Buyers have access to more information than ever before. They're also making more purchasing decisions online which means it's important for sellers to be online too.
The modern-day buyer’s journey is anything but a typical, linear path. There are more touch points in the buyer’s journey and sellers work with multiple stakeholders who expect more personalized interactions. This means sellers need to meet buyers where they are and create unique and differentiated experiences each time. A digital sales room is a space where sellers can achieve this and more.
Understanding sales enablement
What is sales enablement?
We define sales enablement as a strategic approach to selling that aligns content, training, and tools with the buyer's journey. What brings sales enablement meaning is its ability to bridge the gap between sales and marketing. It's designed to ensure every buyer interaction is impactful and aligned with the overall business goals.
Here's how some of the top industry experts define it:
- A cross-functional discipline to increase sales results through better content, training, and coaching(CSO Insights).
- A system of activities, processes, and tools that support knowledge-based buyer interactions (Gartner).
- An ongoing process to ensure your reps can have valuable conversations with the right people at the right time. (Forrester).
The rise of sales enablement
Sales enablement has come a long way since its early days in the 2000s. It was a simple support function, helping sales teams keep up with longer, more complex B2B sales cycles. Today, it's a strategic must-have for navigating savvy buyers, cross-functional decision-makers, and stiff competition.
How does a DSR work?
Digital sales rooms simplify the sales process for buyers and sellers alike. At a time when buyers are engaging everywhere, it's important for buyers and sellers to have a dedicated environment for meaningful conversation and content experiences. Let's take a closer look at some of the common features and functionality of digital sales room tools.
Personalization: Digital sales room software allows sellers to customize templates and personalize content for each specific buyer. Drag and drop tools allow sellers to quickly and easily update digital sales rooms with the right content and organize it in a way that's intuitive for buyers to locate and navigate.
Communication and collaboration: Buyers and sellers can engage with each other throughout the deal cycle through 1:1 conversations, tagging, and commenting capabilities. This also drives better visibility to the most important and helpful content to keep communication flowing between buyers and stakeholders.
Track and analyze: DSRs help sellers better understand which content resonates with buyers. By accessing real-time engagement insights, sellers can identify which stakeholders have consumed content. This helps them identify follow-up opportunities that can move deals forward faster.
Be prepared to answer tough questions
Since buyers are interacting with more content prior to first calls, they’re entering their first conversation more informed than ever. Well-informed buyers want to identify the vendor that has the best solution, who can answer their questions, and build a long-term relationship. Answering the buyer’s questions should be the top priority for sellers. Content supports sales reps as they follow up on questions from their conversations with buyers. Digital sales rooms give buyers and sellers an environment where they can continue their conversation.
Leverage the right content
Always be available
What to look for in digital sales room software
Selecting the best digital sales room software is a strategic decision that can significantly impact sales performance and organizational success. As your organization considers the pros and cons of digital sales room tools, keep these capabilities in mind.
User-friendly interface: Select a tool that features an intuitive design that makes it easy for sellers and buyers to use and navigate with little to no training.
Content analytics: A data-driven tool ensures that your go-to-market teams understand what resonates with buyers. Key metrics from digital sales room software can help improve best practices over time.
Collaboration tools: Deal cycles are a two-way street with communication among sellers and buyers. Digital sales room software should facilitate easy communication, document sharing, and real-time collaboration.
Security and compliance: Prioritize software with encryption, access controls, and compliance certifications to safeguard sensitive data. For example, the best digital sales room software provides sellers and advisors in highly regulated industries to ensure that the content they share is always consistent and compliant.
If your organization is interested in a solution with all the above, Seismic Digital Sales Rooms might be just what you need.
Drive more engagement with Seismic’s digital sales room tool
As the global leader in sales enablement, the Seismic Enablement Cloud™ is purpose-built to support sales organizations across the entire sales journey. Seismic’s digital sales room software aims to help GTM teams develop buyer-seller relationships from one centralized platform. Seismic’s Digital Sales Rooms enable collaboration between sales teams and their buyers to deliver relevant, unique, and personalized content to streamline the virtual sales process.
GTM teams can also track and manage progression of sales deals, conversations, content, and insights all within a single virtual location. Teams that leverage digital selling experience improved buyer engagement, too. We found that companies across a variety of industries increased buyer engagement by an average of 197% with Seismic’s Digital Sales Rooms. Interested in learning more? Click here to see a digital sales room in action. Or get a demo to learn more.
