Digital sales room software is a centralized virtual space that salespeople share with the buyers during the sales process to regularly connect and collaborate in a single environment throughout the deal cycle. It acts as a single source of truth to share content, engage, and manage every action in the process between all the participating stakeholders in a more secure and organized way, unlike complex email threads and scattered chats.
Today, information is overloaded everywhere. Not only in the business-to-business (B2B) sector, but buyers are also encountering difficulties in selecting the appropriate product due to the abundance of information available during their purchase journey. On the other hand, sellers are struggling to tackle the modern buyer’s expectations with their traditional methodologies and tools. Digital sales rooms emerged as a solution to this problem.
A digital sales room software enables sellers to provide a seamless buyer experience through simplified content access and organizes all stakeholders in the process under one roof, ultimately leading to effective collaboration. The ability to efficiently collaborate is where most of the sellers are lagging with their traditional tools, and digital sales room software streamlines this to stand out from the crowd through delightful buyer experiences.
A decade ago, people referred to digital sales rooms as virtual deal rooms, primarily for organizing and sharing sales assets to guarantee effortless access and security during the file sharing process. Later, as user traction increased, it evolved to include additional relevant features such as video conferencing, multimedia support, contract management, and, most importantly, enhanced analytics to track every move made by the buyer.
DSR started as a later-stage sales process tool, and now it has evolved to cover the whole end-to-end sales process. In today's digital age, characterized by hybrid and remote cultures, remote selling is a crucial aspect for any organization. To effectively orchestrate this process, digital sales rooms play a crucial role.
Digital sales rooms, unlike other tools, have no specific industry usage limitations. It spans across various industries like healthcare, manufacturing, finance, and technology companies. Different sectors are utilizing the DSR for various use cases because it provides a centralized, flexible environment, making it a strong asset for building relationships with their prospects and customers.
Some of the key use cases that DSRs handle include centralized and secure document sharing, virtual demos, real-time engagement, organizing collaborative efforts between multiple stakeholders, orchestrating complex sales cycles with interactive mutual action plans (MAP), and ultimately onboarding the converted customers.
Before making their initial contact with the sales team, buyers conduct their own independent research to gather as much information as possible from each vendor. According to a report from Gartner, only 17% of the total evaluation time is spent with potential suppliers. They simply don't want to spend their time reading static PDFs. They desperately want to experience the product through demo videos and interactive demo modules. Digital sales rooms offer a space where sellers can organize all their product demo videos mapped under specific use cases and integrate interactive demos in the relevant areas. This kind of organized presentation entices buyers to immediately engage and gives them a wholesome interactive experience to explore the product through organized modules.
Customizable digital content libraries are content repositories where sales teams store and manage all their sales content under multiple content types, such as pdfs, links, ppts, demo videos, call recordings, and interactive demos, and share the relevant content with prospects at the right time. Sharing the same static PDFs with multiple prospects won't work at all in this modern sales era. These content libraries allow sellers to organize their assets and create sales collateral tailored to their buyers' specific needs and interests. With this, sellers can ensure a smooth, coherent experience and consistency in their messaging with the account they are dealing with. It also provides scalability, allowing sales teams from different geographies with increasing team sizes to easily access a standard environment for all their content needs.
One of the major downsides of traditional sales tools like email chats and calls is their inefficiency in tracking the real-time engagements made by buyers. This data goldmine allows for the easy shaping of all subsequent decisions made in the later stages of the sale. Digital sales rooms function as trackable workspaces, recording every interaction between sellers and buyers.
With these extracted buyer engagement insights, sales teams can easily make data-driven decisions instead of making any assumptions with their buyer accounts, improve their sales content efforts, and optimize their overall sales strategy. Simply put, analytics and real-time tracking help a lot to consolidate the time and efforts of sellers for high-potential buyers, rather than ending up with wasted efforts with low-intent buyers at the later stages of the sales cycle.
Every sales team has their own sales tech stack today, comprising various tools based on their use cases. Through seamless integrations, the digital sales room ensures a fluid fit with the tech stack. Integration with CRM systems like HubSpot, Salesforce, and other prominent CRMs provides uninterrupted data flow and automated real-time updates. It also helps to extract the attribution impact of every deal closure.
