A key component of sales enablement platforms gaining traction is the digital sales room. Think of it as a customized content portal for each individual customer or prospect in which sellers can interact with all members of a buying team.
Gartner predicts that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels by the end of this year. A digital sales room is a secure, online, centralized hub where sellers can provide customized presentations in any format, including video. Buyers can explore on their own time, evaluate information and share it with colleagues.
Allego VP of Marketing Deniz Olcay lists these additional key features of digital sales rooms:
- Multimedia integration – It’s a Dropbox of sorts for your customer communications. You’re able to upload PDFs, videos, 3D product models, interactive documents and presentations.
- Data-driven insights – Sales teams can monitor customer behavior with content to help make informed, data-driven decisions about next steps.
- Collaboration tools – Digital sales rooms may include tools for real-time collaboration, such as chat, video conferencing or document sharing.
- Accessibility – For sellers’ and buyers’ convenience, digital sales rooms are accessible on any device that can connect to the internet.
- Real-time updates – Sellers can instantly add whatever content a buyer requests and declutter by removing content that is no longer needed.
Olcay said digital sales rooms increase buyer trust and engagement, often help to accelerate the sales cycle, increase close rates, and enhance the customer experience.
Digital sales rooms also provide a streamlined means of providing customer support after a deal is signed, which is a critical component of sales enablement for those companies that are smart enough to take the long-term view.
Editor’s Note: Download Allego’s eBrief, “The ABCs of Digital Sales Rooms” for more insights on how to maximize use of this emerging tool.
Author
Get our newsletter and digital focus reports
Stay current on learning and development trends, best practices, research, new products and technologies, case studies and much more.
