The Best Virtual Selling Tools for B2B Sales Teams

75% of B2B buyers now prefer a remote or self-serve buying experience, according to Gartner. That number alone explains why virtual selling has shifted from a pandemic workaround to the default operating model for B2B sales teams worldwide.

Virtual selling is not just about working from home. It is a complete methodology — using personalized video, digital collaboration tools, and async communication to meet buyers where they already are. The sales teams winning today are not the ones with the biggest headcount. They are the ones with the best virtual selling stack.

This guide covers every tool category you need, the AI-powered additions that have reshaped the space since 2022, and a practical framework for building your stack without the tool overload that kills most virtual sales programs.

What Is Virtual Selling?

Virtual selling is the practice of conducting the entire B2B sales process through digital channels — including personalized video, email sequences, virtual demos, and online collaboration tools — without requiring in-person meetings at any stage of the deal. It is a methodology, not just a location. For a deeper breakdown of how to apply it in the field, see our guide to virtual selling best practices.

It is worth separating virtual selling from remote selling, because the two terms are often confused. Remote selling simply describes where a rep works — outside a traditional office. Virtual selling describes how they sell. A rep sitting in a company headquarters can practice virtual selling if they are using async video, digital proposals, and online collaboration tools to engage a buyer who prefers not to meet face to face.

That distinction matters because the methodology drives results regardless of where the rep is physically located. According to Gartner, 75% of B2B buyers now prefer a remote or self-serve buying experience. Buyers are making more of their purchasing decisions before they ever talk to a sales rep — which means the teams that show up with strong digital content, async selling strategies, and personalized video outreach are the ones that earn the meeting in the first place.

For B2B sales teams, adopting a virtual selling approach is no longer optional. It is the baseline expectation of modern buyers.

The Best Virtual Selling Tools by Category

The best virtual selling tools cover five core jobs: communicating with prospects, managing pipeline, booking meetings, running sequences, and closing with proposals. Each category below represents a distinct function in the virtual sales workflow. Pick the right tool for each job, integrate them together, and you have a stack that compounds over time.

AI-personalized video outreach — Sendspark

Sendspark is the leading virtual sales software for personalized video outreach at scale. Used by more than 50,000 companies, it lets sales reps record one video and use AI to automatically personalize it for each prospect — replacing the time sink of recording hundreds of individual takes.

The core differentiator is AI Intros: Sendspark clones your voice and uses it to open each video with the prospect's name and company, spoken naturally in your own voice. It also renders a dynamic background showing each prospect's actual website behind you — making every video feel genuinely 1:1. This is AI personalization at scale applied directly to video outreach.

Beyond outreach, Sendspark supports combined videos — a personalized AI intro stitched to a reusable product demo — so prospects get a fully tailored experience without any extra recording time on your end. Video analytics show you exactly who watched, how long they stayed engaged, and when they dropped off, so you can follow up with perfect timing.

Sales teams using personalized video report 2-3x more replies and 40-50% more meetings booked. If you are new to video outreach, start with the team's guide on how to send a video through email.

CRM — HubSpot

HubSpot is the most widely adopted CRM among mid-market B2B teams, and its bi-directional sync with Sendspark makes it the natural pairing for a video-first virtual sales workflow. Video engagement data — views, watch time, click-throughs — flows directly into HubSpot contact records, so reps can trigger follow-up sequences based on actual buyer behavior rather than guesswork.

The Sendspark HubSpot integration is rated 5/5 and supports automated workflows that trigger video sends or follow-up tasks based on deal stage. Salesforce users can achieve the same result via the Sendspark Salesforce integration. Either way, your CRM becomes the central record for all virtual selling activity.

Sales Engagement Platform — Outreach

A sales engagement platform manages the multi-touch sequences that move prospects from first contact to booked meeting. Outreach is the enterprise standard, combining email, LinkedIn touchpoints, and phone calls into coordinated sequences with built-in analytics on open rates, reply rates, and meeting conversion.

Multi-threaded selling — engaging multiple stakeholders at a single account simultaneously — is significantly easier when your sequences can branch based on prospect behavior. The Sendspark Outreach integration lets reps embed personalized video directly into sequence steps, turning a standard email touchpoint into a video-first interaction. Apollo is a strong alternative for teams that want prospecting data and sequencing in a single tool at a lower price point.

Scheduling — Calendly

Calendly removes the back-and-forth from meeting booking by giving prospects a direct link to your calendar. For virtual sales teams, frictionless scheduling is non-negotiable — every extra step between a prospect watching your video and booking a call is a place where deals die.

Calendly supports automated reminders, calendar sync across team members, and round-robin routing for inbound leads. Embedding a Calendly link in your Sendspark video landing page is one of the highest-impact, lowest-effort optimizations a virtual sales team can make.

