Digital Sales Rooms (DSRs) for B2B

Originally rising in popularity in 2023, digital sales rooms (DSRs) are, in my opinion, one of the most underutilized tools that can really benefit B2B sales and marketing teams. A modern take on the classic negotiating table, digital sales rooms can help engage all decision‑makers involved in a deal (the buying committee), personalize your sales content, and accelerate your sales cycle.

What is a Digital Sales Room?

A digital sales room is a webpage created for the purpose of hosting relevant sales content, meeting summaries, next steps, and more that you can share with prospects in your deal pipeline. They work particularly well for complex product offerings or big deals that involve multiple stakeholders or a lot of marketing resources. There are plenty of tools available for building digital sales rooms, and they can be created fairly easily without web development or design experience.

Should I be Using Digital Sales Rooms?

As outlined above, if your team tends to send a lot of sales content in different formats (video, PDF, external link, etc.), then I think it creates a better experience for your prospect if everything they need can be found and shared from one link. This is especially true when selling into organizations with more people involved in a purchasing decision. I also believe if your deals are complex and you customize elements of them for each account, a digital sales room can be hugely beneficial for helping everyone keep track of what was offered and what the latest updates are.

How do I Start Making Digital Sales Rooms?

There are lots of SaaS vendors that offer this product now, but I work primarily with small businesses and startups, so I like to hack things together without adding cost. If you happen to use Notion for project management and collaboration, you can build digital sales rooms very easily and publish them to the web with Notion Sites. This works on Notion’s free plan as well. I've made a Notion template for this that you can add to your workspace and customize for your own use. Check it out here.

What Should I Include in My Digital Sales Room?

If you view my template for this, you'll see I've broken it down to these core elements:

1. Headline and introduction: Great place to reinforce your brand purpose and restate the pain points that led your prospect to speak with you.
2. Key metrics: Sometimes you just need to flex on 'em. Customize these for each account so they're relevant.
3. Portfolio/case study: I’m a believer in sharing social proof, testimonials, data, etc., especially if you can say “here’s how we helped a similar business with the same problem.”
4. Meeting notes: Take notes during meetings and share them here so everyone can look back and see what was discussed, even if they weren't there.
5. CTA/next steps: I think it's always a good idea to be transparent about what's next. Personalize this even more by selecting a product or service for them and stating why you selected it.
6. Helpful links/resources: This is where I would link any blog posts, resources, guides, or any supplemental material to support their decision.

I'm sure there are even more items that could be included, and that's the beauty of doing it this way. There are unlimited ways to personalize the experience so that your clients feel heard and can easily find everything they need to make a decision. This works really well as an alternative to sending generic PDFs or making your marketing team customize PDFs for different accounts.

If you want to discuss fee specifics of launching digital sales rooms or other sales enablement strategies, I'm always happy to have a conversation! Find a time to meet here.