Selling is hard today, but that is not the core problem. The real problem is that buying has become harder than ever before. The buying process is much more complex, non-linear, and multi-dimensional than we could imagine. Despite your exceptional pitch and follow-up, deals often stall due to the buyers' decision-making power. They research and decide on their own terms, leaving you with frustrating delays and a leaky sales funnel. B2B sales will begin in 2024, shifting from sales enablement to a buyer-centric sales approach.
"Make it easier for the buyer to buy, and you make it easier for the seller to sell."—is the new way of selling.
Too many options: There's a flood of options! For every problem, there are at least 4–5 shortlisting tools readily available. Evaluating this vast number adds significant complexity to the buying process.
Sellers with Diminished Value: Customers perceive little distinct value from sales reps (beyond their own learning). Generational preferences compound the trend. Millennials, the first digital natives, are now decision-makers and are far more skeptical of sales reps than their predecessors. — Gartner
The Power of the Committee: Gone are the days of single decision-makers. Today's buying involves teams—information security, legal, compliance, and procurement—all contributing to the decision. The buying committee involves 6–8 people in the process.
In short, the tables have turned. Understanding and addressing the buyer's complex journey is the key to success in B2B sales.
In 2018, a revolutionary tool emerged to address the evolving needs of buyers in complex B2B sales: the Digital Sales Room (DSR). This innovative product marked the dawn of "buyer enablement." DSRs cater to modern buyers' desire for a digital, self-service, and personalized buying experience. They've become a cornerstone of modern sales processes.
Gartner's research reveals some sobering statistics for salespeople:
Buyer dissatisfaction: A whopping 74% of buyers reported unhappiness with their previous purchase.
Limited salesperson interaction: Buyers spend only 17% of their time with salespeople from all the vendors they evaluate, which further breaks down to 5% time for their final choice of vendor.
The power of self-service: A significant 90% of the purchase decision is made without the salesperson present.
These statistics underscore the critical need for a buyer-centric sales approach. Engaging leads effectively at all stages of the sales funnel (top, middle, and bottom) is paramount to accelerating sales velocity and boosting deal conversions.
The statistics are clear: a buyer-centric approach is crucial for success. Engaging leads throughout the sales funnel (top, middle, and bottom) is essential to accelerate sales and win more deals. Here's how Digital Sales Rooms (DSRs) can help you map your funnel and create a stellar buyer experience, leading to a 40% faster deal cycle and a 30% win rate increase.
By optimizing your sales funnel at every stage with DSRs, you empower buyers, nurture champions, and achieve faster conversions. It's time to embrace buyer-centricity and watch your sales soar!
1. What is the evolution of DSR?
DSRs entered the scene in 2018, initially targeting the complex needs of enterprise sales. Recognizing their effectiveness, adoption expanded to the mid-market by 2021. Today, the trend continues with widespread use across all segments, from small and medium-sized businesses (SMBs) to niche product sales teams.
2. Why is DSR becoming popular now?
Modern B2B buyers, including Gen-Z in buying committees, demand a self-serve experience. DSR accommodates this shift and aligns with the involvement of 6–10 buyers in a purchase.
3. Does DSR align with Product-Led Growth (PLG)?
DSR complements sales-led approaches by facilitating digital communication between salespersons and buyers. PLG focuses on sales without direct seller involvement in initial transactions.
4. What's changed in 2023?
Initially sales-centric, DSR now emphasizes a buyer-centric approach, granting both sellers and buyers control over DSR operations, enabling collaboration and engagement.
5. Is Mutual Action Plan (MAP) the same as the DSR?
MAP is a subset of DSR, outlining steps to be completed mutually in sales and purchase, while DSR encompasses stages, stakeholders, resources, and FAQs for diverse personas and collaborations with them.
6. How does DSR differ from traditional sales enablement tools?
DSR primarily distinguishes itself with a comprehensive suite of features beyond just Mutual Action Plans. Conventional sales enablement tools focus on sales training and coaching, with buyer-seller collaboration as a shared feature.
7. What are the core features of a DSR?
Mutual action plan, Sales content management, Buyer analytics, CRM integrations, and Real-time collaboration.
8. At what stage in the sales funnel can DSR help?
In general, in the middle of the sales funnel, once the deal or opportunity is created, DSR will enter to better engage the leads. Today, DSRs are expanding across the funnel. For example, Buyerstage will enter the sales funnel right from lead qualification and go until deal conversion.
9. Does DSR spawn a new category?
A potential new category, "Buyer Enablement" might emerge from the evolution of DSR.
