Most sales processes are outdated and not aligned with the buyer’s journey. Following the pandemic, the world went digital, and this should have been an opportunity for sales teams to reinvent themselves in how they interact with prospects. Instead, sales processes were just copy pasted to fit a remote selling, digital-centric approach; out with the phone, and in with zoom calls. But digital sales rooms are about to change that, enabling sellers to create a unique experience for buyers. This resource center will give you all the tools necessary to understand what a digital sales room is, how to put it into practice, and in the end, how to close more deals.
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 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 - from proposals, to case studies and testimonials, whitepapers, and even personalized videos.
Digital sales rooms allow buyers to have a more streamlined purchasing experience while enabling sellers to track the consumption and effectiveness of their content. Although DSR solutions differ in their service offerings, there are several key components that make up a digital sales room: security, tracking, communication, branding, and personalization. We explore these key components in more detail below.
Digital sales room best practices are hard to come by, but don’t worry, we’ve got you covered. We’ve put together several articles to help you navigate virtual selling in this new hybrid world, and how it will help you and your team stand out and win more customers.
A personal meeting including a wet signature and a firm handshake has been the visual for a closed deal. Not anymore, new times demand new ways of getting to that closed deal. This section will cover all the best practices that will make you one member of the Elite Remote Sales Team.
Is your sales process aligned with your prospects’ changing buying journey? And how can you ensure you stay in control of the interaction with prospects, from discover to signed contract, when everything is digital and across multiple channels and touchpoints? Download the infographic to explore what a digital sales room is, and why you need it in your process today to create a unique buying experience that will give you the competitive edge.
Digital sales room is a new concept to adapt for modern selling in a digital world. We have gathered the most common questions and gathered the best answers, all summarized here.
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.
Thanks for reading this. We hope you found this content relevant and valuable for you. GetAccept is built by salespeople and we have a true passion for sales. If you miss anything on this page, if you would like to add some content or if you just want to talk about sales. Feel free to reach out to us. May the force be with you!