The Ultimate Guide to Digital Sales Room

A Comprehensive Exploration of Modern Digital Sales Room with Top 16 Tools Comparison.
Published by
Haresh
on
July 16, 2024
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Last modified on
November 1, 2024
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Key takeaways
  • McKinsey research shows that on average 70-80% of B2B buyers now prefer remote human interactions or a digital self-service in their purchasing process. In short, modern buyers want a 'rep-free’ experience in their purchase journey.
  • According to Gartner, B2B buyers give more importance to the buying experience during the sales cycle, more than the actual product and pricing.
  • Garter states that, by 2025, 80% of B2B sales are going to happen predominantly through digital channels.
  • With the increased number of stakeholders in the buying committee, it has become very complex for the sellers to engage everyone through complicated email threads.
  • The digital sales room uncomplicates this factor by providing a single dedicated virtual space where sellers can share presentations, proposals, and videos in a well-organized, easy to access format with everyone in the buyer’s team.

Summary table of 16 Digital Sales Room Software comparison

1
Buyerstage io
Market Segment
CRM integrations (Salesforce & HubSpot)
Top 3 capabilities
Best for
1
Buyerstage
SMB to Mid-Market
Starts from $34 plan
  • Automated lead qualification
  • Sales Content management
  • Buyer analytics and reports
Small and midsize sales teams to handle buyer collaboration from Top of the funnel to deal closure.
2
Trumpet
SMB to Mid-Market
Starts from £36 plan
  • Content management
  • Proposals and quotes
  • Data insights and signals
Early-stage and midsize sales teams to manage their collaboration with buyers.
3
Aligned
SMB to Mid-Market
Available in Enterprise plan
  • Customizable templates
  • Revenue intelligence
  • Buyer engagement analytics
Small and midsize sales teams to manage collaboration with buyers.
4
Allego
Midmarket-Enterprise
Available in Custom plans
  • Sales content management
  • Sales readiness, coaching and feedback
  • Video engagement analytics
Enterprise sales teams.
5
Get accept
SMB to Mid-Market
Starts from £69 plan
  • Sales content management
  • Proposals & Contracts
  • Configure, Price, Quote (CPQ)
Small and mid-size sales teams to manage buyer collaboration along with contract management.
6
Dealhub
Mid-market
Available in Custom plans
  • CPQ
  • Contract lifecycle management
  • Dealroom
Medium – large size sales teams who are looking for digital sales room solution along with CPQ solution.
7
Dock
SMB to Mid-Market
Starts from $59 plan
  • Content management
  • Sales order forms
  • Client portal
Small and mid-size sales teams to manage buyer collaboration along with contract management.
8
Recapped
SMB to Mid-Market
Available in $125 plan
  • Document collaboration
  • Manage PoC's
  • Sales handoff
Mid-size sales teams to manage buyer collaboration, PoC’s and client onboarding
9
Accord
SMB to Mid-Market
Starts from $99 plan
  • Account planning
  • Playbook enforcement
  • Onboarding and activation
Small sales teams who focus on account planning, business cases, and MEDDPIC
10
Dealpad
Mid-market
Starts from $799 plan
  • Mutual action plan and collaboration
  • Salesmind AI (Predictive AI)
  • While labeled domain
Enterprise sales teams
11
Relayto
SMB to Mid-Market
Available in Business & Enterprise plans
  • AI powered interactive content modules
  • Collaborative content hub
  • Inbuilt meeting scheduler
Small to midsize sales teams
12
Along
Midmarket-Enterprise
Available in Custom plans
  • Engagement tracking
  • Proposal effectiveness reporting 


  • Integrations
Midsize sales teams
13
Enable us
Mid-market
Starts from $50 plan
  • Sales content management
  • eSignatures & Signable Document Templates
  • Customer reference management
Midsize and larger sales teams to manage both digital sales room and sales coaching effectiveness.
14
Valuecase
Mid-market
Starts from 59€ plan
  • Flexible microsites
  • CPQ
  • Prospect engagement insights
Larger sales teams to manage their end-to-end process from initial contact to customer onboarding.
15
Flowla
SMB to Mid-Market
Starts from $150 plan
  • Content repository
  • E-signatures
  • Flowla AI
Small to midsize sales teams to handle their buyer engagement process and customer onboarding.
16
Arrows
SMB to Mid-Market
Available in all plans
  • Best native integration with HubSpot
  • Clean and easy-to-use platform with an interactive interface.
  • Synced with onboarding plans and client portal
Sales teams that run on HubSpot

Understanding Digital Sales Room  

What is a digital sales room?

Digital sales room are centralized virtual spaces, like microsites, that enable sellers and buyers to regularly engage and collaborate in a centralized environment with relevant sales content throughout the deal cycle. It acts as a single source of truth to share content, engage, and manage every action in the process between all the participating stakeholders in a more secure and organized way, unlike complex email threads and scattered chats.  

Through their own research, modern buyers are well-informed, even before and during the sales process. Sales content plays a huge role at every stage of the purchase journey. But sellers are sharing those multiple informative content pieces across a variety of channels, including emails, video conferencing, google drive and chats.

With a digital sales room, sellers can share various types of sales collateral, like documents, demo videos, call recordings, interactive product tours, etc. Buyers will get an organized purchase experience in a single environment, where they can easily address their needed assets, consume them, and instantly engage with the buyers in real-time through chats and comments instead of waiting over for the next meeting. Sellers can track this engagement through analytics and insights, prioritizing buyers with high intent and iterating their strategies.

