In our blog, Why Use a Digital Sales Room for B2B Sales?, we highlighted the top 10 benefits of digital sales rooms (DSR) for sales.
Now, you’re ready to augment your sales technology with a virtual sales room solution, but how do you select the best offering for your sales team? In this post, we walk through the 7 key features you should consider when evaluating DSR software and whether Enable Us is the right solution for your needs:
Per McKinsey's research, even incremental personalization efforts can yield a competitive advantage. In fact, companies can grow revenue up to 40% faster with personalization than those who don’t.
While providing a bespoke online experience based on the prospect’s needs is valuable, the process for creating these personalized experiences must be easy for sales. Questions to consider are:
Enable Us includes native audio and video recording capabilities, reducing the number of tools sales uses for delivering a tailored experience.
“Sales reps spend an average of 440 hours each year trying to find the right content to share with their prospects and customers” - G2 Blog
Our blog, What is Sales Content Management Software, highlighted that sales spend less time finding and sharing content with buyers with sophisticated search and filtering capabilities. When evaluating a digital room offering, consider the following:
Enable Us provides advanced search capabilities that not only looks through title and description, but also full transcripts of text, audio, and video-based assets. Users can filter results based on content attributes tailored to your organization and select top-performing content with a snapshot of content shares, views, and more.
Once a sales deal has reached a certain stage, it’s important to keep the deal on track. A spreadsheet-based mutual action plan or project plan can quickly get out of sync with regard to completed or overdue tasks and assignments. Augmenting a digital sales room with a digital mutual success plan further supports sales during the sales process.
Determine if the virtual sales software provides the following:
With Enable Us, our digital sales rooms incorporate a mutual action plan to enable sales reps and prospects to partner on key milestones, dates, and owners to move the process forward. This streamlines the entire process as sellers communicate, collaborate, and partner with key decision makers every step of the way.
The current buying experience is poor for both sellers and buyers, requiring back and forth via emails and calls. For example:
Unlike an email inbox, digital sales rooms are a persistent, online portal for interactive sales collateral and conversations related to the prospective purchase. Instead of shifting through numerous email chains to find a single attachment or response to a question, the ability to share an evergreen link to the room makes it easier for sellers and buyers throughout the buying process.
Key features to consider:
With an Enable Us Digital Sales Room offering, all important sales content and communications are now available via a single, online microsite. This reduces the back and forth, simplifies the content sharing process, and improves the overall buying process for both seller and prospects.
Beyond making it easier for your buyers, a single, evergreen link keeps your data and analytics intact, which we’ll cover in more detail in the next section.
Currently, sellers send emails with multiple attachments to buyers. While sellers can see when an email is “opened” or link “clicked”, there’s minimal visibility as to what was read, for how long, and if the email was forwarded. We call this the black hole of buyer analytics.
With a virtual sales room, you now know if prospects are clicking on the links and reviewing the content with in-depth analytics on visits, views, shares, and more. This provides insight into how engaged your prospects are during the buying process. In addition to buyer analytics, you also gain insights into how sellers are effectively using DSRs to engage their buyers, which deals are progressing or stalling, and which deals are at risk.
When evaluating digital sales room software, keep both seller and buyer analytics in mind:
Unlike some providers, Enable Us provides in-depth room insights on both seller and buyer engagement and behavior. We provide sales reps with comprehensive buyer and content analytics. They can view the buyer’s interactions and level of engagement, gaining visibility into which resources and content resonate well with that prospect.
This enables sales to better forecast and prioritize opportunities based on recent buyer activity. With our at-a-glance dashboards, sales leaders can review individual performance, identify trends of what’s working, and uncover coaching/training opportunities.
For example, if a rep notices a buyer routinely views customer testimonials but tends to gloss over sales decks, they can share more testimonials to keep the buyer engaged. And with real-time email or Slack notifications, sales is more responsive to prospects’ questions and needs. In fact, using customer behavior insights enables organizations to outperform peers by 85% in sales growth and over 25% in gross margin.
Whether it’s a NDA, SOW, or contract, you want to ensure that document signing doesn’t slow down deals. Yet, the signing process hits a roadblock. Documents have to be signed to a third-party tool or require wet signatures. If signing digitally, only certain individuals have access to the online document signing software and providing licenses to every sales person is cost prohibitive.
By offering native or integration with eSignature tools within the DSR, the process can be streamlined, enabling sales to create and share documents to be securely signed.
With our digital sales room, eSignatures functionality comes standard with our digital sales room software. Sales organizations have one less sales tool to purchase and can ensure a consistent process with signature templates.
Syncing the digital sales room tool with your CRM and sales tools eases the sales process for building sales rooms for deals and key contacts. Because digital sales rooms capture invaluable deal data and activity, this information can sync with your existing platforms for forecasting and reporting purposes. Content and recordings from third-party platforms can also be imported into the virtual room to ensure a single place for all deal content.
Our digital sales room can tap into your existing sales process and tools. With our Chrome extension, room links can be inserted into email messages or CRM sequences. Get a full picture of your prospects with all engagement activity automatically logged into your CRM, easily add demo recordings from your meeting platform, include a link to your online scheduling tool, and more. Learn more about our digital sales room integrations.
Enable Us offers transparent pricing for our seller and buyer enablement platform. We offer three tiers with flexible payment options (monthly or receive a 29% discount with annual):
We’re also unique in the industry by offering a 14-day free trial to experience the process for building and sharing a digital sales room.
For the past four quarters, Enable Us has been recognized as a leading digital sales room provider by G2 Crowd, the world’s largest tech marketplace and on a quarterly basis, recognizes top-performing software companies based on over 1.7M authentic customer reviews.
As of Q1 2023, we’ve processed over $6 billion of deals across 17,000 plus digital sales rooms on our platform. Per our customers, they have experienced sales deals closing 20-40% faster since using Enable Us.
Schedule a demo with us to learn how Enable Us Digital Sales Room can help your business grow.