Mclovin

Sales Manager

Opinionated

Fire Starter

Contributor

Digital Sales Rooms??

Anyone using digital sales rooms, are they a thing?

Not the ones where you sit in the same "virtual" room with your team.

I mean the one where sales teams have a shared space where sales collateral can be shared with the potential buyer. With incorporated mutual action plans etc.

Some call them customer collaboration platforms to provide prospects an engaging B2B customer experience.

From what I see they all look better than sending multiple attachments and links through every step of the buying journey.. Also interesting to know what customers look at and how long in your deck.

I'm exploring Topo, Flowla, Alignedup, and Paage

Are any of you folks using anything similar?

👑 Sales Strategy

🤓 Sales Tech

💻 Virtual selling

34 comments

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saaskicker

Celebrated Contributor

Enterprise AE

Have used Quip, Highspot and Google Docs/Gdrive to accomplish this in the past. GDrive if you want to be scrappy, Quip sucks, Highspot is nice but expensive. -- if you're company uses Slack, you can create an external channel with all your stakeholders in it and use that for organization too.

braintank

Politicker

Enterprise Account Executive

Creating a slack room and inviting client in is the best way I've seen this done

jefe

Arsonist

🍁

Easy, seems truly collaborative to the customer, and most companies likely already have it

Mclovin

Opinionated

Sales Manager

This worked well for me in the past but selling to new verticals now. Where Slack is unheard of...

jefe

Arsonist

🍁

Really?! Must be a vertical with a lot of people in the field versus an office.

Can you share which?

Mclovin

Opinionated

Sales Manager

I'm not 100% sure that's the case for us. However, speaking to existing/new customers it's pretty clear that the average American client outside of tech is not technologically literate.
Healthcare/Gov agencies/Higher Education, now dipping toes in B2B Retail as well.

jefe

Arsonist

🍁

I hear ya. I was in EdTech for awhile. Getting some of these folks on Zoom was a challenge, especially 6-7 years ago

Mclovin

Opinionated

Sales Manager

hahaha. same. pretty typical to have the first 5-minutes spent on demoing Zoom 🤣

Revenue_Rambo

Politicker

Director, Revenue Enablement

Seismic has this as a feature. If you’re already using Seismic save the time and money, and just use their offering. Could be better from a feature function perspective, but gets the job done.

Mclovin

Opinionated

Sales Manager

Appreciate it, but we're a small team, Seismic seems more ENT grade

pirate

Big Shot

🦜☠️ Account Executive

Seismic has improved a lot in their email templates from last year too so seems like they're very keen on taking good feedback onboard

Revenue_Rambo

Politicker

Director, Revenue Enablement

@pirate they are great at taking feedback, but ability to deliver leaves something to be desired. Feature requests take forever to get implemented. Simple ability to transfer a digital sales room from one person to another (ie AE to AM after the sale) took over 2 years to provide that function.

@Mclovin you’re spot on. For a small team without a tool Seismic is overkill. Until your post I didn’t even know there were none CMS solutions for this function.

braintank

Politicker

Enterprise Account Executive

I've never seen them adopted successfully

Mclovin

Opinionated

Sales Manager

With mass adoption, don't you think it might become a standard at some point?

braintank

Politicker

Enterprise Account Executive

No, these tools have been around for over a decade.
As @saaskicker suggested, the best way to do it is create a slack channel and invite prospect.

saaskicker

Celebrated Contributor

Enterprise AE

@Mclovin be the change you want to see in the world. mass adoption of a sales tool is a dream. you log in to all the tools you have at your finger tips everyday?

Mclovin

Opinionated

Sales Manager

at this stage I only have a crm + some databases. looking to bring more tools in.

I see your point, its difficult to implement with bigger teams for sure

Phillip_J_Fry

Opinionated

Director of Revenue

Same. My last company made a big deal when they launched it and forced employees to include a link in our email signature. I managed to see the stats after 6 months and it had a total of 9 visits from outside our org.

SalesBeast

Politicker

Sales Leader

I typically send a bunch of things and work with the prospects to give them what is needed. It keeps the deal closer and lets you tailor or change their thoughts as needed. Letting a prospect just have access to a document repo is a bit dangerous and can lead to them making assumptions, or I know a buddy that had lost a deal because someone that was not j to his company dug up something that lead them down the wrong path.
My best bet has always been to
Keep the prospect engaged and you working it like a joint sales cycle together.

886GFl

Opinionated

Account Executive

Honestly looks interesting but haven’t used em. I try to keep sending resources to a minimum 1-2 links or attachments max, because I know they won’t open all of them. Slack channels are the best in my experience.

unclespacejam

Politicker

ur dad’s brother

I know a number of people who use Aligned with good success for this. Another option would be Fluint, this is more focused on business cases though

poweredbycaffeine

WR Lieutenant

☕️

You mean a deal record, right?

Mclovin

Opinionated

Sales Manager

I mean it could be anything as long as it gets deals over the line

Sunbunny31

Politicker

Sr Sales Executive 🐰

We use one - some customers really engage, most, not so much. It's good to have a space for collateral, though, because being able to track engagement is very helpful for figuring out how "real" a deal is. It is just one indicator, but someone who never engages, or gets the info they asked for, 99% of the time isn't going to buy.

Mclovin

Opinionated

Sales Manager

Based on this sounds like there is a correlation you've picked up. The ones not engaging = lost?

Sunbunny31

Politicker

Sr Sales Executive 🐰

= never really had them in the first place.

I’m in Strategic Enterprise. I’ll always take the “we just want to gauge the market” or “we want to see what you have” or “this is very preliminary for a possible 2025 project” calls because my cycles are long and deals can be very large - when they happen. But until they have that project + budget + compelling event, they’re below the line and not forecast. So I’ll engage a lot of companies in very preliminary stages, in addition to ones that may have a project but are vague about the details. Anyway, long winded way of saying that their login to pick up collateral is an indicator of interest and engagement at any level. Those who never login or engage - below the line that is below the line, regardless of where they fall in their timeline.

HappyGilmore

Politicker

Account Executive

Have briefly played around with Align but haven't dug much into it.

Mclovin

Opinionated

Sales Manager

Same. From their socials seems like they are growing well

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Yeah, we use sharepoint. I know of many others, even “deal rooms” where you can share some or all of certain pieces of collateral

Beans

Big Shot

Enterprise Account Executive

Quip and Google Drive has been a good interactive tool to work on shared docs.

DungeonsNDemos

Big Shot

Rolling 20's all day

High spot is pretty nice but they are definitely expensive

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Why would I want to de-personalize the sales process even more with a buyers experience I can’t control?

Mclovin

Opinionated

Sales Manager

by the looks of it most tools in this category give you more control & personalization options. As you can add more materials while you progress and see how the customer interacts with it through time.

how are you providing personalizing buying right now?

CuriousFox

WR Officer

🦊

No I haven't. This is kind of intriguing.

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Mclovin

Digital Sales Rooms??

34 comments

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