Digital sales room

The Importance of Digital Sales Room in Modern Business  

McKinsey research shows that on average 70-80% of B2B buyers now prefer remote human interactions or a digital self-service in their purchasing process. In short, modern buyers want a 'rep-free’ experience in their purchase journey. Buyers don’t want to scout their email inboxes and skim through webinar videos for the information they need, nor do they want to connect with a sales rep to get that asset. All they want is a single centralized platform where they could get an organized stack of sales content to quickly access and collaborate in real-time with the sellers for their instant queries.

As everyone knows, b2b purchases aren't closed with a single person’s decision. With the increased number of stakeholders in today’s buying committee, sellers often find it difficult to reach and engage every stakeholder in the buyers’ team. Digital sales rooms act as a single collaborative space where sellers can uncover the hidden stakeholders and collaborate with everyone in the committee.  

Overall, to cope with the modern buyer’s pace and simplify their self-research and decision-making process, traditional tools like emails, chats, and content sharing through Drive became obsolete. Digital sales rooms help to streamline the whole sales process in a more efficient way than ever by offering them a connected buying experience at every stage.  

Key Components of Digital Sales Room  

Customer Relationship Management (CRM) Systems  

CRMs always remain the core foundation for any sales team. It should be a single point of source to list all the prospects with day-to-day status updates in the sales process. Today, in addition to the CRM, various tools for different sales use cases have emerged, and sales teams can't achieve maximum efficiency if they need to frequently toggle between the CRM and other tools, like digital sales rooms. The integration of the digital sales room with the CRM allows for the central handling of all actions, eliminating the need for app switching.

CRM integration

Document Management and E-signature Solutions  

The sales process involves sharing various documents, both internally among team members and externally with prospects. Previously, we relied solely on PDFs and documents for document sharing, but today's evaluation stage requires the sharing of various content types, such as videos, interactive demos, and other large files. Secure e-signature features, once completed and during the contract process, are essential to accommodate buyers from various global locations. Digital sales rooms offer both solutions with extensive features like content repositories, multimedia support, and e-signature modules, which provide a single point of contact for managing the documentation.  

Communication and collaboration tools  

If you continue to rely solely on email threads for communication with your buyers, you are jeopardizing your buyer experience and potentially losing a significant number of deals. Buyers hate the endless email threads where it is so complex to locate their needed documents and go through the overall progress in chronological order. Additionally, you cannot manage your content versions without sending a follow-up email. It's unclear whether the buyer will be able to access and receive updates on time. Digital sales rooms replace these email threads with real-time collaboration features like commenting, chat, and tagging options inside the portal. Both sellers and buyers will get timely notifications and collaborate in real-time without losing momentum.  

Collaboration tools

Analytics and reporting capabilities  

Here's where the digital sales rooms truly shine. DSRs are not only meant to store and share sales assets with your buyers with a single link. It’s a treasure of actionable data that can track and analyze how your buyers are interacting with your sales assets, which parts they are most interested in, and overall, it gives you a complete breakdown of how much time each stakeholder has spent in your room. Leveraging these data points, you can easily spot high-intent buyers, which helps to improve your sales content creation efforts.  

Analytics and reports
Engage your buyers more personalized,with a Digital Sales Room.

Advantages of Implementing Digital Sales Room

Enhanced buyer experience  

According to Gartner, B2B buyers give more importance to the buying experience during the sales cycle, more than the actual product and pricing. Consider two vendors, where one is engaging with you through multiple distributed channels like emails, chats, and meetings, and the other is connecting with you via a single point of contact, i.e., digital sales rooms. Naturally, you will get a sense of ease with the second vendor, and that factor has a positive impact on the deal cycle.  

Today’s buying process is more complex than ever because hundreds of products are emerging in each category. Buyers are already experiencing frustration with their self-directed research process when attempting to choose the ideal solution. This is where the buyer experience plays a crucial role, aiding the buyers by streamlining the evaluation process in a more tailored manner. Thmode digital sales room helps to deliver an exceptional buyer experience, which will easily attract potential prospects during their evaluation process.  

Improved sales efficiency and productivity  

Digital sales rooms help sellers manage all their activities in a more organized way, as they provide a single space to keep everything on track. Usage of too many tools is not a fancy thing to brag about; at the end of the day, switching between the tools leads to time wastage, and it's very tough for the sellers not to miss any crucial action or data when working across multiple accounts. Digital sales room provides a single platform that facilitates the storage and management of sales assets, the creation of mutual action plans, and follow-up with prospects, thereby enhancing their daily productivity.

Streamlined sales processes  

A well-organized and streamlined sales process will make your salespeople work smarter and not burn out from working too hard. It requires the elimination of unnecessary manual actions and the automation of all possible tasks within the workflow. Digital sales rooms allow sellers to streamline all their sales engagement activities in a connected workflow, where they don't need to nitpick on manual actions like searching sales content, email follow-up, calendar update, content versioning, etc. With a one-time setup in a centralized space, they can handle all their activities in a more streamlined manner, which would save a lot of time and effort in the long run.  

