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Digital sales rooms, deal rooms, virtual workspaces... Whatever you call them, they've taken the B2B selling space by storm.

But why?

By mixing 3 key elements of the selling process needed to win in 2024:

1. A modern sales strategy (that speaks to Gen Z and millennials who make up a whopping 64% of B2B buyers today!)
2. Buyer enablement...The movement that's all about 'buyer-centric' selling
3. Sales analytics and buyer signals which help sellers make smarter decisions

But, digital sales rooms are not just a trend - they are a strategic necessity. Especially if you'd like to get a leg up over your competition.

Gartner boldly declared this year that By 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels - Totally reshaping buyer behaviour and the way that sellers, sell.

So, sales teams need to get on board, pronto.

Why? Because buyers are getting savvier by the day.

What's the big deal about digital sales rooms?

1. They're super personalised (you can pull one together in minutes)
2. They give customers an awesome experience
3. They handle complex buyer behaviour and deals with 5+ stakeholders in a way that an old email thread just can't

Keep reading to find out the in's and out's of DSR's and why Gartner thinks they're the hottest sales tool this year 👇

What makes Digital Sales Rooms stand out?

It's a super interactive and engaging buyer experience

Digital Sales Rooms, or DSRs for short are a virtual space where sellers and buyers can work together.

They're all about interaction. They make buyer engagement more manageable and dynamic (aka no more boring presentations that take hours to make).

Think of DSRs as a one-stop-shop for buyers. All the resources they need > Right there at their fingertips.

The best part is the real-time interaction. If your buyer has a question? You can hop in to the Pod and answer them directly in live chat.

Plus you can update the space and tweak their pitch on the fly.

So in short, DSRs are making sales smoother, more personal, and way more effective.

They streamline your sales processes

Okay picture this: a central hub for all your sales content: Demo recordings, next steps, call summaries, FAQs, calendar links, pricing plans, proposal docs.

Everything.

So no more links and PDF attachments embedded in an email - where you can't track or monitor interaction with that content.

Knowing who has looked at what, if they shared it, when and for how long is probably one of the biggest 'pro's' of a digital sales room.

They help you spot which leads are hot fast. No more time wasted on guesswork.

The key advantages of Digital Sales Rooms

Personalisation at scale

One of the key ingredients to a digital sales room is the personalisation

Who doesn't love a buying experience that feels tailor-made just for them, right?

DSRs start with a template, which you can jazz it up with all sorts of personal touches using Widgets, dynamic fields and custom branding.

This means your buyer's logo and branding sits and front and centre, surrounded by content that speaks directly to their unique challenges.

Now, you might be thinking, "Sounds great, but isn't that a lot of work?" Here's the kicker - it's actually super efficient. The beauty of DSRs is that they make each interaction feel special without breaking a sweat. As your relationship grows and evolves, so does the content.

For example - let's say your customer is in fintech. In a few clicks you can drop in relevant case studies that'll make perfect sense to them. No need to click away or hunt for information.

There's a reason why Gartner said that By 2026, 30% of B2B sales cycles will be managed through digital sales rooms, which will then be used to manage the customer life cycle.

Our customer Zevero said their customers can't get enough of the personalised nature of their digital sales rooms, their Co-Founder and COO, George Wade explains:‍

"We often get told how great the sales room is, and they enjoy the ‘website’ aesthetic to view everything all in one place. From an internal perspective, it’s a dream.

It’s easy to use, I know it will come across well and managing the sales cycle is so much easier".

Check out exactly how quick and easy it is to personalise a Pod in a few clicks 👇

Integrate with your whole tech stack

A key advantage of DSRs is their ability to integrate effortlessly with you're existing sales tech stack.

Now, take trumpet for example, we integrate with 50+ tools like Hubspot, Loom, Salesforce, Gong, Salesloft, Calendly, Chili Piper... The list goes on.

All this compatibility means that the data you get from the digital sales room syncs in real-time with your CRM and revenue intelligence tools (aka a lot less tab hopping!)

This aligns with Gartner's prediction that 60% of B2B sales orgs will move from experience - and intuition-based selling to 'data-driven selling', merging all of their sales process, sales applications, sales data into a single operational practice by 2025.

