The sales landscape has shifted, and there’s no going back. With remote work now the standard, especially for sales teams, the days of in-office deal-making are rare. That shift opens the door to nationwide talent and flexibility, but it also brings a new challenge: How do you keep your team motivated and your pipeline flowing when your reps are working from kitchen tables and coffee shops?
The good news? Virtual sales can be just as impactful as in-person — when done right. Here’s GROWL’s quick-start guide to running effective virtual sales meetings and demos that convert.
WHAT IS A Virtual Sales Platform?
Virtual sales go beyond phone calls and emails. Today's prospects have expert real-time connections, and the platform you choose matters. Start by aligning your tools with your prospects' comfort level and tech skills. Whether they're Zoom power users or prefer a quick Google Meet, choose a setup that helps them engage.
With so many ways to conduct sales outside of an in-person meeting, it can be challenging to determine the best way to connect with prospects. First, consider your prospects' preferences and tech proficiency. Even without the ability to meet in person, remember that prospects still crave a human connection, so consider which platform is best suited for each individual.
Video conferencing tools (Zoom, Microsoft Team, Google Meet) create face-to-face moments that build trust and credibility. Use features like screen sharing to guide conversations, and always turn your camera on. People buy from people — not profiles.
Pro Tip: Open every meeting with 2–3 minutes of genuine connection. Ask about their weekend. Celebrate a recent LinkedIn post. Show up as a human before diving into the pitch. Relationships close deals.
Virtual sales aren't just about showing up—they're about showing up with purpose. Define clear, measurable goals for every virtual interaction to drive momentum and close with confidence.
Here’s how to align your virtual sales efforts with results-driven goals:
When you lead with intention and outcome-based goals, your virtual sales calls stop feeling like screen time and start driving real results.
A demo can make or break the deal, especially when your prospect has six other demos that day. Before you hit "share screen," do your homework:
While a live walkthrough can be powerful, don’t rely on it alone. Consider prerecorded product videos to supplement the demo, or—better yet—send a physical sample and walk through it together virtually. This dual engagement creates a tactile + visual experience that sticks.
And remember: always practice. Run your demo with a teammate, troubleshoot your flow, and be ready to pivot based on your audience’s reactions.
The fundamentals of great sales haven’t changed—you still need to build trust, demonstrate value, and make a connection. Virtual just means you’re doing it with a different set of tools. With the right approach, your remote team can thrive, your pipeline can grow, and your virtual deals can be just as powerful as those sealed with a handshake.
If you need help building a robust plan for virtual sales and demos, contact the GROWL team today!