Data-driven decision-making  

One of the crucial factors between a top-performing sales team and a mediocre team is how they leverage data deeply in their sales process. With the right data points in the modern age, sellers can easily predict in the earlier stages which buyers are most likely going to purchase or are not so serious in their buying efforts. This data is a paramount goldmine, as it prevents sellers from focusing on the unqualified prospects and tire-kickers in the pipeline. A digital sales room gives you the capability to track every buyer action on your sales assets. Based on their engagement data, you can breakdown the data points like time spent, participated stakeholders from the committee, content sharing made, number of comments, etc. This ultimately assists you in making decisions supported by these data points, rather than relying solely on imprecise assumptions.

Explore the list of Top 15 Digital Sales Room Software

Implementing Digital Sales Room in Your Business

Assessing your sales needs and objectives  

Not all sales teams and processes are the same for every organization. Based on the complexity of the product, the target customers, and the strategy, every sales team follows different workflows, and the priorities vary. Some crucial factors to consider when determining whether you need a digital sales room are:

  • The product is capable of PLG (product-led growth) or not.  
  • Sales cycle duration  
  • Avg. number of stakeholders in the buyer’s team  

Digital sales rooms primarily cater to complex products that require a long sales cycle and involve multiple stakeholders. Therefore, it is vital to analyze what your top sales objectives are. Simply put, the end objective of implementing a digital sales room is to simplify your deal cycle, not the other way around. With this aspect in mind, assess your sales process and list out the top priorities you want to accomplish by implementing a digital sales room.  

Selecting the Right Digital Sales Room Tools  

At present, digital sales rooms are solving different use cases throughout the customer journey to provide an organized buyer experience. It includes mutual action plans, a content library, contract management, and customer onboarding. As mentioned earlier, assess your sales process and break down the top priorities you need to focus on immediately. Priorities differ across various sales teams; while one can plan to use the digital sales rooms throughout their pipeline, others will utilize them just for content sharing and tracking their buyer engagement. Based on your needs, prioritize the digital salesroom vendors who offer the right capabilities to meet your specific objectives.

Integrating Digital Sales Room with Existing Systems  

Today, every team has their own sales tech stack based on their workflows. CRM is always the central hub for any sales team. An efficient digital sales room should be capable enough to rightly fit in with your existing tech stack, which comprises all the tools like CRM, marketing automation, content management systems, analytics, and CPQ. With seamless integration into your existing workflow, you can easily achieve a centralized data-driven space that can drive better collaboration with your buyers, which ultimately leads to more deal closures.

Training and Onboarding for Sales Teams  

When implementing a digital sales room for the first time in an organization, it is critical to onboard and train the salespeople. They should get dedicated guidance on the complete breakdown of a digital sales room's capabilities and how they can implement each of them in their existing sales process. During the initial phase, it is better to assign a person for frequent training and shadowing to effectively train them. In this process, the mentor should ensure a smooth transition from their existing tool usage to digital sales rooms in terms of collaborating with their prospects.  

Optimizing sales processes with digital sales room  

Lead management and nurturing  

Treating every lead as a good one won't yield any sales results at all. One of the crucial skills that salespeople need is the ability to manage and prioritize high-intent leads and spend their maximum time and effort to close them. Otherwise, it would end up in chaos by getting ghosted by the tire-kickers. Armed with a digital sales room, sellers can easily spot qualified, high-intent buyers by tracking their interactions inside the room. Also, for consistent nurturing, sellers can easily engage by chatting or commenting in the relevant modules in real-time. There's no need to send follow-up emails, endure days of waiting, and remain invisible in the inbox deluge.

Personalized Sales Presentations and Proposals  

Personalization is hard. Personalizing at scale is even harder. No buyer is prepared to focus on content that lacks customization and is tailor-made for their needs. A digital sales room allows sellers to easily craft a customized room from scratch or edit using pre-existing templates in a jiffy. Not only can you provide them with PDFs and documents, but you can also incorporate a brief video in which you greet them and directly discuss their needs. This will have a huge impact on standing out from the crowd of sellers who are sending the same old pdfs to their email inboxes. You can also integrate the relevant automation tools for personalization and make customized rooms without spending much time.  

Efficient contract management  

Across all industries, at the final stage of sales, less than half of proposals succeed, and salespeople encounter difficulties during the final closure phase. This is mainly due to poor contract and proposal management, where buyers are frustrated and lose trust. Digital sales rooms simplify this process through organized proposal management, where sellers can craft personalized sales proposals that are unique to the respective buyer. Moreover, DSRs automate the creation of quotes and enable real-time collaboration and edits between buyers and sellers, eliminating the need for sellers to repeatedly revise and send the proposal. With real-time insights, sellers can take immediate actions such as mapping the relevant stakeholders, setting up reminders and renewals, and engaging promptly with the latest versions that are readily available to the buyers at any time, ensuring a seamless transfer of proposals and contracts.

Seamless Collaboration with Internal and External Stakeholders  

A successful deal closure happens through healthy collaboration between all the stakeholders from both the seller and buyer ends. With the increased number of stakeholders, especially on the buyers' side, it has become very complex for the sellers to engage everyone through complicated email threads. The digital sales room uncomplicates this factor by providing a single dedicated virtual space where sellers can share presentations, proposals, and videos in a well-organized format. With this centralized platform, everyone in the deal cycle has the advantage of a common place to gather, consume information, and resolve their queries instantly in real-time discussions. For both internal and external collaboration, digital sales rooms help to achieve a seamless collaborative experience.  

