The way businesses sell has changed a lot in the past 4 years, and the B2B space is no different. Without mentioning the C word, changes in the way businesses could operate have meant that sales teams need to adapt. Without in-person meetings, many sales reps have failed to achieve targets and acquire new business. So, how have so many businesses not just survived, but thrived over the last 4 years? Digital sales.
Most people are used to hearing “digital marketing”, but digital sales is a far less popular phrase. Digital sales is pretty much what it says on the tin: the process of using digital channels to find, engage and connect with prospective buyers.
The Digital Sales Room
According to a Gartner survey, 44% of millennials prefer no sales rep interaction in a B2B purchase setting.* This is double the percentage of millennial buyers compared to gen-Xers. It seems more and more buyers want to engage with sales through digital and self-service channels.
Enter the digital sales room.
A digital sales room is an online platform that simplifies the sales process. Think of them as a microsite where sales can showcase unique solutions and interact with buyers. Digital sales rooms enhance the buyer experience by providing a centralised location for relevant content and communications throughout the deal cycle, ultimately giving sellers a competitive edge in the market.
How Does a Digital Sales Room Work?
Digital sales rooms simplify the sales process for both buyers and sellers. These tools provide a dedicated environment for meaningful conversation and content experiences. Let's explore some common features and functionality of digital sales tools.
Digital sales rooms enable sellers to personalise content for buyers using customisable templates and drag-and-drop tools to organise the content in a user-friendly way.
Buyers and sellers can collaborate through 1:1 conversations, improving visibility and keeping communication flowing throughout the deal cycle.
Digital sales rooms help sellers track and analyse buyer engagement with their content in real time. This enables sellers to identify the stakeholders who consumed the content and follow up with them for faster deal closure.
The Digital Sales Room for IT Service Providers
IT Service Providers can take advantage of digital sales rooms to improve their sales process. MSPs provide IT solutions and services in a competitive industry with different buying personas. Adopting digital sales rooms can help MSPs simplify their operations, enrich their clients' experiences, and improve conversion rates.
Unlocking Potential Through Digital Sales Rooms
At its core, a digital sales room for MSPs serves as a virtual storefront—a centralised hub where MSPs can showcase their portfolio of products and services, engage with prospects, and facilitate transactions seamlessly. Unlike traditional sales models that rely heavily on manual intervention, digital sales rooms empower MSPs to embrace self-service interactions, catering to the preferences of today's digitally savvy buyers.
Empowering Buyers, Empowering MSPs
With a digital sales room in place, MSPs can offer their customers a convenient, user-friendly platform to explore offerings, make purchases, and access support resources—all with minimal friction. Whether it's procuring software licenses, scheduling consultations, or buying a laptop for a new employee, buyers can navigate the digital sales room at their own pace, without the need for direct sales or account manager intervention.
Salesbuildr: Your Digital Sales Room
Now, let's zoom in on Salesbuildr—the ultimate solution for MSPs looking to embrace the digital sales revolution. With Salesbuildr's self-service customer storefronts, MSPs can transform their sales process, leveraging cutting-edge technology to drive revenue and customer satisfaction.
How do Salesbuildr’s Storefronts work?
Self-Service Storefront:
Salesbuildr provides MSPs with a digital sales room where they can showcase their products and services in a visually engaging manner. MSPs can curate hardware, software and services into outcome-based bundles that align their unique value proposition and target audience.
E-Commerce Capabilities:
With Salesbuildr, MSPs can enable customers to make purchases directly through the digital sales room, without the need for manual intervention. Whether it's placing orders, requesting quotes, or renewing subscriptions, buyers can complete transactions swiftly and securely, enhancing the overall purchasing experience.
Real-Time Syncing:
Every transaction conducted through Salesbuildr is seamlessly synced with PSA, CRM and distributors in real time, ensuring that sales data is always up-to-date and accurate. This integration eliminates the need for manual data entry, reducing administrative overhead and errors, and enables MSPs to focus their resources on other value-added activities.
The emergence of digital sales rooms represents a change in the way MSPs approach sales and customer engagement. By embracing these platforms, MSPs can unlock new opportunities for growth, efficiency, and customer satisfaction.
Gartner expects that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Make sure your MSP doesn’t get left behind. Learn more about Salesbuildr’s customer storefronts in our on-demand demo below:
*Source: The Future of Sales in 2025: A Gartner Trend Insight Report
