Buyers today prefer virtual evaluations that are frictionless. Digital Sales Rooms (also known as DSRs) are also available. Virtual Deal Rooms are the tools that will help you to deliver what’s expected – an efficient, transparent and personalized buying experience.
Hippo Video – Digital Sales Room
Gartner reports that modern buyers spend 15% of their buying cycle reconciling information from different sources, sometimes even the same supplier. Digital Sales Rooms, a new sales technology, can help you reduce this time. It allows for a seamless customer experience right from your first meeting and helps shorten the deal cycle.
All the collaterals are gathered in one place to help move the deal along. This makes it easy for everyone to collaborate on the purchase and to make informed decisions. It also creates a self-service experience for the buyer, which instills confidence and a sense control throughout the transaction.
Digital sales rooms can:
Simplify the buyer evaluation process through a centralized buying resource hub.Delight modern buyers with a branded and one-to-one buyer experience.Deploy the power of videos to personalize messages and provide context for assets.Establish a secured virtual environment for successful deal collaboration.Help in the consensus-building process to gain buy-in from all the stakeholders.Mitigate buyer concerns actively and increase the frequency of communication.Track buyer engagement in real time and prioritize follow-ups individually.
Create a Digital Sales Room
It’s easy to create a digital sales room with Hippo Video. Follow the four-step setup process to ‘Drive Results’ quicker than ever.
1. Customize and Create Your Sales Room
To create a seamless purchasing experience, the first step is to secure a virtual or digital space. You can create Digital Sales Rooms with Hippo Video in just minutes. All you have to do is name the room. You can, for example, name the room according to your collaboration. For instance, [Customer’s Company Name] and [Your CompanyName].
Add the company logo and set up access permissions. Write a short explanation of the purpose of the room. Include the Table of Contents for a quick overview of all the resources. Finally, include CTAs.
Quick Note: The Table of Contents provides an overview of the structure of the salesroom. It also includes hyperlinks that allow viewers to click on the title of a section and navigate directly to its corresponding section.
Include Documents and Resources
After you have created the salesroom and customized it for your prospect, it is time to add resources or documents tailored to their needs. Resources can include product presentations, case studies, onboarding plans and documents such as security and compliance. They could also be used to create case studies. Hippo Video allows you to upload files from your device or cloud storage drive using a simple drag-and drop mechanism.
Quick Tip Before uploading documents to the Digital Sales Room make sure you name them properly so that the buyers are able to identify them. They will also be able to understand the context of each document.
3. Add Video Assets
Videos are essential to modern buying experiences. Use dynamic storytelling with videos to engage buyers, convey information quickly and create sticky brand experiences. You can use a wide range of videos to help support your deal. These include an introductory video that explains your competitive advantage, short demos or product features, product roadmaps and testimonials, walkthroughs for proposals, videos from the pilots you’ve worked with, etc.
Hippo Video allows you to upload videos directly from your account or device library, or record new ones from the Digital Sales Room.
Quick Tip: Turn your talking-head videos into attention magnets using the website of your prospect as the background.
Share your sales room with prospective team
It’s now time to share your Digital Sales Room with all the stakeholders. Hippo Video makes it easy to share by generating a link that can be pasted into emails or on other platforms. Anyone with the link will be able to enter the room and have full access to its content. They can also interact with you.
Quick Tip Before sharing the link, make sure to check the “Require email to view” feature so that you can see the latest additions in your decision-making team.
Bonus Step
Keep updating the content in the room according to the progress of the deal. This will ensure that it remains relevant to the buyer journey. Track the engagement of the buying team and adjust your follow-ups accordingly. Don’t forget to incorporate the lessons learned into your future Digital Sales Room experiences.
Digital Sales Room Use Cases
Companies use digital sales rooms primarily as channels of communication between buyers and sellers. This centralized, personalized approach can be used by other teams during the entire customer journey. A customer success team, for example, can use a Digital Sales Room as a way to communicate a detailed plan to implement a client’s purchase. An account management team, on the other hand, can use a Digital Sales Room in order to update stakeholders associated with a particular account.
Here are some B2B use cases that show how you can make the most of Digital Sales Rooms to ensure your team’s success.