Leveraging data and analytics for sales success

Tracking and analyzing customer interactions  

The primary cause of misalignment between any sales and marketing team is the lack of understanding about the performance of sales content. This assumption-led approach to content creation resulted in significant time and effort waste, as well as misunderstandings among both the sales and marketing teams. With a digital sales room, from the moment a link is shared, every buyer interaction inside the room will be tracked. Simply by watching the real-time impact and analyzing the engagement data from every stakeholder, sellers can take data-backed decisions to fine-tune their next set of actions for improving their sales content.  

Tracking customer interactions

Monitoring sales performance and KPIs 

With dashboard views and reports, the digital sales room can give a holistic view of accounts based on the stages in the deal cycle and interactions made by the buyers. Every day, this comprehensive view provides a concise evaluation of the sales team's performance, highlighting the top buyers for further attention. Sellers can easily monitor their sales performance regularly with the right KPIs, such as potential accounts engaged, time spent by buyers, top-performing assets, the number of decision-makers engaged, and so on.

Sales performance KPIs

Utilizing insights for targeted marketing and sales strategies  

As said earlier, sellers can easily track and analyze the engagement reports extracted from the digital sales room. Sellers can extract fruitful insights from this data, gaining a deeper understanding of their customers' needs and interests. With this extensive knowledge and understanding, marketing teams can craft well-targeted campaigns, and sales teams can design and improvise their strategies to connect better and convert their prospects faster in the deal cycle.

Engage your buyers more personalized,with a Digital Sales Room.

Ensuring Security and Compliance in Digital Sales Room

Data Security Best Practices  

Robust security measures are crucial because digital sales rooms handle highly confidential and sensitive information such as product pricing, customer data, top stakeholders' emails, and contract details. Buyers expect their data to be double protected when sharing it through a digital salesroom. For this, DSRs should be capable enough, with extensive capabilities like access and permission controls, content versioning, data encryption, and secure file sharing with strong authentication steps. Both sellers and buyers should be very keen on following the security protocols by utilizing the above-mentioned DSR's capabilities in the right way. Sellers must regularly review and update the security settings, and it's their responsibility to educate the buyers' team properly to follow the security measures.  

Compliance with Data Protection Regulations  

Ensuring compliance with data protection regulations is one of the primary considerations when considering a digital sales room, and it reflects the security and trustworthiness of its use. It is imperative for any digital sales room to consider accreditation with regulations such as GDPR, ISO, and SOC. In this way, buyers can gain the trust and confidence to implement a secure and safe environment in their sales process.  

Secure document sharing and storage  

The sales content assets fuel the sales process at every stage of the buyer journey. By emphasizing secure document sharing and storage, the digital sales room helps sales teams seamlessly store, protect, and operate all the sensitive information at ease with the multiple accounts they are dealing with every day. By leveraging capabilities like access controls, data encryption, and automatic content updates, both sellers and buyers can focus on seamless collaboration in real-time instead of worrying about a data breach.    

Best Digital Sales Room Software Reviewed (16 Players):

1. Buyerstage

Buyerstage is one of the most widely used digital sales room software that helps to create an engaging buying experience during the deal cycle for more successful collaborations and deal closures.

Sellers can automate lead qualification, plan the deal cycle with interactive mutual action plans, organize their sales assets in the repository, and stay informed with engagement analytics. To streamline the sales process, Buyerstage provides seamless integrations with CRMs and other popular workflow tools to efficiently manage the sales tech stack.

Buyerstage

Pricing:

  • Free plan – 30-day free trial available✅ (Limitations- 3 Rooms per user per month, Unlimited users)

Paid plans  

  • Growth - $20/user/month
  • Premium - $34/user/month
  • Enterprise - $69/user/month

Best for:

Small and midsize sales teams who are looking for a centralized collaborative space to manage all their funnel activities, from automating lead qualification, discovery, buyer collaboration to deal closures.  

Top Pros:

  • I love this product so much: Buyerstage – providing a Digital Sales Room (DSR) and Mutual Action Plan (MAP) making the sales process so much streamlined for the buyer.
  • Buyerstage offers extensive data and analytics that provide a comprehensive insight into your buyers/customers right at your fingertips.
  • Buyerstage is an all-in-one platform that provides different touchpoints at each stage of the entire sales funnel, allowing you to significantly shorten your sales cycle.

Top Cons:

  • When the room is overloaded with a lot of content, sometimes it may take a bit to load.  

Key features:

  • Mutual action plan  
  • Automated lead qualification
  • Automated discovery
  • Sales content management
  • Stakeholder mapping
  • Analytics and reports
  • Customer onboarding

2. Trumpet

Trumpet is a comprehensive buyer enablement platform that provides a digital sales room and other solutions to create collaborative, personalized microsites.

Trumpet describes these trackable rooms as 'pods' that sellers can customize and share with their buyers. Furthermore, the tool provides extensive features like mutual action plans, video recording, content management, and e-signatures to cover the end-to-end sales process all under one roof.

Trumpet

Pricing:

  • Free plan - Available✅ (Limitations- 10 rooms/account)

Paid plans  

  • Pro - £29/user/month
  • Scale - £60/user/month
  • Enterprise - £100/user/month

Best for:

Early-stage sales teams to manage their collaboration with buyers.  

