Facing tighter budgets and continued economic uncertainty, today’s buyers are examining transactions more closely and asking more questions. An analysis of the state of SaaS procurement identified the shift to value-driven spending as a defining trend in SaaS procurement in 2023.
The verdict? Buyers are scrutinizing their purchases more and sellers are under pressure to provide value in every buyer interaction.
So how can salespeople provide value outside of interactions in meetings and sales calls? Sales teams must create new ways to connect and communicate with buyers. I founded Mindticle, a sales readiness platform, in 2011 to solve this problem and help companies prepare their sales teams to tackle any challenge. Closing deals is a skill that can be taught, and over the years I have found that it comes down to forging a personal, transparent relationship with each buyer.
Digital salesrooms offer a new way to do this. Winning sales organizations have now started using digital sales floors (DSRs) to introduce buyer enablement into the sales enablement ecosystem to create a more interactive and engaging experience for buyers.
Combining DSRs with sales enablement tools
Buyers are scrutinizing their purchases more and sellers are under pressure to provide value in every buyer interaction.
Digital salesrooms are online microsites where sellers can personalize and share contracts, mutual action plans, sales content and more with buyers. It creates a single link that buyers can access and refer to at any point in their customer journey. It is also a single platform for salespeople and managers to track every action and process along the way. It’s a great place to share and store content like product demos and recordings of your conversations.
Assets are traditionally sent as a file or folder via email, ultimately leading to loss of information and buyer disengagement. With the emergence of DSRs and the maturity of on-demand content libraries, buyers now have a single link where all that content is stored, helping them access information more easily and keeping them more engaged . Additionally, it gives sellers the tools to become more proficient at personalizing the shopping experience for each transaction.
But now there’s an added benefit: These rooms can also facilitate rep training and coaching. Sales enablement and RevOps teams can examine interactivity (how buyers interact with content and how their sales reps respond) to win sales rep DSRs, then incorporate those learnings into training programs.
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