Apart from this, DSRs provide comprehensive integration capabilities with various other needed tools under categories like content management, collaboration, and workflow. Through this, sellers can achieve enhanced productivity, a data-driven process, and highly personalized buyer experiences with the least amount of time and effort spent on every action.
Current buyers are giving their attention only to customized experiences. Who wants to spend time on the same email or document among one in thousands of receivers? But creating a personalized experience is hard. Digital sales rooms provide a centralized platform and tools for creating interactive spaces with relevant content assets. Sellers can design their customized narration to meet every buyer’s specific needs through visually appealing presentations and provide instant value to the buyer's research by sharing relevant demo videos and interactive demos. With one centralized platform, sellers can showcase all types of sales assets tailored to the buyer's needs. This kind of organized presentation will entice buyers to engage in real-time and deliver a memorable buyer experience, unlike what they face in regular sales.
Products that have a longer sales cycle are primarily due to two causes: complex products and the large number of stakeholders involved in the buying process. Sellers have no clue about how to reach the hidden stakeholders through emails alone. The digital sales room’s core notion is to showcase the product in a more simplified way through multiple visual assets and gather every stakeholder involved in the process under one roof. We can drastically reduce the sales cycle length by streamlining every step of the complex sales journey into a single linear flow through DSR and fostering better collaboration among all stakeholders.
One of the foremost advantages of the digital sales room is its ability to track every action performed on the buyer's end. Traditional approaches and tools have major consequences due to their scattered nature and assumption-led executions. The digital sales room provides valuable data and insights on every buyer interaction, such as content engagement, time spent in the room, content sharings made, the number of stakeholders invited, browsing patterns, etc. With this data, sellers can extract actionable insights and make data-backed decisions to deliver their time and effort to buyers with high intent. Also, this data can be helpful in creating hyper-personalized content to target specific decision-makers in the buyer's team.
While most sales occur online, certain industries like manufacturing and large enterprises still conduct their sales offline. With virtual selling through digital sales rooms, sales teams can potentially reduce their travel costs in direct sales and save a lot of time and effort spent by the salespeople. In this dynamic hybrid and remote cultural operation, real-time selling is more complicated. Digital sales rooms simplify this process through effective content management, all of which have scalable and flexible capabilities that eliminate travel and real estate costs. On top of this, paperless operations help to grow a sustainable environment through reduced carbon footprints and energy conservation.
Armed with a wide range of capabilities, digital sales rooms are solving various use cases, and teams are using them at different stages of sales based on their goals and priorities. Instead of approaching the DSR with the prevalent use cases, sales teams should first have a deep analysis of their sales process challenges. They should have clarity on aspects such as average sales cycle length, average contract value, buyers' needs, size, and the sales team's structure. According to an overview of these aspects, sales teams should arrive at specific outcomes and fix certain KPIs they want to achieve. With this broad understanding, it's straightforward for them to choose the right DSR that can seamlessly integrate with their existing workflow to drive the desired sales outcomes.
In today's crowded market, selecting the right product is not an easy task, and the digital sales room is no exception. To simplify the process, sales teams should identify their primary issues and assess the capabilities and team types that a specific DSR primarily serves. Some of the basic key factors to consider are usability, content management capabilities, collaboration tools, custom branding, security, analytics, scalability, integration, and customer support. In addition, depending on the size of the sales team, such as small teams in startups or teams in an enterprise organization, sellers should prioritize selecting a provider who specializes in serving their specific team segments.
To maximize the efficiency of a digital sales room, well-structured training and onboarding for sales teams are required to understand the nitty-gritty of a DSR. Adapting DSR to the existing workflow and methodologies will take some initial time. Gradual inclusion with proper guidance can help salespeople understand the functionalities better. We can implement this on a weekly basis, starting with the platform's introduction and gradually addressing the advanced features and their integration into their processes one by one. By providing sellers with the right supporting resources, a flexible learning environment, and a continuous feedback loop and monitoring, they can easily grasp the knowledge and equip the DSR in the right way to extract the maximum benefits out of it.