10. How can I choose the right DSR for my needs?
Select based on your sales process, team dynamics, existing tech stack, and buyer personas.
Considering a DSR but unsure if it's the right fit? Here are 6 signs that your sales team could benefit from a DSR:
Before diving into specific vendors, it's important to understand the two main types of DSR solutions:
DSR Modules: These are built-in features offered by some sales enablement platforms (e.g., Seismic, Showpad, Highspot). While they empower sales teams to organize content, they may not fully cater to the self-service needs of modern buyers.
Dedicated DSR Platforms: These are standalone platforms focused entirely on creating a buyer-centric experience. (Get your digital sales room by signing up for free today).They offer a wider range of functionalities specifically designed to meet the demands of today's buyers.
Choosing the right approach depends on your specific needs. If basic content organization is sufficient, a DSR module might be suitable. However, for a truly buyer-centric approach with advanced features, a dedicated DSR platform is the way to go.
While Aligned, Trumpet, Recapped, Flowla, and Dock offer dedicated digital sales room software, Buyerstage sets itself apart. It's the only platform that works seamlessly across the entire sales funnel, from qualifying leads all the way to closing deals. This comprehensive approach empowers your sales team to nurture prospects and drive conversions from the very beginning of the buyer journey.
DSRs aren't just sales superstars. Their potential extends far beyond closing deals. Here's how DSRs can be leveraged for customer success and seamless onboarding:
Frictionless Onboarding: DSRs can bridge the gap between sales and customer success by providing a unified platform for all communication and resources. This eliminates confusion and ensures a smooth onboarding experience for new customers.
Reduced Miscommunication: By centralizing all information in one place, DSRs minimize the risk of miscommunication and ensure customers receive the accurate information they need to be successful with your product.
Enhanced Customer Experience: DSRs can be used to deliver a positive customer experience beyond the sale. By providing ongoing access to resources and support materials, DSRs empower customers to get the most out of your product or service.
In short, DSRs can be a powerful tool for nurturing long-term customer relationships. They ensure a smooth transition from prospect to satisfied customer, boosting overall customer success.
Try Buyerstage Free and experience the difference.
Close 3 deals free each month and see how a buyer-centric approach can boost your sales results.
Start your 30-day free trial today and deliver an exceptional buying experience for your customers.
Selling is hard today, but that is not the core problem. The real problem is that buying has become harder than ever before. The buying process is much more complex, non-linear, and multi-dimensional than we could imagine. Despite your exceptional pitch and follow-up, deals often stall due to the buyers' decision-making power. They research and decide on their own terms, leaving you with frustrating delays and a leaky sales funnel. B2B sales will begin in 2024, shifting from sales enablement to a buyer-centric sales approach.
"Make it easier for the buyer to buy, and you make it easier for the seller to sell."—is the new way of selling.
Too many options: There's a flood of options! For every problem, there are at least 4–5 shortlisting tools readily available. Evaluating this vast number adds significant complexity to the buying process.
Sellers with Diminished Value: Customers perceive little distinct value from sales reps (beyond their own learning). Generational preferences compound the trend. Millennials, the first digital natives, are now decision-makers and are far more skeptical of sales reps than their predecessors. — Gartner
The Power of the Committee: Gone are the days of single decision-makers. Today's buying involves teams—information security, legal, compliance, and procurement—all contributing to the decision. The buying committee involves 6–8 people in the process.
In short, the tables have turned. Understanding and addressing the buyer's complex journey is the key to success in B2B sales.
In 2018, a revolutionary tool emerged to address the evolving needs of buyers in complex B2B sales: the Digital Sales Room (DSR). This innovative product marked the dawn of "buyer enablement." DSRs cater to modern buyers' desire for a digital, self-service, and personalized buying experience. They've become a cornerstone of modern sales processes.
Gartner's research reveals some sobering statistics for salespeople:
Buyer dissatisfaction: A whopping 74% of buyers reported unhappiness with their previous purchase.
Limited salesperson interaction: Buyers spend only 17% of their time with salespeople from all the vendors they evaluate, which further breaks down to 5% time for their final choice of vendor.
The power of self-service: A significant 90% of the purchase decision is made without the salesperson present.
These statistics underscore the critical need for a buyer-centric sales approach. Engaging leads effectively at all stages of the sales funnel (top, middle, and bottom) is paramount to accelerating sales velocity and boosting deal conversions.
The statistics are clear: a buyer-centric approach is crucial for success. Engaging leads throughout the sales funnel (top, middle, and bottom) is essential to accelerate sales and win more deals. Here's how Digital Sales Rooms (DSRs) can help you map your funnel and create a stellar buyer experience, leading to a 40% faster deal cycle and a 30% win rate increase.
