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What is a digital sales room?
A digital sales room (DSR) is a secure, online space where sales teams and potential customers collaborate, typically for complex B2B sales. The centralized hub streamlines the buyer experience by providing easy access to stakeholders and communications all in one place. This not only drives engagement but helps you stand out from the competition who often manage sales in multiple channels/spaces.
Digital sales rooms evolved from simple online folders with basic document sharing and communications features to the sophisticated microsite platforms. They often house personalized, interactive content, demos, presentations, and other deal-specific assets. In addition, DSRs are optimized with real-time analytics that track customer engagement and integrate with CRM tools to streamline workflows.
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Digital sales vs. digital marketing
Digital sales focuses on closing deals. It uses tools like america phone number list sales automationOpens in a new window, live chat, personalized offers, and product demos to convert qualified leads into paying customers. Digital sales success is typically measured by conversion rates, average order value, and sales cycleOpens in a new window length.
Digital marketingOpens in a new window is a long-term strategy aimed at building brand recognition and bringing prospects into a company’s ecosystem, encouraging them to buy. Instead of zeroing in on a single buyer or small group of buyers, it focuses on the entire target audience. Common tools in the digital marketer’s toolbelt include SEO-optimized contentOpens in a new window that brings prospects to a company’s website and social media posts that showcase a company’s products and expertise.
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Strategies for an effective digital sales model
Embrace technology: First, pay attention to content engagement, website traffic, and demographics to learn what your potential customers want from your business. Then, automate time-consuming prospecting tasks to hook the right ones quickly. For example, you can create pre-made forms for potential customers to fill out to get product specifics.
Make it seamless: Website glitches, slow load times, and a confusing digital sales experience give your prospects the perfect excuse to jump from you to your competitor. Make your digital selling experience intuitive — from first exposure to the final “Buy” button.
Prove it: Case studies are excellent resources to show that your business knows what it’s doing. If you claim to offer a solution, show how this has played out for customers.