It's a lot easier to fail trying to sell remotely. In person sales is a lot more forgiving and easier. But done right, virtual sales is faster, more profitable and easier to scale.
Sales Cycle Compression
Long sales cycles delay cashflow, make forecasting difficult and fall prey to changing corporate priorities (e.g., they were going to move forward 6 months ago, but now are allocating that money to a new priority). Compressing the sales cycle fixes all of those issues and means less meetings. Clients are able to generate more sales volume with the same number of salespeople.
Strategic Sales Acceleration
Doing more of the same or doing things faster will not radically transform results. Transformational shifts in sales results come from stepping back to see the fundamental elements. This level of clarity allows you to uncover which pieces of the sales system need to stay and find the fewest/easiest changes to rapidly accelerate results.