Top pros (from G2):

  • The ability to hold everything in one place.
  • Ease of use. Professional image with customers branding
  • There is a huge number of different objects you can add to the pod.

Top Cons (from G2):

  • Certain UX aspects are maybe not as intuitive as they could be.
  • At times the usability can be quite clunky.
  • The one feature I do wish was more in depth is the analytics on pages.

Key features:

  • Mutual action plan
  • Content management
  • Custom URL
  • E-signatures
  • Proposals and quotes
  • Data insights and signals

3. Aligned

Aligned is a prominent player in the digital sales room space, providing a collaborative platform where sellers and buyers carry forward their complex deal cycles in one centralized space. It helps to orchestrate the whole deal cycle through a powerful mutual action plan, consolidating all content and engagement between buyers and sellers in one space. Moreover, Aligned offers seamless integration with CRMs and other third-party tools, enabling sellers to manage the entire sales journey in a more organized manner, thereby enhancing their productivity.

Aligned

Pricing:

  • Free plan - Available✅ (Limitations- 3 rooms/seat)

Paid plans

  • Basic - $29/seat/month
  • Pro - $49/seat/month
  • Enterprise – Talk to sales

Best for:

Ideal for new users to explore the capabilities of a digital sales room for their use cases.

Top pros (from G2):

  • Aligned is simple to use and navigate thanks to its straightforward design and user-friendly interface.
  • Access to behind-the-scenes data help you comprehend buyers' purpose and where they are in the sales process
  • Quick and simple setup for additional rooms. cooperative approach.

Top cons (from G2):

  • Aligned's flexibility and ease of use make it a good choice for newcomers even with its bugs
  • fully configuring and integrating with existing systems took some time and effort during the initial setup phase.
  • A disadvantage that I encountered was the infrequent blocking or the slow loading of large files.

Key features:

  • Mutual action plan
  • Customizable templates
  • Aligned AI
  • Buyer engagement analytics
  • Customer success hub
  • Revenue intelligence

4. Allego

Allego is a comprehensive sales enablement platform that offers multiple modules like sales content management, sales coaching, and conversation intelligence, of which the digital sales room is one of the key components. It provides a centralized hub to curate and organize the sales content that enables sellers to offer a personalized buyer experience. One of the standout features is the asynchronous video communication in the digital sales room to share feedback. Apart from this, they offer AI-powered coaching, which helps to effectively onboard and train the salespeople.

Allego

Pricing:

  • Free plan – Not available❌
  • Paid plans – Pricing undisclosed

Best for:

Enterprise sales team that needs a comprehensive suite to manage their sales coaching process and buyer collaboration in one platform.  

Top pros (from G2):

  • Helps to connect team members in a digital sales world both internally and externally.
  • A single platform that can house information from multiple different modalities ie PDFs, videos, documents and articles.
  • The ability to store content, as well as share that content and be able to track who's looking at it is my favorite feature on Allego.

Top cons (from G2):

  • Some integration and customization need to be done by the Allego team and cannot be done by the admin of the system.
  • The search function can give confusing results.
  • I sometimes feel as if the interface could be a bit modernized.

Key features:

  • Sales content management
  • Sales readiness, coaching and feedback
  • Video engagement analytics
  • Conversation intelligence

5. GetAccept

GetAccept is a comprehensive platform that comprises a digital sales room (aka deal room) and contract management capabilities to streamline the end-to-end sales process, from buyer engagement to contract signing. Deal rooms allow sellers to engage with buyers through collaborative spaces where they can share content, engage, track, and negotiate. The contract management feature allows salespeople to create proposals and branded contracts from smart templates in less time, and electronic signatures ensure a secure document signing process.

GetAccept

Pricing:

  • Free plan - Available✅ (14-day free trial)

Paid plans

  • Professional - $79 per user/month
  • Enterprise – Talk to sales

Best for:

Small and mid-size sales teams, who want a single platform to manage buyer collaboration, contract management and customer onboarding process.  

Top pros (from G2):

  • GA helps make the difference also when we send a proposal with the video feature, that adds a personal and friendly touch.
  • Easy and quick tool for signing contracts and keeping customer info.
  • Nice layout that gives a professional expression to our customers.

Top cons (from G2):

  • New users face difficulties in adapting to the features.  
  • The reporting feature is quite complex to overview.  
  • The dealboard can be a bit confusing - there needs to be more explanation about the different stages.

Key features:

  • Sales content management
  • Proposals & Contracts
  • Configure, Price, Quote (CPQ)
  • Electronic Signatures
  • Tracking & Analytics

6. Dealhub

Dealhub is a quote-to-revenue solution for the sales teams, which helps to seamlessly manage the complex pricing and deployment process. Dealhub offers digital sales room in name of feature called 'dealroom' as part of the CPQ platform, that helps to manage and centralize the buyer-seller communication, deal related content along with integration options with leading CRMs and other tools.

Dealhub

Pricing:

  • Free plan – not available❌
  • Paid plans - Undisclosed

Best for:

Medium – large size sales teams who are looking for digital sales room solution along with CPQ, CLM, billing management platform.  

Top pros (from G2):

  • Dealrooms have helped put a professional polish on the "contract signing" step in our sales process, and the generated PDF quotes have ensured our written contracts are consistent and clean.
  • DealHub strikes the perfect balance of being infinitely customizable to accommodate complex use caess and flexibility in the quoting and proposal process, all while integrating tightly wtih SFDC.

