The concept of Digital Sales Rooms (DSRs) is being embraced at lightning speed - and for good reason. The fact that they can enable buyers and stakeholders with relevant content and collateral, progressing deals with velocity, makes them sound almost too good to be true. If you're wondering how to tap into the advantages of DSRs to enhance efficiency and effectiveness in transforming B2B sales, here's what you should know.
The Sales Rep Drives Success
Salespeople typically spend their day in CRM and email, so it’s normal to encounter a bit of resistance when you introduce them to something new. In order to win with a new tool, like DSRs, you have to show them success. If they see a spark of excitement from a teammate, they’ll be far more willing to try it out for themselves and should be excited about the potential it offers for them too.
To achieve this, DSR vendors should share these successes with new accounts and prioritize internal wins. Keep in mind that DSRs make the sales cycle easier and more effective - but using the DSR itself also has to be easy and effective. The sales rep is the linchpin behind whether a DSR succeeds or not, so put your focus on them until adoption is complete.
Trust is a Must
As DSRs arm sales folks with the tools they need to be more prescriptive and personalized in their outreach, they’re also a vehicle for sales reps to show they understand what the buyer needs. By demonstrating an understanding of the prospect or customer’s needs and delivering a great experience, the DSR builds trust.
Additionally, DSRs bolster the self-serve education trend among today's buyers. This is critical, as many buyers don’t want to talk to a rep; they just want particular information. When you can provide the necessary details without making them speak to a sales rep, trust and satisfaction grow. Buyers are going to do their own research anyway; you might as well shape the narrative and proactively give them answers to their questions. If it comes down to a coin toss for them between you and your competitor, but you're the one that has facilitated their learning, you’ll have a leg up.
DSRs can Anchor the Entire Journey
Like any deal that happens, there are often many handoffs between marketing, sales, customer success and so on. Sometimes they work in unison, but sometimes it can be disjointed. A DSR can serve as the cornerstone, crafting seamless experiences for buyers throughout the entire customer lifecycle. It’s the communication vehicle within the organization, creating a bond over time, no matter how many hands touch it.
Additionally, a DSR offers much-needed visibility into the history of a buyer’s interactions and needs with your organization. At any time, numerous stakeholders can gain insight into the evolution of a deal, from its inception to later stages, including the content and educational materials shared throughout its progression. It provides a trail of interest, conversations and content consumption patterns, which gives team members useful information to act on.
DSRs are the way of the future in B2B sales, but they’re quickly becoming the way of the present too. To empower sales, accelerate deal velocity, and enhance buyer satisfaction, B2B organizations can utilize DSRs to cultivate trust and provide unwavering support throughout the buyer's journey with your company.
To learn more and get started exploring the benefits of DSRs, visit https://www.uberflip.com/solutions/digital-sales-rooms/.