Digital Sales Room Best Practices: How to Win More Deals
Sales enablement
Sales best practices
Digital sales rooms
March 21, 2024

Digital Sales Room Best Practices: How to Win More Deals

According to Gartner, digital sales rooms are part of the top technologies for boosting buyer engagement. Gartner also predicts that 80% of B2B sales transactions will be conducted through a digital channel in 2025.

Digital sales rooms enable you to guide the buyer towards the right decision by providing accessible sales content in a centralised environment. This positions you as a trusted adviser rather than a salesperson. Digital sales rooms are also called virtual sales rooms.

In this post, you will learn 12 best practices for winning more deals in your digital sales room.

Benefits of a Digital Sales Room.

  • Easy access to consistent information for all decision-makers
  • Tailored buying experience for each buyer which demonstrates your understanding of their needs
  • Ability to capture detailed insights from buyers' engagement with your content for prompt follow-up, active support, and improvement of sales processes.

12 Best Practices To Win More Deals With Your Digital Sales Room

1. Use scalable personalisation methods: It is important to create a hyper-personalised collaborative environment to reflect a customer-centric approach and build stronger relationships with prospects. However, it can get repetitive and inefficient trying to do it manually for every prospect.
Hubforce takes that stress away with the AI hub builder. This saves time and increases productivity.

2. Personalise welcome messages: A good digital sales room will enable you to customise your welcome message for each customer.

  • Keep it concise and avoid information overload.
  • Proofread carefully for errors.
  • Adapt the message based on the specific context and audience.

3. Tailor content to their needs: Upload content that is specific to their challenges and pain points. Use quizzes, polls, and other interactive elements to capture attention and drive engagement. The content should also be relevant to the buyers at each stage of their buying journey.

4. Establish two-way communication: With digital sales rooms, prospects explore information and engage with your brand independently. Therefore, demonstrating understanding through clear communication shows that you value their needs and encourage open dialogue. Addressing questions and concerns collaboratively helps avoid delays and roadblocks, streamlining the decision-making process.

How to Implement Effective Two-Way Communication in Your Digital Sales Room:

  • Ensure that prospects can ask questions and receive immediate responses via live chat or messaging.
  • Integrate video conferencing tools for virtual face-to-face or asynchronous video interactions when needed.
  • Include polls, Q&A sections, and interactive elements that encourage engagement and dialogue.
  • Encourage feedback

5. Establish clear next steps and action plans: Clear next steps keep prospects invested, preventing them from losing interest or forgetting about your offering. Collaborate with prospects to outline key milestones and responsibilities which could include;

  • Tasks and assignees
  • Due dates

How to Establish Clear Next Steps in Your Digital Salesroom:

  • Use clear, concise CTAs in every content, guiding prospects towards the next desired action.
  • Set deadlines or estimated timelines for completing each step.
  • Suggest relevant next steps based on the prospect's specific activities
  • Make instructions visually appealing with different colours, icons, or other visual signs for easy identification.
  • Provide Multiple Contact Methods

6. Create a strong brand connection: Alignment with your brand values strengthens your value proposition.  Keeping your content on brand also helps to avoid false expectations and clearly communicate your product’s capabilities.
How to Create a Strong Brand Connection in Your Digital Sales Room:

  • Develop and adhere to clear brand guidelines for every content
  • Use storytelling, and language that trigger positive emotions to resonate with your target audience.
  • Ensure your branding is genuine and consistent with your brand values and company culture.

7. Ensure that your digital sales room is secure: Digital sales rooms often contain sensitive information such as documents, proposals, and financial data. A breach in security could expose this information to unauthorised individuals, leading to financial losses, loss of credibility, and legal actions. A security breach could also compromise confidential sales strategies, pricing information, or intellectual property exposing your advantage to your competitors.

Here are key steps to ensure a secure collaborative space:

  • Implement access control systems, granting access only to authorised people based on their roles and responsibilities.
  • Encrypt all sensitive data to protect it from unauthorised access.
  • Conduct regular security audits and penetration testing to identify and address security vulnerabilities before a breach happens.
  • Educate your sales team on cybersecurity best practices
  • Ensure your digital sales room follows all compliance requirements.

8. Track engagement analytics and follow up promptly: This ensures that you are providing relevant content at all times. Digital sales rooms help you to see the following

  • What content is the buyer looking at?
  • How many pages did they visit? 
  • How long did they spend on each page?
  • Did they download any content?
  • Did they share the content?
  • Who did they share it with?

 Once you get this data, ensure that you act on it promptly.

9. Share meeting recordings and summaries in your digital sales rooms: Record meetings with the permission of your customers. After the meeting, get the most important parts of the video and upload it to the digital sales room. This will also help reinforce the main points made in the meeting.

10. Have unlimited accessible support: Include an easily accessible support channel for buyers who need any form of support. If your buyers can’t access support when they need it, they can get frustrated and drop off the sales cycle.

11. A/B Test: A/B test different digital sales room templates, structures, content, or processes to see which one works best.

12. Create templates from the best-performing digital sales rooms: You don't need to build a digital salesroom from scratch. After A/B testing, select the best-performing template then duplicate it for other prospects. Hubforce enables you to do this easily, improving productivity for your sales teams. According to Salesforce, sales teams spend over 70% of their time on non-selling activities. Time spent on non-selling activities can be reduced by duplicating high-performing templates for other prospects. This provides personalisation, efficiency, and scalability in one package

Enhancing Buyer Enablement with Hubforce

Hubforce provides a user-friendly and customisable virtual sales environment to help you present, share, and analyse sales and marketing content.

The digital sales rooms (also known as hubs) are structured to guide your customers with timely and strategic information according to where they are in the buying cycle.

You can build your own digital sales room with zero effort using Hubforce AI. You also get buying signals and follow-up suggestions from every prospect’s engagement through live notifications. This eliminates the uncertainty and frustration that comes with silence from buyers if you use ordinary emails. 

Try your first 5 Hubs for free


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