Top cons (from G2):

  • Some features that would be really nice to have but do not currently exist within Dealhub would be the ability to live edit a Dealroom or the addition of more robust reporting and filtering on the approvals page.
  • The implementation process was long and difficult. The back end software is pretty dated and not very intuitive.
  • I would like more flexibility in managing playbooks.

Key features:

  • CPQ
  • Billing
  • Contract lifecycle management
  • Subscription management
  • Dealroom

7. Dock

Dock provides a collaborative client-facing workspace that has a package of features like a content library, order forms, and e-signatures to manage your end-to-end sales process. They categorize their modules under the following categories: sales deal room, customer onboarding, and client portal, where they cover all stages of the customer journey: sales, onboarding, and renewal.

Dock

Pricing:

  • Free plan - Available✅ (Limitations – 5 workspaces)

Paid plans

  • Starter - $49/user/month
  • Growth - $59/user/month
  • Enterprise – Talk to sales

Best for:

Small to mid-size sales teams who are giving preference to a comprehensive platform that covers sales, onboarding, contract management and renewal processes.  

Top pros (from G2):

  • User-friendly interface and customizable workspaces that streamline project management.
  • It's completely customizable, allowing me to set up the perfect experience for any type of client or project
  • Really easy to use, and straightforward for our prospects as well.

Top cons (from G2):

  • Sometimes the formatting of setting up a section within a workspace can be a slight challenge.
  • Features such as sections in workspaces break often, pricing cards don't load properly

Key features:

  • Content management
  • Sales order forms
  • Client portal
  • Client project management
  • Customer onboarding

8. Recapped

Recapped is a digital sales room solution that creates centralized, customizable deal pages to guide buyers through the sales cycle. With easy content sharing and collaboration capabilities, it helps facilitate engagement with multiple stakeholders in a single, organized environment. Further, they provide capabilities to manage POCs, sales handoffs, and onboarding clients.

Recapped

Pricing:

  • Free plan - Available✅ (Limitations – 5 workspaces)

Paid plans

  • Professional - $85/user/month
  • Business - $125/user/month

Best for:

  • Mid-size sales teams to manage buyer collaboration, PoC’s and client onboarding.  

Top pros (from G2):

  • Recapped.io is super easy to use and their support team is always there when you need them.
  • Streamlined and easy to see all of our resources and conversations. Easy to collaborate with clients.
  • Super helpful to be able to upload content and keep a mutual timeline in one place.

Top cons (from G2):

  • I wish it was easier to navigate. The UI needs an update.
  • It can take a lot of time to customize your templates early on. There are lots of options and file types so you can get lost in the weeds trying to make things perfect.
  • Would love to see more visibility around the other users that are also sharing a template or working off of the same template.

Key features:

  • Mutual action plan
  • Document collaboration
  • Manage PoC's
  • Sales handoff
  • Client onboarding

9. Accord

Accord is a deal execution platform that provides various capabilities for managing the deal cycle, from evaluation to activation stages. It includes mutal action plans, account planning, sales content management, and onboarding and activation modules. In a nutshell, accord aims to provide a coherent experience for the buyers in deal execution and increased productivity for the sellers.

Accord

Pricing:

  • Free plan - Available✅ (Limitations –1 user)

Paid plans

  • Startup - $99/user/month + platform fee
  • Growth - $119/user/month + platform fee
  • Enterprise – Custom plan

Best for:

Small sales teams who focus on account planning, business cases, and MEDDPIC.

Top pros (from G2):

  • The ease of use when adding stages in for accounts.
  • Easy to create summary pages make revisiting and validating challenges and previous conversations easy.
  • It helps me hold clients accountable for completing action items throughout their onboarding process

Top cons (from G2):

  • I wish it had some more features, like the ability to search for steps and see who checked off a step or viewed the step and the materials within that step.
  • Mobile user experience could be better and more seamless.
  • Sometimes UI can be a bit finnicky.

Key features:

  • Account planning
  • Playbook enforcement
  • Onboarding and activation
  • Sales content management

10. Dealpad

Dealpad is a digital sales room platform that helps B2B sellers identify stakeholders and interact with the buying team in a unified setting. It’s a typical buyer enablement platform that aims to decrease the sales cycle length and increase win rates by enabling buyers through content sharing and consistent engagement.

Dealpad

Pricing:

  • Free plan – Not available❌

Paid plans

  • Small sales teams - $499 / month (Up to 3 seats)
  • Growing sales teams - $799 / month (Up to 7 seats)
  • Large sales teams - $2999 / month (8+ seats)

Best for:

Enterprise sales teams looking for custom CRM integration, white labeled domain and AI capabilities to improve customer experience and engagement.

Top pros (from G2):

  • The collaborative nature of dealpad brings that crucial information to the forefront.
  • We liked Dealpad because we could bring our buying stakeholders into it and run a joint process with them.
  • The AI deal score is something I hadn't seen before and was one of the main reasons for us switching to Dealpad.

Top cons (from G2):

  • It would be nice to have more integrations and a signatory tool that would help us consolidate siloed tools we use into one tool.
  • Looking forward to DealPad adding more integrations into the tools we use.
  • Weak analytics - could certainly do more here to help us become more data driven.

