breadcrumb trail. Employ intent data platforms (such as Bombora or 6sense) to determine who is actually researching your product. Marketing can develop segmented campaigns based on that insight, and sales can prioritize leads indicating robust buying behavior.
3. Optimize Digital Sales Collateral
Slide decks, case studies, and product sheets must be virtual-ready. That is to say, interactive, mobile-optimized, and customized for every step of the funnel. Sales teams can quickly retrieve marketing-approved, high-impact content with tools such as Showpad or Highspot during virtual meetings.
4. Host Value-Driven Webinars
Webinars are great lead-gen and pipeline acceleration tools. Co-host webinars with thought leaders in your industry, feature customer success stories, and have follow-up be tailored. Marketing and sales must plan and implement webinar campaigns together in order to drive the most attendance and post-event activity.
5. Develop a Virtual Sales Playbook
Standardize what works. Document best practices around prospecting, qualifying, and closing in a digital-first world. Your playbook should contain email cadences, objection-handling scripts, and tech tools of choice—all informed by both marketing intelligence and sales feedback.
6. Embrace Social Selling
Your salespeople are on LinkedIn—are you? Enable sales reps to create personal brands, share expertise, and connect with meaning. Marketing can help by creating shareable content and educating reps on how to interact sincerely online.
7. Align on Metrics That Matter
Ensure marketing and sales teams are aligned on key metrics like lead quality, conversion rates, and time to close. Use shared dashboards to track performance and adjust strategies based on real-time data. This tight feedback loop fuels smarter decisions and better outcomes.
Final Thoughts
Virtual selling is not a problem—it’s a solution. With these methods and close marketing-sell alignment, you can create a more robust pipeline and achieve greater close rates in the digital age. Experiment with one or two of these tactics and take what works best to scale with your audience.