By optimizing your sales funnel at every stage with DSRs, you empower buyers, nurture champions, and achieve faster conversions. It's time to embrace buyer-centricity and watch your sales soar!
1. What is the evolution of DSR?
DSRs entered the scene in 2018, initially targeting the complex needs of enterprise sales. Recognizing their effectiveness, adoption expanded to the mid-market by 2021. Today, the trend continues with widespread use across all segments, from small and medium-sized businesses (SMBs) to niche product sales teams.
2. Why is DSR becoming popular now?
Modern B2B buyers, including Gen-Z in buying committees, demand a self-serve experience. DSR accommodates this shift and aligns with the involvement of 6–10 buyers in a purchase.
3. Does DSR align with Product-Led Growth (PLG)?
DSR complements sales-led approaches by facilitating digital communication between salespersons and buyers. PLG focuses on sales without direct seller involvement in initial transactions.
4. What's changed in 2023?
Initially sales-centric, DSR now emphasizes a buyer-centric approach, granting both sellers and buyers control over DSR operations, enabling collaboration and engagement.
5. Is Mutual Action Plan (MAP) the same as the DSR?
MAP is a subset of DSR, outlining steps to be completed mutually in sales and purchase, while DSR encompasses stages, stakeholders, resources, and FAQs for diverse personas and collaborations with them.
6. How does DSR differ from traditional sales enablement tools?
DSR primarily distinguishes itself with a comprehensive suite of features beyond just Mutual Action Plans. Conventional sales enablement tools focus on sales training and coaching, with buyer-seller collaboration as a shared feature.
7. What are the core features of a DSR?
Mutual action plan, Sales content management, Buyer analytics, CRM integrations, and Real-time collaboration.
8. At what stage in the sales funnel can DSR help?
In general, in the middle of the sales funnel, once the deal or opportunity is created, DSR will enter to better engage the leads. Today, DSRs are expanding across the funnel. For example, Buyerstage will enter the sales funnel right from lead qualification and go until deal conversion.
9. Does DSR spawn a new category?
A potential new category, "Buyer Enablement" might emerge from the evolution of DSR.
10. How can I choose the right DSR for my needs?
Select based on your sales process, team dynamics, existing tech stack, and buyer personas.
Considering a DSR but unsure if it's the right fit? Here are 6 signs that your sales team could benefit from a DSR:
Before diving into specific vendors, it's important to understand the two main types of DSR solutions:
DSR Modules: These are built-in features offered by some sales enablement platforms (e.g., Seismic, Showpad, Highspot). While they empower sales teams to organize content, they may not fully cater to the self-service needs of modern buyers.
Dedicated DSR Platforms: These are standalone platforms focused entirely on creating a buyer-centric experience. (Get your digital sales room by signing up for free today).They offer a wider range of functionalities specifically designed to meet the demands of today's buyers.
Choosing the right approach depends on your specific needs. If basic content organization is sufficient, a DSR module might be suitable. However, for a truly buyer-centric approach with advanced features, a dedicated DSR platform is the way to go.
While Aligned, Trumpet, Recapped, Flowla, and Dock offer dedicated digital sales room software, Buyerstage sets itself apart. It's the only platform that works seamlessly across the entire sales funnel, from qualifying leads all the way to closing deals. This comprehensive approach empowers your sales team to nurture prospects and drive conversions from the very beginning of the buyer journey.
DSRs aren't just sales superstars. Their potential extends far beyond closing deals. Here's how DSRs can be leveraged for customer success and seamless onboarding:
Frictionless Onboarding: DSRs can bridge the gap between sales and customer success by providing a unified platform for all communication and resources. This eliminates confusion and ensures a smooth onboarding experience for new customers.
Reduced Miscommunication: By centralizing all information in one place, DSRs minimize the risk of miscommunication and ensure customers receive the accurate information they need to be successful with your product.
Enhanced Customer Experience: DSRs can be used to deliver a positive customer experience beyond the sale. By providing ongoing access to resources and support materials, DSRs empower customers to get the most out of your product or service.
In short, DSRs can be a powerful tool for nurturing long-term customer relationships. They ensure a smooth transition from prospect to satisfied customer, boosting overall customer success.
Try Buyerstage Free and experience the difference.
Close 3 deals free each month and see how a buyer-centric approach can boost your sales results.
Start your 30-day free trial today and deliver an exceptional buying experience for your customers.
