Digital Sales Rooms are rather new, and you might be filled with questions about what they are and if you need them. Here, we’ve compiled a Digital Sales Room FAQ that can answer your questions.
We know that the Digital Sales Room is a rather new thing and that you may not have heard much about it. This is what we’ll try to change in this article, where we’ve compiled answers to some of the most common questions.
Digital Sales Room FAQ
A Digital Sales Room (DSR) is a persistent, digital space that is fully customizable. It lets you, as a seller, invite your buyer to a personalized space where every interaction can be gathered over a long period of time. What that means is that you and your buyer can meet, chat, share material and collaborate in one single space throughout the whole sales process – and beyond.
A DSR needs to offer a wide variety of features and capabilities. For example, a DSR needs to:
- Be persistent over a long period of time
- Have options for customization and personalization
- Offer embedded video calls
- Give sellers and buyers a chance to share material and collaborate
- Allow sellers to track buyer engagement
Who is the DSR for?
A DSR lets you handle the whole sales process in one single space – and gives your customer a personalized and relevant experience from day 1. With that, the DSR is primarily made with sales teams in mind.
That said, good DSRs offer a seamless handover between Sales and Customer Success. As a result, good DSRs can also be used by customer success teams – who can get solid understanding of what has been said in the sales process and then give their new customer a personal and outstanding onboarding experience. All in the same digital space that the customer has come to know.
A DSR can even be used by customer success teams on their own, as a way of giving customers a relevant after-sales service and an unparalleled customer support.
A DSR can help you manage all stakeholders that are added throughout the buyer’s journey and make it easier for them to reach consensus and ultimately buy. What’s more, the DSR could help you and your team stay on top of long sales processes – and even make them shorter.
If your product isn’t simple enough to be explained in a sentence, or if your sales teams need to share all kinds of documents and material with your prospects, a DSR is definitely for you. If your deal cycles are usually longer than a month and you need a couple of meetings to close a sale, the same thing applies. A DSR can also do wonders if you have a sales organization with more than a handful of sales reps, or if long-term customer relations play a large part in your sales strategy.
Do I need a DSR if I have a CRM?
Yes. While a CRM is a good tool that has become close-to necessary, using one won’t cancel the need for a DSR. A DSR can be seen as a customized storefront, perfectly designed and ready to have your prospects visit, while the CRM is the back office that sits behind your nice storefront. With that, the DSR will act as an extension of the CRM, and both of them will empower and enrich each other. That is, as long as your DSR provider offers a smooth integration to your CRM.
Do I need a DSR if I already have a meeting tool?
Yes, tools like Teams and Zoom are good at what they do, namely offering an easy way to hold video meetings. The DSR is a different animal altogether and can handle both virtual customer meetings and everything that happens between them. With a good DSR you can store and share the relevant material, interact with customers between meetings with chat or video messages and work together over time in one, single space. This, while a meeting tool only takes care of the meetings themselves.
That said, a good DSR will offer an option to hold video meetings embedded in the DSR – or through an external meeting tool such as Teams or Zoom. So that you can either stay with a meeting tool you’re already familiar with, or take things to the next level and use an embedded video solution with all the great things that tend to come with that.
Do I need a DSR if I already have a digital signing solution?
Yes. While digital signing services have a place and are important at the end of the sales process, it’s not a substitute for a DSR. The latter takes care of so many other areas and does so much more for your sales process than handle the closing of the deal: a DSR is really a single point of contact between you and your customer, where you will meet and interact from day 1.
In other words, a DSR supports the entire customer journey while the digital signing solution comes in at the very end of the sales process.
How do I choose a DSR?
Not all DSRs are created equal and you should make sure that the DSR you choose has all the features you will need. If you want to see what features are a must, you can check out our checklist that goes through the most important features that a DSR has to offer.
No. You can usually implement a DSR rather fast and see value in no time. This is especially true if your DSR provider has an efficient onboarding structure in place, a simple admin interface and a support structure where you get your own, dedicated Customer Success Manager.
To make your DSR stick and be used, you can work actively with ambassadors and set clear goals that are follow up on. You can also involve your DSR provider more, and work together to anchor your DSR in the organization.
We hope that this Digital Sales Room FAQ gave you the answers to your questions. If not, you can check out our Digital Sales Room page or contact us to get a live tour of the SP_CE Digital Sales Room.