A digital sales room (DSR) is a secure, shared space for sellers to inform, interact and negotiate with potential buyers. A DSR acts as a personalized, living resource for interactive sales collateral: from proposals, to case studies and testimonials, white papers, and even personalized introduction videos. With a digital sales room, buyers can access and engage with sellers' content via a single, shareable link.
Digital sales rooms give buyers a streamlined and convenient purchasing experience in a secure microsite or digital resource. DSRs also empower sales professionals by providing real-time insights into buyer behavior, including changes to proposals, additions of new stakeholders, and performance of sales collateral.
There are several key functions that make up a digital sales room. These functions include:
Get the most out of your DSR by populating it with high-quality, personalized sales content. This will help you stay ahead of digital selling trends and create custom, human buyer experiences.
DSRs are on the forefront of sales tech stack innovation. Understand the components of an effective digital sales room, and tools you can use to bring your DSR to life.
Here are a few quick facts about digital sales rooms and their value for buyers and sellers:
A digital sales room provides a single, living environment for sales professionals and their buyers to connect, collaborate, and close deals efficiently. Before 2020, many sales processes were outdated and not aligned with the buyer’s journey.
In the past two years, sales teams have shifted from short-term digital solutions to the proactive use of sales technology to create and scale high-quality remote buying experiences. DSRs are the result of years of autonomous buyer journeys and technological innovation, bringing the old-school selling model into a new and improved digital environment.
Digital sales rooms are a new way to adapt an outdated way of selling to a new, digital environment. Learn more about DSRs by exploring answers to common questions.
A digital sales room (DSR) is a secure, shared space for sellers to inform, interact and negotiate with potential buyers. Sometimes referred to as client portals, dealroom, virtual sales room or microsites. A digital sales room’s main function is to create a unique buying experience by being a personalized, single repository of sales collateral and interaction between seller and stakeholders from the buyer side.
According to Gartner’s report, Virtual Selling Emerges as a Priority for CRM Sales Technology Programs, digital sales rooms are composed of the following components: microsites, virtual meetings, dynamic content creation, engagement analytics, and augmented reality/virtual reality and visual configuration tools. At GetAccept, we believe these components are critical for a digital sales room: security, content, tracking, communication, branding, and personalization.
You can negotiate directly within the sales room through two distinct communication channels: video calls and chat messages. A video call will need to be scheduled in advance, just like any “formal” meeting. Whereas negotiating via chat will be more informal but in realtime nonetheless (just ensure you and your prospect have downloaded the app for the digital sales room).
There are many. One of the biggest will the analytics on your prospects’ engagement with your content, as you will be able to determine which of your sales collateral grabs the most attention, which part of your proposal is too complicated and in short - which piece of sales content sells and which doesn’t, to help you become a top performer. A digital sales room will also allow you to gather all the relevant stakeholders needed to close a deal, in a single virtual space, as well as identify new ones added to the digital sales room by your champion directly. Being an easily accessible (but secure) repository of all the information needed by your prospects, it will also make the customer experience much greater than fragmented communication through email chains.
You can have all types of collateral that will support prospects in their purchasing decision. From customer case studies to company presentations, recorded video demos to testimonials, your company podcast or YouTube channel.
Use features like video to personalize the experience and chat to make interactions with the prospect a bit a less formal.
A digital sales room is typically created for the first time before the first discovery meeting - where content like a welcome video, pre-meeting agenda and relevant case studies can be uploaded by the salesperson and shared with a prospective buyer.
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