ABSTRACT Virtual selling is not new—and is here to stay. Even before the pandemic, there was already an upward trending adoption of selling moving to digital channels. But the "new normal" caused by COVID-19 has pushed even field sales teams to adapt to selling virtually. A recent Gartner study expects that by 2025, 80% of B2B sales interactions will occur in digital channels. We created this guide because making the shift from in-person to virtual selling is more than just moving your meetings online. For example, some buyers are only comfortable buying in-person. It's harder to keep a prospect's attention on a virtual meeting, which is a more distracting environment.

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