How Digital Sales Rooms will transform your sales process

Adapting to the modern buyer

A whopping 70-80% of buyers these days are all about remote interactions and digital self-service options.

Think about it - this shift puts the power right in the buyers' hands. They can check out content whenever they want and move through their buying journey at their own pace.

Here's where Digital Sales Rooms come into play.

They're the perfect match for this new way of buying. DSRs are flexible and easy to access, making sure your sales process keeps up with what buyers want today. It's all about creating a smooth, buyer-friendly experience that can really boost how happy your customers are and how many of them end up making a purchase.

👉 Discover a live example of a digital sales room that will wow your prospects

Malvina EL-Sayegh, Director of Revenue Enablement at Oyster summarises it perfectly:

"I think we as sellers have to really simplify the buying journey. How can we simplify the decision making process as much as possible?

So that ultimately when your champion has that internal conversation with stakeholders, they feel fully equipped [with the best resources], and you as the seller know, these are all the stakeholders that are going to be involved when it comes to making that decision."

Making your buying experience more collaborative

Imagine sales interactions that feel more like a friendly chat than a formal presentation.... Well you don't have to imagine, take a look for yourself 👇

All the important stuff your stakeholders needs to get to deal signed - documents, demo recordings, call summaries, mutual action plans and proposals - all in one easy-to-reach spot.

This setup does wonders for speeding things up. Buyers can make decisions faster, and they feel like they're part of a team rather than just being sold to. It's all about building trust and being open with each other.

The best part? Every interaction feels personal and tailored just for them. DSRs make buying and selling feel less like a transaction and more like a collaboration.

Access to revenue intelligence insights and buyer signals

While you can't be in the room with your buyer, you can get a clear picture of what's catching a buyer's eye and how close they might be to making a purchase in the digital room.

This helps you fine-tune your sales strategy and make better guesses about when deals might close.

trumpet's buyer signals shoot you a notification the second a buyer clicks on your link, shares the Pod with their team, watches your demo recording, views a proposal and beyond.

Sophie Ellis, Strategic Account Lead at Marketing Software Lunio, is a huge fan of leveraging intent signals, explaining:

‍"Recently, I sent pricing information to an existing customer who is upgrading with us, and I noticed that their team had logged in to view the Pod twice over the past few days".

These insights into the customer's behaviour and interactions with her content allowed her to send a more targeted follow-up and move the conversation along quicker. She continues:

"I emailed them and said, 'I noticed that you logged in on Friday. I saw that you were looking at this Widget. Do you need any clarification? Is it worth us jumping on a call?".

Sellers today are using intent data in their digital sales room to not only see if their deal is hot or not, but to send much more targeted follow ups based on their prospects actions.

👉 Check out why Lunio made the switch from Powerpoints, PDFs and links to trumpet

Kicking off with Digital Sales Room

Key steps for your businesses to adapt

Start by switching gears to a buyer enablement approach to selling.

What tools work best for the modern buyer?

How would they like to be sold to?

Re-think your current tool stack, switch out email chains for digital workspaces, spreadsheets for dynamic mutual action plans and product decks for interactive demos.

Then A/B test it across a few deals, and ask your buyers how they felt about their purchasing experience with you, was it enjoyable? too complex?

Use that feedback to re-work your strategy and to make your next sales cycle even more buyer centric.

Using the best Digital Sales Room tools... like trumpet

Trumpet's Digital Sales Room stands out by offering robust features that enhance buyer engagement and completely streamline your sales process.

Wow prospects with embedded demo recordings, seal the deal with integrated e-signatures, and keeping everyone in sync with mutual action plans.

Work together with buyers by dropping in interactive proposals and quotes and answers question using the live chat and collaboration suite.

The rise of Digital Sales Rooms: Key takeaways

Digital Sales Rooms (DSRs) are revolutionising the B2B. These virtual deal rooms are not just secure spaces for deal-making; they're the ultimate workspace for buyers and sellers to connect on their own terms.

In conclusion, the adoption and optimisation of Digital Sales Rooms are integral to future-proofing your sales strategies, aligning with modern buyer and ever changing technological advancements to enhance your sales effectiveness and  most importantly, buyer satisfaction.

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