Proposals & eSignature — PandaDoc

PandaDoc handles the closing end of the virtual selling workflow with interactive proposals that include embedded video, pricing tables, and legally binding eSignature. Prospects can comment, negotiate, and sign without ever downloading a PDF or scheduling a separate call.

For teams focused on buyer enablement — giving buyers everything they need to make a decision independently — PandaDoc proposals embedded with Sendspark demo videos create a self-contained closing package. See how Sendspark supports deal progression across the full sales cycle.

Sales Prospecting — LinkedIn Sales Navigator + Clay

LinkedIn Sales Navigator is the standard tool for identifying high-fit B2B prospects using filters like company size, industry, growth signals, and buyer intent data. Its intent data signals — accounts researching relevant topics, recent job changes, company funding events — let reps prioritize outreach to buyers who are actively in-market.

Clay takes prospecting a step further by enriching lead lists with data from dozens of sources simultaneously, then using AI to generate hyper-personalized opening lines at scale. The Sendspark Clay integration means you can automatically trigger personalized video sends for prospects that meet specific enrichment criteria. For more on making video work in prospecting specifically, see the team's guides on LinkedIn video prospecting and the full video prospecting guide.

Conversation Intelligence — Gong

Conversation intelligence is one of the fastest-growing categories in the virtual selling stack. Gong records, transcribes, and analyzes every sales call, surfacing deal risks, competitor mentions, and coaching opportunities automatically. It tracks deal health and win rates across the pipeline, giving sales managers a real-time view of which deals are at risk and why.

According to Gong's research, top-performing reps listen 57% of the time on discovery calls — a specific, actionable insight that Gong can surface for every rep on your team at scale. This is revenue intelligence applied to individual call behavior.

Gong is not a competitor to AI video personalization tools — it analyzes live or recorded sales calls rather than replacing outreach video. It belongs in a separate category: post-call analysis and deal coaching, not prospecting communication.

AI-Powered Virtual Selling: The New Category

Since 2022, AI has added three distinct new categories to the virtual selling stack: automated outreach agents, conversation and deal intelligence, and personalized video at scale. These are not incremental upgrades to existing tools — they represent genuinely new capabilities that change what is possible for a B2B sales team of any size.

AI SDRs — Artisan and 11x.ai

AI SDRs are software agents that autonomously handle the top-of-funnel prospecting workflow: researching accounts, identifying contacts, writing personalized outreach, and managing follow-up sequences without human intervention at each step. Tools like Artisan and 11x.ai are the leading examples in this space.

The practical use case is augmentation rather than replacement. AI SDRs handle high-volume, lower-complexity outreach — first-touch emails to a broad target list, for example — while human reps focus on warmer prospects and multi-threaded selling across active accounts. The result is more pipeline activity without proportional headcount growth.

These tools work best when paired with a clean CRM and high-quality enrichment data from tools like Clay. An AI SDR operating on bad data produces bad outreach at scale — which is worse than no outreach at all.

Conversation Intelligence and Deal Risk — Gong and Clari

Gong and Clari represent the mature end of the conversation intelligence category. Both tools ingest call recordings, email activity, and CRM data to build a real-time picture of deal health across the entire pipeline. Deal risk flags surface automatically — a prospect who has gone quiet for two weeks, a champion who left the company, a competitor mentioned three times on the last call.

For virtual sales teams without the hallway conversations and office visibility of in-person selling, conversation intelligence fills a genuine gap. Managers can coach reps on specific call moments. Reps can review their own talk-to-listen ratios. Forecast accuracy improves because it is based on actual engagement signals rather than rep-entered CRM data.

Digital Sales Rooms — GetAccept and Accord

A digital sales room (DSR) is a shared online workspace where rep and buyer collaborate throughout the entire deal. Instead of proposals scattered across email threads and pricing shared in a PDF attachment, everything lives in one deal room: case studies, demo recordings, pricing, contract drafts, and a mutual action plan that both sides can update in real time.

GetAccept and Accord are the leading DSR platforms. Both support buyer portals with trackable content, engagement analytics showing which stakeholders viewed which materials, and collaborative next-step tracking. For deals with long sales cycles and multiple stakeholders, a digital sales room is one of the most effective buyer enablement tools available.

Embedding Sendspark video directly into a GetAccept or Accord deal room means buyers can watch a personalized walkthrough, review the proposal, and sign — all within a single branded environment.

AI Video Personalization at Scale — Sendspark

The most time-consuming part of video outreach has historically been recording individual videos for each prospect. Sendspark's AI Intros solve this problem directly: record one base video, and the platform uses AI voice cloning to speak each prospect's name and company at the start of the video — in your exact voice, with natural pacing and tone.

