Sales teams: Welcome to the new and better way to sell
Dear sellers: Miss being “in the room” with your buyers?
What if you could create a room where you can present all of your sales collateral to your buyer, see what piques their interest, what they ignore (and aren’t seeking solutions for), and what you need to follow up on to guide them to the right decision?
Enter the digital sales room.
A digital sales room (DSR) is a custom microsite that sellers use to collaborate with prospects and customers. It combines sales enablement tools with self-service buyer enablement tools. Think of a digital sales room as your virtual meeting room to engage with buyers.
Sure, you’re still not physically in the room with your buyers, but in many ways you’re providing even more value, while getting invaluable insights into their needs.
The key to a digital sales room is that it’s customized. Each buyer and buying group gets their own personalized digital sales room. All of the resources, buyer comments, and other interactions in their site become a record of engagement over the lifecycle of the deal.
Still not convinced? Here are the top three ways a digital sales room will drive buyer engagement and more sales:
1. Digital Sales Rooms keep buyers in the moment
One of the disadvantages of selling over a video call is that it puts buyers to sleep. A small talking head in the corner of a screen is not the best way to engage a buyer. It’s difficult to see emotion, body language, and interact. Couple that with an endless stream of static PowerPoint slides and you’ll get: 😴.
If you want to master virtual selling, you must avoid snooze fests and make a solid impression.
You have to give your buyers something to see and click on that adds value to their buying journey and delivers somewhere to leave their comments in real-time. Your buyers need a way to send messages to other meeting participants, and somewhere to interact with you and your content.
Digital sales rooms offer this functionality because they are built for today’s virtual sales meetings. They enable the two-way communication style used in face-to-face meetings, as opposed to the one-way communication style used in so many video sales meetings.
And, best of all: you get to see what your buyers interact with, or when they share the assets—so, you get great buyer intent.
2. Empower your buyers
We know this may sound strange, but your sellers need to let go of trying to control the sale and “get on the same side of the table” as the buyers.
Your buyers prefer to investigate your products and services on their own terms.
Given the choice between booking a meeting with a seller and visiting a microsite that’s customized for their company, their unique challenges, their stage in the buyer journey, and their use case, many buyers will choose the latter every time.
Your buyer’s digital sales room gives your sellers the opportunity to build a productive consultative relationship with the buyers. This is the “new normal” and it works.
Gartner predicts that 80% of all B2B sales interactions will take place on a digital channel by 2025. Why? Because buyers want more autonomy in the buying process. A digital sales room helps you rethink buyer enablement.
You build a perpetual demand cycle that combines virtual sales conversations with the digitally driven self-service experience that buyers are demanding.
3. Digital Sales Rooms make you smarter
Digital sales rooms collect data on seller and buyer actions and engagement.
- Marketers and sales leaders can see which content sellers are sharing with buyers.
- Sales see the content buyers are viewing, sharing with others, and plenty more.
When you analyze this data, you glean strategic insights into buyer behavior, discover ways to improve the buyer journey, and gather the hard data you need to adjust and improve your sales interactions.
The result? You conduct better sales conversations, you meet the needs of your buyers sooner and more effectively, and you make the buying journey more collaborative and more enjoyable for your buyers — and your sellers.
Let's talk Digital Sales Rooms
Watch a quick overview of Bigtincan Digital Sales Rooms here:
Then get in touch for a personalized tour.
