Digital sales rooms: what, why and how? (2023)

Recently we have seen the emergence of digital storefronts in organizations. Sales teams are quick to embrace this idea, and with good reason. This is because digital salesrooms (DSRs) make it easier for both buyers and sellers to close deals. At a time when consumers everywhere are actively engaging, it's critical for businesses to have a separate space for meaningful discussion and content experiences.

The typical buyer journey now spans multiple digital channels, involves multiple stakeholders, and requires more engagement. Let's take a look at the basics of digital salesrooms and why they're so important for companies looking to improve their sales collaboration.

What is a digital salesroom?

A digital storefront is an online space where B2B companies share data and resources within their teams to facilitate a buying process. The future of effective deals is here, and it all depends on how you use virtual trading rooms or "sales microsites".

Digital salesrooms often contain product catalogs and price information. In addition, they contain sales offers, order forms, contracts, tasks and other content that could be useful to everyone involved.

Why are digital retail spaces important?

Today's customer journey is anything but a simple and straightforward path. Salespeople are used to working with multiple stakeholders. Therefore, they expect a higher level of personalization when interacting with different digital channels.

With Digital Sales Rooms, all invited members can access sales resources such as product details and pricing. Also, you can view all contracts and orders from a single virtual place that you can access from any computer or device with internet access.

In addition, digital salesrooms enable your sales staff to exchange data in real time. This helps them coordinate with members of other departments (marketing, technology, legal) to attract clients. This more structured way of working improves the customer experience and allows you to close deals much faster.

These are the top 4 reasons why digital retail spaces are here to stay.

1. Facilitate buyer-seller collaboration in B2B models

80%of B2B sales engagements between suppliers and customers will be through digital channels by 2025. A digital retail space is perfect for both parties to work together harmoniously.

Digital salesrooms make it easier for everyone involved in the sales process to work together. Provides a secure, centralized location for sharing documents and other information across all stages of the business. Standard digital salesrooms come with a variety of features that can be customized to meet specific project needs.

For example, they can offer document storage, version control, third-party application integration, and communication features such as chat and audio/video conferencing. Sales teams can collaborate more successfully using a digital sales floor, resulting in a faster and more effective sales process.

You can also combine your digital sales software with additional sales tools such as customer relationship management software.

2. Improving internal collaboration

To improve sales, it's important to keep your sales team aligned with your goals. The digital sales floor offers your team a 360-degree solution for easy collaboration with your sales team. The tool keeps team members updated on the progress of each sale through CRM integrations and task management tools so they can take the necessary steps to convert.

With all information organized in a single tool, sales teams can maximize their efficiency and generate more sales.

Digital salesrooms also enable your sales reps to connect with buyers at every stage of the sales cycle. Sellers can easily access the information they need in digital storefronts because they have everything in one place.

3. Improves the efficiency of sales organizations

Experts are counting on it30%of B2B sales cycles will depend on the efficiency of the digital salesrooms used to manage the customer lifecycle by 2030. Digital salesrooms help salespeople be more productive and close more deals. Because they serve as a central hub for all sales-relevant data in every process step.

Access to up-to-date pricing, product and contract information is a competitive advantage for sales teams using digital storefronts. They provide information and warnings about how the buyer is reacting to the deal.

Plus, they make it easy to track leads and monitor their progress. Another feature that many offer is the ability to sign contracts while still on the sales floor through e-signature software integration.

4. Empower buyers

A DSR not only strengthens sales people, but also customers.

Customers often receive important sales materials via email attachments when the company does not have an interactive content sharing system. If they need additional information, the email will become one long thread with multiple attachments and the information will be lost over time.

Digital salesrooms allow buyers access to a virtual “room” of assets that a salesperson has accumulated for their benefit. You no longer have to search or forward emails to get the information you need and can share it with others to make it available.

Thus, the selling process becomes a self-service buying and learning process, increasing customer satisfaction and interaction.

By simplifying this process for your prospects, you can differentiate your sales process from the competition while giving sales the tools they need to effectively capitalize on a prospect.

Guide: Integrating Microsoft Teams and Salesforce

• Why you should integrate Salesforce with Teams
• All integration options
• How to set up integrations

Go downstairs

nBold Digital Deal Rooms – Deal Rooms

Digital showrooms are gaining traction as effective platforms that empower your sales teams and improve collaboration on all fronts. There are several solutions that provide digital retail spaces. Your choice depends on your existing tools and business needs.

by nBoldoffer roomsThese are workspaces in Microsoft Teams where your sales team works together to close deals. They can be integrated with your current CRM - Salesforce, HubSpot and others - allowing you to bridge the information gap between users on different platforms. You get all the tools, documents, and procedures to help your sales superstars close deals.

You and your colleagues can collaborate on deals, track sales activity, define tasks, and create and save sales presentations, contracts, quotes, and other types of documentation.

In addition, you can organize business communication and coordinate it with other specialists and stakeholders. Therefore, you can use a trading room to:

• Plan your entire collaboration: You can get the Business Room in Salesforce Teams for all important deals. You can achieve business-to-business operational efficiencies with Business Rooms built with pre-packaged structure and content, ensuring you don't miss important deals.
• Add any template-level content. This ensures that your team has access to all relevant information.
• Protect your team with policies your IT department will love. You can configure sharing policies, including naming conventions, approval workflows, privacy and membership standards, and more, throughout the template design process to ensure your workspace and any information shared by prospects is safe and secure.

How does the trading room work?

You have a deal room template that contains all the information your sales team needs to successfully work on a deal. You can use this template to quickly create custom teams with cloned files, identical folders and structures, task boards, and all the necessary hardware.

You can also control the criteria in a trading room's settings. This can be the minimum close amount and opportunity stage in Salesforce, HubSpot, or another CRM. So when you create a new opportunity in your CRM, a team is instantly generated from your collaboration model and your sales team can start working on a deal right away.

Each new deal room includes all the content your sales team needs to close deals.

The opportunity owner is automatically added to the deal room. As a result, your CRM-trained sales reps are in sync with the rest of the team as deals close. Your team will be notified of developments and can follow all Deal Room activity without a license.

Finally, you can archive, delete, or rename the associated deal room in Microsoft Teams after the deal is closed in Salesforce.

see it in action

final thoughts

Digital salesrooms allow sales to have better control over the sales process. Distributors use DSR to close more deals faster because they can better curate sales collateral, gain insight into stakeholder interests, and automatically collect contact information.

Be flexible when it comes to changing buyer behavior and expectations. By staying current with information and prioritizing accessibility and openness with your prospects, partners, and stakeholders, you position yourself for success in any digital storefront.