What is Virtual Selling

As the governments and businesses of the world slowly realized the extent of the emergency of COVID-19 and the ensuing pandemic and began to assess the deaths and hospitalizations that resulted, they began to create new rules, operating procedures, and advice that everyone needed to follow. This included the business-to-business (B2B) salesforces who had just concluded their sales years in December 2019 (for most) and were embarking on a new set of goals and challenges for the new year. Quickly, local governments restricted contact between people, and especially between people who did not have a life-or-death requirement to meet in person. B2B salespeople needed to find a different way to continue to sell, to add to their personal value to the customer, and to build on the relationship they had, if any, with that customer. As the reality of the pandemic set in, B2B salespeople realized they needed answers, methods, and ideas.