Pair this with a dynamic website background that automatically pulls in each prospect's live website, and every video looks and sounds like it was recorded specifically for that one person — even when you are sending a hundred in a day. This is AI personalization at scale applied to video, and it changes the economics of video prospecting entirely.

How to Build Your Virtual Selling Tech Stack

The best virtual sales stacks are built in layers. Start with the three tools that cover 80% of your workflows — CRM, video messaging, and scheduling — before adding sequencing, intelligence, and AI layers. Most teams that struggle with their virtual selling stack have skipped layers or added complexity before nailing the fundamentals.

Layer 1 — Core Stack (Start Here)

Every virtual selling motion starts with three things: a place to manage contacts and pipeline (HubSpot or Salesforce), a way to communicate with personalized video (Sendspark), and a frictionless way to book meetings (Calendly). These three tools cover prospecting outreach, pipeline visibility, and meeting conversion. Get these working and integrated before touching anything else.

Layer 2 — Add Sequencing and Prospecting

Once your team has a repeatable outreach motion, add a sales engagement platform like Outreach or Apollo to manage multi-touch sequences at scale. Pair it with LinkedIn Sales Navigator for lead identification and PandaDoc for proposals on the closing end. This layer adds structure and volume to what you are already doing manually.

Layer 3 — Add Intelligence

At this stage, you have enough activity in your pipeline to generate meaningful data. Add Gong for conversation intelligence — call analysis, deal risk detection, and rep coaching. Add Clay for intent data and enrichment-driven personalization. This layer helps you work smarter on the opportunities already in your pipeline rather than just adding more volume.

Layer 4 — Add AI Automation

With a proven process and clean data, AI tools deliver their full value. Sendspark AI Intros personalize video at scale. Digital sales rooms via GetAccept or Accord structure the buying experience for complex deals. AI SDRs like Artisan handle top-of-funnel outreach volume autonomously. At this layer, your stack is compounding — each tool makes the others more effective.

According to Salesforce's State of Sales 2024, top-performing sales teams are significantly more likely to use integrated tool stacks than average performers — not more tools, but better-connected ones. Integration matters as much as selection. Every tool in your virtual selling stack should talk to your CRM.

One practical rule: if a new tool requires more than one hour of rep training to use daily, it will not get used consistently. The best virtual selling stacks are the ones that fit naturally into how reps already work, not the ones that require a full behavior change to operate.

Frequently Asked Questions

What is virtual selling?

Virtual selling is the practice of conducting B2B sales entirely through digital channels — personalized video, email sequences, virtual demos, and digital collaboration tools. Gartner research shows 75% of B2B buyers now prefer remote or self-serve interactions, making virtual selling the default methodology for modern sales teams.

What are the best virtual selling tools for B2B sales?

The best virtual selling tech stack includes: Sendspark for personalized video outreach, HubSpot or Salesforce as your CRM, Outreach or Apollo for sales sequencing, Calendly for scheduling, LinkedIn Sales Navigator for prospecting, PandaDoc for proposals, and Gong for conversation intelligence. AI tools like Clay for personalization and GetAccept for digital sales rooms are increasingly standard.

How do you sell virtually?

Virtual selling works best with a structured sequence: research prospects with Sales Navigator and intent data, send a personalized video via Sendspark, follow up with a multi-touch email and LinkedIn sequence in your sales engagement platform, run virtual demos via video call, and close with a digital proposal. Use async video to move deals forward between live calls.

What is the difference between virtual selling and remote selling?

Remote selling simply means the rep works outside the office. Virtual selling describes the complete methodology — using video, digital collaboration, and async tools to sell to buyers who prefer not to meet in person. Virtual selling is the strategy and skill set; remote work is just the location. You can sell virtually from an office.

What is a digital sales room?

A digital sales room (DSR) is a shared online workspace where a sales rep and buyer collaborate throughout a deal. Both sides access proposals, case studies, demo recordings, pricing, and a mutual action plan tracking next steps in one place. Popular tools include GetAccept and Accord. DSRs reduce deal friction by giving buyers a single source of truth.

How does AI improve virtual selling?

AI improves virtual selling in three ways: it automates personalized outreach at scale (Sendspark AI Intros personalize video greetings using voice cloning; Clay enriches prospect data for hyper-personalized emails), it analyzes calls to surface coaching insights and deal risks (Gong), and it generates and sends sequences autonomously (AI SDR tools). Teams using AI video personalization report 40-50% more meetings booked.

How many virtual selling tools does a B2B team actually need?

Start with three: CRM, AI video personalization tool, and scheduling software. This covers the majority of virtual selling workflows. Add a sales engagement platform once your team runs regular sequences. Conversation intelligence and AI tools become valuable at 10+ reps. Most high-performing virtual sales teams operate effectively with 5-7 well-integrated tools.