Key features:

  • Mutual action plan and collaboration
  • Salesmind AI (Predictive AI)
  • While labeled domain
  • Integration

   

11. Relayto

Relayto is an interactive experience platform that enables sellers to create personalized and interactive web content to engage prospects. The core aspect on which they are focusing is converting static documents into captivating interactive journeys. Provided with multi-content support and tools, along with security features, Relayto empowers sellers to deliver engaging experiences and extract insights by tracking buyer interactions through their analytics to drive sales success.  

Relayto

Pricing:

  • Free plan – Available✅ (Only 1 user, up to 5 experiences)

Paid plans

  • Pro - $65 / month (Only 1 user, up to 20 experiences)
  • Team - $800 / month (5 users, 50 experiences)
  • Business – $2700 / month (10 users, 250 experiences)
  • Enterprise – Talk to sales

Best for:

Small to midsize teams who want to transition from static content assets to delivering multimedia content to their prospects.  

Top pros (from G2):

  • I like how easily you can turn a website, pdf or other document into an interactive presentation.
  • Collaborative features are good and user friendly.
  • It helps to create all the interactive and engaging content in different formats.

Top cons (from G2):

  • The initial learning curve might be difficult for the first-time user.
  • Exploring it at first is a bit tricky for someone with less experience.
  • I was frustrated that I couldn't add a page natively and had to keep editing an external document and uploading it as I built my presentation.

Key features:

  • AI powered interactive content modules
  • Collaborative content hub
  • Inbuilt meeting scheduler

12. Along

Along positions itself as a collaborative workspace (virtual desk) where sellers and every stakeholder in the buyers’ team connect at one common interface to tackle complex B2B sales. Like any other digital sales room, it uses the mutual action plan as a guided task list to pass on information about the deal between the participants. Apart from tracking buyer engagement through analytics features, it also helps managers track the performance of their sales reps and leverage the data to improve their sales performance.

Along

Pricing:

  • Free plan – Not available❌
  • Paid plans - Undisclosed

Best for:

Midsize sales teams looking for a platform to deliver buyer experience and track activities and performance on both sellers and buyers’ end.  

Top pros (from G2):

  • Full control over the customer's sales journey. User-friendly interface and control over all stages of working with a person.
  • Very helpful, setup in no time, nice overview for product demos and very easy to use.
  • Along has revolutionized our sales and onboarding processes, cutting onboarding times by 50%.

Top cons (from G2):

  • I am not able to white lable it.
  • Would like more options in designing the Along Spaces to increase the experience of our customers.
  • It still takes time to explain our target customer what Along is as the concept is still new to many.

Key features:

  • Engagement tracking
  • Proposal effectiveness reporting
  • Integrations

13. Enable us

Enable Us positions itself as an all-in-one seller and buyer enablement platform that offers a digital sales room solution to craft digital buying experiences and close deals faster. It helps sellers curate and organize all relevant sales content in one place, as well as create mutual action plans to guide buyers. They also provide a customer reference management system where sellers can easily request video, audio, or text-based feedback from their customers inside the rooms and easily approve and share the collection.

Enable us

Pricing:

  • Free plan – Not available❌

Paid plans  

  • Starter - $25/ user / month (Up to 5 user licenses only)
  • Growth - $50 / user / month (Up to 30 user licenses only)
  • Revenue productivity plan – Talk to sales

Best for:

Midsize and larger sales teams who are looking for a single platform to manage both digital sales rooms and sales coaching effectiveness.  

Top pros (from G2):

  • I like the Digital Sales Rooms & Resource/Content Library. Ease of Use.
  • Easy to use, gives insights into content usage, has everything a team would need in a deal room.
  • The most helpful thing about Mindtickle is being able to quickly and efficiently get proposals out the door with a proven template.

Top cons (from G2):

  • I'm not a huge fan of the UI experience - it feels like is older looking, sometimes difficult to navigate/find what you need.
  • It would be great if it could be deeply integrated with CRMs.
  • Sometimes the UI can be a little cumbersome when formatting a room.

Key features:

  • Mutual action plan
  • Sales content management
  • eSignatures & Signable Document Templates
  • Customer reference management
  • Seller and buyer insights

14. Valuecase

Valuecase offers a comprehensive digital sales solution to organize the sales process via mutual action plans and content repositories. Valuecase assists in managing the entire sales process, from engaging buyers through contract management using CPQ to onboarding customers, all within collaborative journey spaces.

Valuecase

Pricing:

  • Free plan – Available✅ (14-day free trial)

Paid plans  

  • Growth - 59€ /user / month (min 5 users)
  • Enterprise – Talk to sales

Best for:

Larger sales teams who want to orchestrate their end-to-end sales process from initial contact to customer onboarding.

Top pros (from G2):

  • Valuecase is super easy setup and has a really nice UI, it's very customizable and the hubspot integration makes the day-to-day usage super smooth, amazing support.
  • Simple to use, with a clean structure and design while having all sales assets in one place.
  • The ability to create customised spaces for customers to access relevant/important content in a single location.

Top cons (from G2):

  • I would have liked to get more insights / get a deeper understanding of how our prospects interacted with the page.
  • Sometimes I find the customization options a little limited and I find myself seeking more freedom in designing the page.
  • Sometimes I wish there were a few more features.