Implementing digital sales rooms is not a one-time setup and forget kind of work. The buyer's preference and the way they are interacting always change, and sales strategies should change accordingly. To maintain a competitive advantage, it is essential to have continuous improvement, adapting to market changes every quarter. We can make continuous optimization and improvements by regularly analyzing the sales engagement data in the DSR, gathering feedback, and aligning with sales team inputs. We should regularly monitor external market trends, such as the content format buyers highly prefer, their generic buying behavioral patterns, and other emerging technologies. By consistently approaching and reflecting in this way, organizations can maintain their extra edge in dynamic markets and deliver exceptional experiences to buyers through DSRs.
Buyerstage is a comprehensive buyer enablement platform that provides a digital sales room solution to create an engaging buying experience for more successful collaborations and conversions. Buyerstage places significant emphasis on driving success at every stage of the funnel, encompassing the entire process from discovery to deal closures.
Sellers can automate lead qualification, plan the deal cycle with interactive mutual action plans, organize their sales assets in the repository, and stay informed with engagement analytics. To streamline the sales process, Buyerstage provides seamless integrations with CRMs and other popular workflow tools to efficiently manage the sales tech stack.
Pricing:
Paid plans
Best for:
Small and midsize sales teams who are looking for a centralized collaborative space to manage all their funnel activities, from automating lead qualification, discovery, buyer collaboration to deal closures.
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Trumpet is one of the most widely used digital sales room software programs that provides collaborative, personalized microsites to close deals faster. Using an intuitive interface, sellers can quickly create customized, trackable rooms that manage all stages from discovery to deal closure and customer onboarding.
Trumpet describes these trackable rooms as 'pods' that sellers can customize and share with their buyers. Furthermore, the tool provides extensive features like mutual action plans, video recording, content management, and e-signatures to cover the end-to-end sales process all under one roof.
Pricing:
Paid plans
Best for:
Early-stage sales teams to manage their collaboration with buyers.
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Aligned is a prominent player in the digital sales room space, providing a collaborative platform where sellers and buyers carry forward their complex deal cycles in one centralized space. It helps to orchestrate the whole deal cycle through a powerful mutual action plan, consolidating all content and engagement between buyers and sellers in one space. Moreover, Aligned offers seamless integration with CRMs and other third-party tools, enabling sellers to manage the entire sales journey in a more organized manner, thereby enhancing their productivity.
Pricing:
Paid plans
Best for:
Ideal for new users to explore the capabilities of a digital sales room for their use cases.
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Allego is a comprehensive sales enablement platform that offers multiple modules like sales content management, sales coaching, and conversation intelligence, of which the digital sales room is one of the key components. It provides a centralized hub to curate and organize the sales content that enables sellers to offer a personalized buyer experience. One of the standout features is the asynchronous video communication in the digital sales room to share feedback. Apart from this, they offer AI-powered coaching, which helps to effectively onboard and train the salespeople.
Pricing:
Best for:
Enterprise sales team that needs a comprehensive suite to manage their sales coaching process and buyer collaboration in one platform.
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GetAccept is a comprehensive platform that comprises a digital sales room (aka deal room) and contract management capabilities to streamline the end-to-end sales process, from buyer engagement to contract signing. Deal rooms allow sellers to engage with buyers through collaborative spaces where they can share content, engage, track, and negotiate. The contract management feature allows salespeople to create proposals and branded contracts from smart templates in less time, and electronic signatures ensure a secure document signing process.
Pricing:
Paid plans
Best for:
Small and mid-size sales teams, who want a single platform to manage buyer collaboration, contract management and customer onboarding process.
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Dealhub is a quote-to-revenue solution for the sales teams, which helps to seamlessly manage the complex pricing and deployment process. Dealhub offers digital sales room in name of feature called 'dealroom' as part of the CPQ platform, that helps to manage and centralize the buyer-seller communication, deal related content along with integration options with leading CRMs and other tools.
Pricing:
Best for:
Medium – large size sales teams who are looking for digital sales room solution along with CPQ, CLM, billing management platform.
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Dock provides a collaborative client-facing workspace that has a package of features like a content library, order forms, and e-signatures to manage your end-to-end sales process. They categorize their modules under the following categories: sales deal room, customer onboarding, and client portal, where they cover all stages of the customer journey: sales, onboarding, and renewal.
Pricing:
Paid plans
Best for:
Small to mid-size sales teams who are giving preference to a comprehensive platform that covers sales, onboarding, contract management and renewal processes.