Digital Sales Room for Buyer Engagement
Digital Sales Rooms are one of the newest sales technologies. They have generated a lot of excitement in the sales community. It creates a seamless plan for buyer engagement to achieve successful sales results. It helps to establish a consensus within the team, and unify the entire purchasing process – from research to decisions.
How to use Digital Sales Rooms for your sales process:
Log into your Hippo Video Account and create the Digital Sales Room. Create a professional, engaging environment by customizing it to reflect your brand. Organise it logically and intuitively, by arranging documents, presentations and videos in sections that are easily navigable. To help buyers find information quickly, use titles and descriptions that are clear and concise.
Share resources that are specific to the business needs of your prospects and add branding elements from their company. Create and upload personalized videos that explain your understanding of the company and what you can offer.
Upload relevant content. Update the Digital Sales Room by adding new, relevant content that highlights the value of your product or service. You can upload case studies, testimonials and product brochures. Also, you can add pricing and security details, industry reports, and price and security information. Make sure the content is easy to access and visually appealing.
Share the Digital Sales Room with your prospects once it is complete. Use the collaboration tools in order to encourage engagement and interaction between you and your buying team. They can ask questions, give feedback and have meaningful discussions with you and/or your team.
Track buyer engagement. Use analytics and tracking tools to track buyer activity such as viewing documents, spending time on certain content, and interacting with the buyer. These data can provide valuable insight into buyer preferences, and allow you to tailor your engagement strategies accordingly.
Follow up on leads and nurture them: Use the Digital Sale Room to communicate with your customers. Follow up on leads based on their engagement and interactions with them. Send personalized messages or request meetings. Continue to nurture leads, and guide them along the buyer’s path.
Iterate and gather feedback: Ask your buyers for feedback to understand what went well and what can be improved. This feedback can be used to iterate and refine your buyer engagement strategy over time.
Digital Sales Rooms for Post-Sale Engagement
Customer Success Managers are able to use a Digital Sales Room for a smooth customer experience. They can streamline the onboarding, provide a central repository of information, encourage collaboration and control access. Before you begin, ensure that all necessary content is readily available, such as user manuals and training videos.
This is a guide that will show you how to do it:
Organize the Deal Room: Create a Digital Sales Room that is organized and has a clear structure. Create different sections for the various topics or stages in the onboarding process. You could, for example, have sections dedicated to training videos and tutorials, user guides and frequently asked questions. Customize it to reflect your company’s colors, logo and other design elements. This will create a consistent and branded experience.
Upload onboarding material:Now begin uploading the onboarding materials collected into the relevant sections of the deal room. Make sure that all documents are easily accessible and well-organized.
Implement access control. Configure access control settings so that different stakeholders have appropriate levels of access to prevent unauthorized changes. You can, for example, grant read-only access to your customers while giving editing rights to team members within the company.
Communication and collaboration with customers: Share with your customers the link to the Digital Sales Room and explain its benefits and purpose, while highlighting how this will streamline their onboarding process. Use the collaboration features in the Digital Sales Room so that customers can leave comments, submit questions or feedback directly on the platform.
Track the progress of customers: Monitor their activity in the sales room so you can understand how they are engaging and moving forward. Check to see if the customer is able to access required materials, and if there are any issues. You can then help them proactively and resolve any issues.
Iterate and gather feedback: Encourage your customers to give feedback about the Digital Sales Room and the onboarding process. Iterate the plan based on their suggestions. Customer insights should be used to continuously improve and refine the deal room.
Digital Sales Rooms For Other Teams
Digital Sales Rooms are also a great tool for other teams to use in their workflows. This will streamline collaboration. Depending on the functional area they are in, they can upload documents, videos or other resources. This will help them refine their strategies, maximize conversions and reach their team’s goals more efficiently.
Hippo Video: Unleash the Power of Digital Sales Rooms
Adopting a new technology, Digital Sales Room, can be a challenge. However adopting this technology in its early stages offers many opportunities. Hippo Video helps you adopt the Digital Sales Room technology to help you achieve your desired sales results.
Sales teams can collaborate with multiple stakeholders simultaneously and streamline their outreach processes by using Digital Sales Room. They can educate and engage prospects, track engagement and qualify leads faster.
Start using Hippo Video’s Digital Sales Rooms today to unleash the power of seamless collaboration.
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