For B2B SaaS companies, basic customer outreach is no longer enough. The modern digital sales process is both complex and involved, with the average buyer engaging in roughly 27 information-gathering sessions prior to reaching out. Your sales team also has less direct influence over the buying process, which has become more nonlinear than ever.
Finally, purchase decisions no longer rest with a single stakeholder, but instead are frequently driven by a larger group. Buyer expectations have also changed. Buyers who reach out to your company will expect you to meet them where they are with personalized interactions and a unique sales experience.
Digital sales room software allows you to do so.
Also known as a virtual sales room or dealroom, a digital sales room is a centralized online space that allows buyers to collaborate with a company’s sales representatives. Using a digital sales room not only helps consolidate communication between buyers and sellers but also provides a secure channel for sharing sales collateral, contracts, and other critical content. For SaaS companies, these digital sales tools are equal parts showroom, sales microsite and demo.
Digital sales rooms create a dedicated environment tailored to each buyer and their needs. This virtual environment not only supports one-on-one communication but also content sharing, tagging, commenting, and product demos. Examples of content that a sales team might share via a digital sales room include:
Digital sales rooms are designed to enable personalization through the use of customizable templates. They also provide analytics for deeper insights into buyer activity and engagement. Finally, a digital sales room will typically allow clients to sign contracts and place orders directly within their portal.
At its 2023 CSO & Sales Leader Conference, Gartner identified digital sales rooms as one of the top nine technologies for boosting buyer engagement. The analyst also predicted that by 2025, 80 percent of sales interactions between B2B suppliers and buyers would occur in digital channels. During the conference, Gartner also called out several key benefits:
Other benefits of using a digital sales room for SaaS include:
A digital sales room is ultimately another form of digital sales enablement platform — meaning the same general best practices apply to both technologies:
For more information about digital sales rooms, B2B sales enablement or sales enablement training, request a free demo from CloudShare.