Introduction: Selling in the Remote Era
In today’s digital-first world, the traditional handshake and in-person slide deck are no longer the default for B2B sales. Virtual sales pitches have taken center stage - saving time, reducing travel costs, and enabling global reach. But with this convenience comes a new set of challenges: limited non-verbal cues, tech mishaps, and shortened attention spans.
Despite the rise of virtual selling, success is far from guaranteed. According to Rain Group, only 26% of buyers believe that virtual sellers are effective at holding their attention during remote meetings. This highlights just how challenging it is to break through distractions and create engagement in an online setting.
To succeed, your pitch needs to cut through the noise and build trust - despite the screen between you and your prospect. This article outlines 10 proven tips to help you deliver compelling online sales presentations that connect, convince, and convert.
1. Know Your Audience Inside-Out
A successful virtual pitch starts before the actual meeting, with deep audience understanding. Beyond company names, research your prospect’s pain points, strategic goals, industry challenges, and even recent news or product launches. This also includes knowing industry jargon, trends and the competitive environment.
If possible you know with whom from the organisation you will have the meeting, this allows also for research about the actual person and common interests or similarities. Knowing your specific stakeholder makes it possible to tailor your message and shows that you’ve done your homework and not just offering a one-size-fits-all solution. This personalized approach builds credibility and keeps your audience engaged from the outset.
If your CRM is lacking detailed notes, use conversation intelligence tools like Bliro to review previous calls and extract key insights before the pitch.
2. Craft a Story, Not Just a Slide Deck
Facts tell, but stories sell. Frame your pitch as a narrative: identify the customer’s problem, present your product as the hero, and show the transformational outcome. This storytelling approach makes it easier to relate, is easier to follow and far more memorable than a feature-dump presentation. Include real customer anecdotes or case studies for extra authenticity.
Since, virtual meetings are easy to tune out of - especially when people are multitasking or checking emails in the background, the start of your presentation is vital. Start your pitch with something that demands attention: a bold statement, a surprising stat, or a thought-provoking question. For example: “What would saving 5 hours a week mean for your sales team’s productivity?”
Your opening moment sets the tone for the rest of the session - make it count. When you combine logic (ROI) and emotion (relief, ambition), your message sticks - especially in the virtual format, where engagement is harder to sustain.
3. Master Your Tech Stack
Technology is the bridge between you and your client - make sure it’s solid. Try to avoid fumbling with screen share or awkward silences due to muted audio at all cost.
To make sure this doesn’t happen, test your microphone, webcam, internet connection, screen share, and slide deck before every meeting. Always have a backup plan in case of any technical hiccups. Just in case, have backup options available in case something goes wrong, like a PDF version of your presentation or if your virtual meeting platform crashes, have another one ready to use.
Still, even with the best prep, things can go sideways - and that’s okay. If tech issues occur, stay calm and composed. Your reaction speaks volumes about your professionalism. Don’t panic or apologize excessively. Instead, acknowledge the hiccup with grace, maybe even a touch of humor - “Ah, the joys of modern selling!” A lighthearted tone can actually humanize you and help put your audience at ease. What matters most is that you stay focused and handle the situation with confidence.
4. Engage, Don’t Lecture
Two-way interaction is crucial in a virtual setting. When you're pitching through a screen, it's far too easy to slip into "broadcast mode" - talking at your audience instead of with them. To avoid this, pause regularly to ask open-ended questions like “Does that align with your current process?” or “Would this integration be useful for your team?” These prompts not only re-engage your listeners but also give you valuable real-time feedback on what resonates (and what doesn’t).
You can also leverage interactive features built into most virtual platforms- like polls, emoji reactions, or live chat - to foster participation. Even a simple yes/no poll mid-pitch can reset attention levels and open a natural path to deeper discussion. According to Forbes, virtual meetings that include interactive elements result in higher engagement and improved information recall compared to monologue-driven presentations. This makes active participation not just a nice-to-have, but a performance driver.
Encouraging dialogue also helps break down the artificial distance created by screens, building trust and rapport in a format where both are harder to achieve. Remember: the most effective sales calls feel like conversations, not webinars.
5. Close with a Strong Call-to-Action (CTA)
Don’t leave your audience wondering what comes next. Be direct about the next step: “Let’s schedule a technical deep-dive,” or “Would you like a two-week trial to test this with your team?” In the world of virtual selling, your call-to-action (CTA) isn't just a formality - it’s essential.
Unlike in-person meetings, where the conversation often continues organically after the formal presentation ends (e.g., walking out together, chatting over coffee), virtual meetings usually end with a click - and silence. Your prospect can exit the call and immediately jump into another task, email thread, or meeting. If you don’t clearly define what happens next, the opportunity to move forward might vanish in minutes.
That’s why a well-timed, explicit CTA during the pitch is even more important in an online setting. Don’t wait until a follow-up email to make your ask - include it as part of your live interaction.
Bonus: drop the relevant link or calendar invite right into the meeting chat while you're still talking. This creates immediacy, removes friction, and increases the chances of your audience acting on your proposal in the moment.
A strong CTA shows leadership, confidence, and respect for your prospect’s time. Whether it’s a scheduled follow-up, a product trial, or a decision-making checklist, always wrap your pitch with a clear, actionable next step that keeps the momentum alive.
6. Follow Up with Precision
The moment the call ends, the follow-up begins. Just because the video call is over doesn’t mean the conversation should be. A timely, well-crafted follow-up email can make all the difference between a stalled lead and a progressing opportunity.
Aim to follow up within 24 hours - while the conversation is still fresh in your prospect’s mind. Your email should include a concise thank-you message, a summary of key discussion points, any links or documents promised during the call, and a clear reminder of the agreed-upon next steps. This demonstrates professionalism and reinforces that you were actively listening and engaged.Personalize the message by referencing their own words or concerns from the call - it shows attentiveness and builds trust.
However, creating accurate, personalized follow-ups can be time-consuming - especially when juggling multiple prospects. That’s where tools like Bliro come in. With automated meeting summaries, transcribed conversations, and AI-generated follow-up drafts, Bliro removes the manual effort from post-call admin work. You’ll not only save time but also eliminate the risk of missing key action items or forgetting important details.
Conclusion: The Screen Is Not a Barrier - It's an Opportunity
Virtual selling is not just a temporary trend - it’s the new normal. The ability to pitch confidently through a screen is now a core skill for every high-performing sales professional. By preparing thoroughly, engaging meaningfully, and following up smartly, you can build lasting client relationships without ever stepping foot in an office.
And with tools like Bliro supporting your pitch prep and post-call wrap-ups, you can focus more on selling and less on note-taking and writing following-ups.