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Recapped is a digital sales room solution that creates centralized, customizable deal pages to guide buyers through the sales cycle. With easy content sharing and collaboration capabilities, it helps facilitate engagement with multiple stakeholders in a single, organized environment. Further, they provide capabilities to manage POCs, sales handoffs, and onboarding clients.
Pricing:
Paid plans
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Accord is a deal execution platform that provides various capabilities for managing the deal cycle, from evaluation to activation stages. It includes mutal action plans, account planning, sales content management, and onboarding and activation modules. In a nutshell, accord aims to provide a coherent experience for the buyers in deal execution and increased productivity for the sellers.
Pricing:
Paid plans
Best for:
Small sales teams who focus on account planning, business cases, and MEDDPIC.
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Dealpad is a digital sales room platform that helps B2B sellers identify stakeholders and interact with the buying team in a unified setting. It’s a typical buyer enablement platform that aims to decrease the sales cycle length and increase win rates by enabling buyers through content sharing and consistent engagement.
Pricing:
Paid plans
Best for:
Enterprise sales teams looking for custom CRM integration, white labeled domain and AI capabilities to improve customer experience and engagement.
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Relayto is an interactive experience platform that enables sellers to create personalized and interactive web content to engage prospects. The core aspect on which they are focusing is converting static documents into captivating interactive journeys. Provided with multi-content support and tools, along with security features, Relayto empowers sellers to deliver engaging experiences and extract insights by tracking buyer interactions through their analytics to drive sales success.
Pricing:
Paid plans
Best for:
Small to midsize teams who want to transition from static content assets to delivering multimedia content to their prospects.
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Along positions itself as a collaborative workspace (virtual desk) where sellers and every stakeholder in the buyers’ team connect at one common interface to tackle complex B2B sales. Like any other digital sales room, it uses the mutual action plan as a guided task list to pass on information about the deal between the participants. Apart from tracking buyer engagement through analytics features, it also helps managers track the performance of their sales reps and leverage the data to improve their sales performance.
Pricing:
Best for:
Midsize sales teams looking for a platform to deliver buyer experience and track activities and performance on both sellers and buyers’ end.
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Enable Us positions itself as an all-in-one seller and buyer enablement platform that offers a digital sales room solution to craft digital buying experiences and close deals faster. It helps sellers curate and organize all relevant sales content in one place, as well as create mutual action plans to guide buyers. They also provide a customer reference management system where sellers can easily request video, audio, or text-based feedback from their customers inside the rooms and easily approve and share the collection.
Pricing:
Paid plans
Best for:
Midsize and larger sales teams who are looking for a single platform to manage both digital sales rooms and sales coaching effectiveness.
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Valuecase offers a comprehensive digital sales solution to organize the sales process via mutual action plans and content repositories. Valuecase assists in managing the entire sales process, from engaging buyers through contract management using CPQ to onboarding customers, all within collaborative journey spaces.
Pricing:
Paid plans
Best for:
Larger sales teams who want to orchestrate their end-to-end sales process from initial contact to customer onboarding.
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Flowla is a personalized, custom-branded collaborative platform that helps to streamline the collaboration between buyers and sellers in the deal cycle and simplifies the customer onboarding and implementation process. They term their rooms as "flows," where sellers can customize them for each buyer, prepare mutual action plans, upload all the necessary sales assets, and gather all the stakeholders to engage in a single workspace. With analytics, sellers can get detailed insights on buyer behavior from the flows they've shared.
Pricing:
Free plan – Available✅ (Limitations - 5 flows per organisation)
Paid plans
Professional - $120 / month (includes 3 seats. $49/mo/seat for additional seats)
Team - $320 / month (includes 5 seats. $64/mo/seat for additional seats)
Best for:
Small to midsize sales teams looking for a digital sales room solution to handle their buyer engagement process and improve customer onboarding experience.
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Buyers were sick of texts and static, boring presentations all around. They want to experience and taste the product's capabilities on their own, either through concise demo videos or guided interactive tours. The biggest challenge in traditional tool usage is its compatibility with different content types and limitations when sharing large files. In a digital sales room environment, you can craft the room with your own set of desired content pieces in an organized order, irrespective of the file size and content type. Try to maximize this multimedia support by including a variety of content types that are relevant to your buyers.
