What buyers say about digital sales rooms
B2B sales is getting increasingly complex and more competitive as well. There has never been a time where selling buyer enabled is more crucial than now!
For those that do not understand how buyers perceive digital sales rooms or those that have doubts that their buyers will like to use one.. please take a look at this.
What is going on today?
First of all, it is important to point out the status quo of B2B sales, especially B2B SaaS sales. We are coming out of a crazy boosting period from 2020 and 2021 that then went through a crisis severely effecting B2B SaaS sales.
How do buyers feel about B2B sales today and what is important to understand how to operate as a sales team in the future?
- 75% of B2B Buyers find their last purchase difficult
- 95% of decision making is done outside of the sellers influence
- 25-50 different content pieces are scattered across tools and endless email threads.
Modern B2B Buyers demand an always-on purchase process
- Need all info personalized (The new B2B growth equation - Mc Kinsey 2022)
- Want a B2C experience (Seller-assisted digital buying experience - Gartner 2021)
- Little time to talk to Sales (Old B2B sales & marketing are obsolete - Harvard Business Review 2022)
Why buyers want a digital sales room?
Buyers love digital sales rooms for several reasons:
- Convenience: Digital sales rooms allow buyers to access information, communicate with sales representatives, and make purchasing decisions from the comfort of their own devices, whether it's a computer, tablet, or smartphone. This convenience eliminates the need for in-person meetings and saves time for busy buyers.
- 24/7 Accessibility: Unlike traditional sales environments with limited operating hours, digital sales rooms are typically available 24/7, allowing buyers to browse products, research information, and engage with sales representatives at any time that suits them, regardless of time zones or geographic locations.
- Rich Content: Digital sales rooms often provide buyers with access to a wealth of multimedia content, including product videos, interactive demos, virtual tours, and customer testimonials. This rich content helps buyers make more informed purchasing decisions by providing a comprehensive understanding of the product or service being offered.
- Personalization: Many digital sales rooms offer personalized experiences tailored to the individual needs and preferences of buyers. Through advanced analytics and tracking capabilities, sales teams can customize product recommendations, pricing options, and promotional offers based on buyer behavior and demographics, enhancing the overall shopping experience.
- Transparency: Digital sales rooms promote transparency by providing buyers with access to detailed product information, pricing, and reviews. This transparency builds trust and confidence in the buying process, as buyers feel empowered to make informed decisions without fear of hidden fees or surprises.
- Efficiency: Digital sales rooms streamline the purchasing process by enabling buyers to complete transactions online, without the need for extensive paperwork or manual processing. Automated workflows and self-service options expedite the buying process, saving time for both buyers and sellers.
- Engagement: Through interactive features such as commenting, assigning tasks, virtual meetings, digital sales rooms foster engagement between buyers and sales representatives. This direct communication channel allows buyers to ask questions, seek clarification, and receive personalized assistance in real-time, enhancing the overall customer experience.
- Flexibility: Digital sales rooms offer buyers the flexibility to explore products and services at their own pace, without feeling pressured by aggressive sales tactics. Buyers can take their time to research options, compare prices, and weigh their decisions without feeling rushed or obligated to make a purchase.
Overall, buyers love digital sales rooms for their convenience, accessibility, rich content, personalization, transparency, efficiency, engagement, and flexibility, all of which contribute to a more enjoyable and seamless shopping experience.
Read more about Digital Sales Rooms
Read more about the Along Thesis and Method
Why to use Along
Successful B2B sales happen by guiding the buyers through the process. Using the Along platform allows you to create Alongspaces as digital sales rooms that act as a co-pilot for your deals and customer relationships so that you can build a personalized and a customer-centric sales process. We enable modern B2B sales teams to help their buyers buy.
Do you want to see how to wow your buyers with a digital sales room? Book a demo now
