First impressions matter, especially in sales. In a traditional sales setting, the sales rep would have control over the physical space where the meeting took place. They would choose the location, decor, and overall atmosphere.
Nowadays, with an increase in remote work and video conferencing, that physical space is gone. The new normal is digital sales rooms, and they are quickly becoming the new standard for B2B sales.
A digital sales room is a web-based platform that allows sales reps to create a virtual meeting place. It is a one-stop shop for all things related to the sale, from presentations and demonstrations to diagnostics and analysis.
Digital sales rooms provide an immersive experience that allows reps to build rapport with potential customers and close more deals. In this blog post, we will explore why digital sales rooms are the future of B2B sales.
The Vast Majority of B2B Customers Want Virtual Meetings Gone are the days when B2B buyers were willing to travel for in-person meetings. A 2019 Forrester study found that 74% of business buyers conduct more than half of their research online before making a purchase decision1. This trend is only going to accelerate as the Covid-19 pandemic continues to change the way we work.
Virtual meetings allow buyers to research a company and its products on their own time, without having to commit to an in-person meeting. Buyers are also more likely to attend virtual events because there is no travel required. This is especially important for buyers who have busy schedules or who are located in different time zones.
Digital Sales Rooms Facilitate Better Communication When done right, digital sales rooms can facilitate better communication between buyers and sellers. Platforms like Glance provide features such as co-browsing and screen sharing that allow reps to share their screen with buyers in real-time, without having to rely on slides or static content.
This facilitates a more active conversation between buyer and seller, which can lead to a deeper understanding of each other’s needs. By being able to see what buyers are looking at and how they interact with your product, you can fine-tune your pitch on the fly and close more deals.
Digital sales rooms are becoming the new standard for B2B sales because they provide an immersive experience that enables reps to build rapport with potential customers and close more deals. If you haven’t already, now is the time to start investing in a digital sales room solution for your business.
1 Forrester Study: 2019 US Business Technographics Security Survey findings