By leveraging the insights from digital sales room analytics, sales teams can gain a deep understanding of buyer behavior and tailor their sales efforts. Monitoring the datapoints, like content engagement metrics, sales cycle analysis, stakeholders' participation in the deal cycle, etc., will help sales teams improvise their efforts. Sales teams can proactively engage, hyper personalize their content assets based on buyers' preferences, and easily classify and segment their buyers to allocate their efforts more effectively. This could help to sharpen the targeted sales approach, which gives an extra edge among competitors in winning deals.
The omnichannel marketing approach became the new normal and necessity for today's organizations to obtain maximum reach in their market segment. A coherent, connected experience across all touch points is the core aspect of any omnichannel strategy. Incorporating digital sales rooms into omnichannel efforts can maximize their impact. By integrating virtual sales rooms with other mediums, buyers will have a unified flow and an enhanced buying experience when they are researching or purchasing from a vendor. Including virtual sales rooms at the relevant touch points in the journey can significantly help buyers make decisions faster and move forward in the conversion process.
Even though the market is crowded, and buyers receive multiple suggestions on their radar, they always pay some extra attention to interactive content. Interactive features and content help buyers get a near-real-time, immersive experience of product usage, and it's more engaging and fun to consider in comparison to a 50-page document. Simply put, it saves a huge chunk of time and effort in their self-paced research process. This allows sellers to foster strong connections with their prospects and deliver memorable experiences. At the end of the day, interactive elements have a high impact on making decisions faster because of high engagement, which ultimately leads to reducing the sales cycle length.
Technologies are rapidly advancing towards virtual reality and augmented reality experiences. Advancements in these kinds of technologies will have a big impact on the future of digital sales rooms. As buyers embrace interactive content in their purchase journey, we can leverage VR and AR to create immersive experiences that allow them to navigate interactive product visualizations at their own pace. This will enhance their engagement by going through the product in a new way, like never before.
AI co-pilots have already begun to emerge among the sellers. In today's sales environment, with an abundance of data and complex dynamics, salespeople often require precise data at the right moment to effectively navigate through calls. AI-powered sales assistants are significantly contributing to this by offering automated responses, intelligent recommendations, and a conversational AI interface.
This allows sellers to concentrate on their actual selling, while the AI sales assistants handle the rest using the relevant data. Sellers can more accurately predict the probability of deal closures when they track and capture more buyer engagement data. With a complete track record of buyer interactions from their first touch point to the ongoing stages, predictive models can easily forecast the deal cycle and recommend optimum strategies and insights to take the right actions with every buyer.
Digital sales rooms are going to be the central hub for marketing and sales processes. The omnichannel approach has become paramount today to deliver a coherent, connected experience to customers. With their centralized nature, digital sales rooms easily fit into the tech stack and help to unify multiple channels. Sellers can seamlessly provide connected buyer experiences and ensure consistent branding and messaging across all touch points in the buyer journey, ultimately driving more engagement on the buyer's end.
Overall, digital sales rooms are collaborative spaces to uncomplicate a large part of complex sales happenings, mainly due to the scattered and unorganized process. DSRs eliminate multiple inefficient tools by providing a centralized platform to handle various tasks. On the top level, the compiled benefits are enhanced collaboration, streamlined communication, security and convenience, improved efficiency, and ultimately accelerating the deal cycles. Some of the best practices to extract the maximum benefits out of a digital sales room are offering a personalized buyer experience, engaging every stakeholder in the buying committee, establishing a clear roadmap, analyzing buyer interactions, making data-driven decisions, and integrating with the overall sales workflow.
Gartner predicts that by 2025, digital mediums will account for 80% of B2B sales, making digital sales rooms essential for any organization to maintain competitiveness. Buyers are no longer ready to spend time and effort on multiple sales calls. They believe in their self-research process, and it’s going to always be there. However, the sales tech stack is flooded with a plethora of tools and AI capabilities.
It is essential to leverage the right tools, but it won't happen in the right way without organized effort and proper integrations in the workflow. The digital sales room is an effective orchestrating tool to organize multiple efforts in one place, all while tracking every action. Therefore, it is imperative to utilize digital sales rooms in this era of data and artificial intelligence to enhance the efficiency and security of the sales process, and most importantly, to empower buyers to self-service.
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