COVID’s onset came with dire predictions for B2B sales forces. Among them: sales organizations that depend on face-to-face interactions could expect a nuclear winter of new deals, as buyers pulled back and opportunities to develop new relationships disappeared. Some sales forces simply ignored this memo, and developed new ways of cultivating buyers, positioning solutions, and closing deals virtually.
Among examples of these are digital sales rooms, which are poised to outlive the pandemic and become an enduring element in B2B sales organizations. The best digital deal rooms do more than provide virtual access to deal-related information; they encourage self-directed buyer journeys, accommodating the disparate interests of multiple buying team participants. And, they combine live and asynchronous communication in novel ways that accelerate decisions and improve productivity.
In this webcast, we explore best practice approaches for using digital sales rooms, and related important trends shaping digital selling.