B2B sales have shifted to a (digital) buyer-centric sales motion.
Gartner predicts that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels by 2025.
Today, organizations must prioritize buyer engagement and buying experiences across the sales funnel. How can you create compelling buyer experiences that accelerate deal velocity and increase revenue?
Your best bet is to use the right sales technology.
In an earlier post, we discussed how digital sales rooms work and why they matter. This article will dig deeper into how GTM Buddy’s digital sales rooms assist in closing deals by building buyer trust and improving communication.
Let’s get started.
Mastering the science of selling
Can science help you sell better?
While it is difficult to replicate the sophisticated skills that elite sellers use to crush quotas, science can help average sellers achieve better results.
One such tool we have at our disposal is digital sales rooms.
Digital sales rooms are virtual environments where buyers and sales reps can connect, collaborate, and conduct business more efficiently. When buyers and sellers work together in a secure, easy-to-access digital space, barriers to purchase are removed. In turn, this leads to shorter sales cycles and better outcomes for all parties.
Here’s how reps can use digital sales rooms to create memorable buyer experiences:
#1 - Bring everyone on the same page
The B2B buying process has changed. Sellers today have to deal with bigger purchasing teams and longer sales cycles. As a result, delivering a consistent buying experience across multiple channels is difficult.
In addition, how do you handle the turnover of the buying team during a lengthy deal? This issue also affects your sales team, where a rep may leave the company during a big deal.
With GTM Buddy (Go To Market Buddy), you can create a dedicated sales room for each deal and bring all stakeholders together. It’s easy to add or remove members on either side of the transaction. Plus, reps can schedule and track meetings between different members of the buying team.
For example, the deal is nearing completion and a legal expert from the buyer's side needs to be involved. New stakeholder(s) can be added to the room and quickly brought up to speed. You can schedule a meeting with the person to take the deal forward or reach out to them using the built-in chat feature.
#2 - Get rid of information overload
Information overload is a common challenge in B2B selling. Buyers are often overwhelmed by irrelevant information, compromising their decision-making ability.
Relevance is the key to clearing the buyer’s path to purchase and facilitating their decision-making. 90% of decision makers expect reps to provide relevant content at every stage of the buying cycle.
Reps can use our recommendation engine to deliver the most relevant information to each buyer persona based on the deal context and the sales stage. Information can be organized into different sections.
The deal room allows buyers to navigate to relevant sections and find what they need quickly. Buyers no longer have to spend time searching their inboxes to find what they need.
#3 - Understand buyer engagement
In the course of a deal, one can easily get lost in a maze of conversations. Sharing the right information with buyers is only one part of the equation. The other half is to understand how prospects engage with shared content.
Digital sales rooms provide sellers with the entire history of interactions for each deal. Once your reps curate and share relevant content with different stakeholders, engagement on the shared collateral can be tracked in real-time.
For example, a rep can determine if a shared document, like a provisional contract, has been viewed or downloaded by anyone on the buying team.
Engagement insights help reps forecast deal progress and velocity. Reps can use these insights to improve buyer interactions and close deals faster.
#4 - Identify and remove barriers to purchase
Typically, sales reps must navigate multiple channels to keep deals on track.
Multi-threaded conversations can lead to redundant effort or, worse, information slipping through the cracks. According to one study, 80% of sales require an average of five follow-ups in order to close a deal.
To avoid a misstep, reps need to keep track of different conversations over a long period of time. With GTM Buddy, keeping track of action items after calls and emails is easy.
When objections arise during the buying cycle, sellers can address them efficiently and effectively. Reps no longer have to waste time searching for information or asking team members for help.
#5 Deliver a personalized buying experience
Accenture reports that 91% of B2B buyers are more likely to buy from brands that provide personalized experiences.
In an increasingly competitive market, digital sales rooms can help you stand out with a professional look and personalized touch.
You can add logos and customized banners to your digital sales room. You can display the room owner's contact information, so buyers can contact them to resolve bottlenecks or make suggestions.
More importantly, deal rooms allow you to customize the content you share with buyers. For example, you can share information that will resonate better with the buying team and nudge them towards a purchase decision.
See GTM Buddy in action
GTM Buddy’s digital sales room delivers an exceptional buyer experience. Take a look at how this can transform your sales process:
Due to the increasing popularity of digital sales channels, digital sales rooms are essential to stay competitive and satisfy modern B2B buyers. GTM Buddy’s digital sales rooms allow your reps to serve buying teams better by sharing relevant content, updates, and action plans, all from one secure place.
So, do digital sales rooms need to be a part of your sales strategy?
Will using one transform your sales?