I'm the CEO of Aligned mentioned here, and I agree—buyers don't ask for Digital Sales Rooms (DSRs), that's true—but the reason is that they don't know to ask for them. Engagement is actually much higher than email because it solves a buying friction problem that leads to losing to indecision and getting ghosted.
Sales processes can involve overwhelming amounts of info shared across 100s of emails, files (case studies, business case, etc.), and links (Gong, Loom, etc.). Stakeholders are being looped in at various points, and critical info falls through the cracks. DSRs help solve this buying friction and reduce both buying and selling complexity. Sellers love DSRs because buyers see value in them first.
Would be relevant if you have any of these challenges:
- 1.
Low buyer engagement and high ghosting
- 2.
Many deals lost to no-decision
- 3.
Champions failing to sell internally
- 4.
Highly competitive environment - need for sales experience differentiation
- 5.
Losing due to low access to stakeholders
- 6.
Struggle to implement MAPs or Business Cases as a selling tool
- 7.
Poor quality of deal execution, or process adherence
Not all DSRs will drive the same level of adoption, so some people didn't get a great experience. It's a lot about the UI/UX, ease of use, and depth of collaboration and analytics capabilities.