Key features:

  • Flexible microsites
  • Mutual action plans
  • CPQ
  • Prospect engagement insights
  • Integrations

15. Flowla

Flowla is a personalized, custom-branded collaborative platform that helps to streamline the collaboration between buyers and sellers in the deal cycle and simplifies the customer onboarding and implementation process. They term their rooms as "flows," where sellers can customize them for each buyer, prepare mutual action plans, upload all the necessary sales assets, and gather all the stakeholders to engage in a single workspace. With analytics, sellers can get detailed insights on buyer behavior from the flows they've shared.

Flowla

Pricing:

Free plan – Available✅ (Limitations - 5 flows per organisation)

Paid plans  

Professional - $120 / month (includes 3 seats. $49/mo/seat for additional seats)

Team - $320 / month (includes 5 seats. $64/mo/seat for additional seats)

Best for:

Small to midsize sales teams looking for a digital sales room solution to handle their buyer engagement process and improve customer onboarding experience.

Top pros (from G2):

  • The platform allow us to break down complex tasks into manageable steps, ensuring nothing falls through the cracks when collaborating with others.
  • Seamless integration with the tools our team is used to using, as well as our CRM.
  • Flowla allows us to centralize and consolidate all our client-related materials like documents, presentations, and other interactive content like website pages in a single, accessible hub.

Top cons (from G2):

  • Maybe the Flowla AI could have more sophisticated capabilities.
  • I wish there were more design customization options in the flow.
  • We really would like their CRM integration to be more robust.

Key features:

  • Mutual action plans
  • Content repository
  • Revenue intelligence
  • E-signatures
  • Flowla AI

16. Arrows

Arrows sales rooms provide dynamic pages that keep prospects engaged, helping teams that run on HubSpot close deals faster and increase close rates. By tracking key milestones and offering real-time updates, sales rooms simplify deal management for your team. All connected with your HubSpot deals. 

Pricing:

  • Growth plan: $500/month
  • Business plan: $1,250/month
  • Enterprise plan: Custom pricing 

*Pricing is not based on user seats, which benefits larger teams.

Best for:

Sales, Sales Ops, and Sales Enablement teams using HubSpot as Arrows offers a seamless, native-like HubSpot app integration.

Top pros (from G2):

  • Seamless data sync with HubSpot, enabling reporting, automation and data sync. 
  • Full customer journey can be tracked within Arrows, from sales to onboarding to success
  • Buyers don't need to log in to use sales rooms

Top cons (from G2):

  • Built for teams running on HubSpot
  • Simple dashboard with less data compared to other tools
  • Less features available than other platforms

Key features:

  • Seamless HubSpot integration
  • Resource sharing
  • Next meeting sync
  • Milestone tracking
  • Real-time alerts
  • Engagement tracking

Engage your buyers more personalized,with a Digital Sales Room.

The Future of Digital Sales Room  

Emerging technologies and trends  

Currently, every one of us is sailing in the “there’s an AI for that” era. Not a decade ago, but in just the last three to five years, the emergence of advanced data enrichment and AI automation tools revolutionized every industry and department's work practices. Sales are not an exception to this wave, and in fact, this emerging technology and trend played a key role in the advancement of new and efficient sales methodologies. State-of-the-art technologies have significantly transformed how sales teams operate today, allowing sellers to concentrate more on the "actual selling" process by reducing the number of manual activities that consume the sales team's bandwidth. Ultimately, this saves a significant amount of time and effort in their daily sales, leading to a higher number of deal closures within shorter sales cycles, all while improving the buyer experience.

Evolving Sales Strategies in the Digital Era  

Today, remote selling is very prominent and has become the new normal in the sales industry. With remote and hybrid cultures, both sellers and buyers work in different time zones and geographies, so the need for digital sales has become abundant. Digital sales are all about serving the right information and engaging at the right time, and digital sales rooms help to achieve that aspect seamlessly. Modern sales teams strategically focus their efforts on the buyer's journey, designing every step to consistently engage buyers through digital sales rooms. The shift is so evident that winning teams are leveraging modern sales strategies through signal and data-led engagements through digital sales rooms instead of assumption-led spray-and-pray strategies using traditional tools and methodologies.  

Best Practices for Digital Sales Room

Continuous training and skill development  

To maximize the efficiency and benefits of a digital sales room, regular educational measures should be given to SDRs, AEs, marketers, and customer success in terms of breaking down various use cases and capabilities. Different teams will use the DSR for their specific needs, but all teams should regularly receive extensive training. This knowledge base and skill development will help them easily transition from their old sales methodologies and leverage the digital sales rooms to the maximum level in their day-to-day actions, without any dependencies throughout the sales cycle. This can be easily implemented by infusing the DSR training into the existing sales training and coaching program.

 

Regular Evaluation and Adaptation of Sales Processes  

The sales teams that periodically iterate, reflect, and immediately adapt the changes based on their previous efforts are the ones who are on the right growth track. This is a challenging task, as many sales teams struggle with inefficient strategies and operations at their core, leading to seller burnout and eventual failure. Implementing a digital sales room in a flawed sales process at the base won’t yield any fruitful results. Regular assessments of strategy, operations, and execution efforts are necessary to mitigate this issue. We should implement changes based on the insights from this evaluation process, ensuring the sales teams remain flexible and adaptable to the dynamics of the new process. With this kind of practice and approach, sales teams can get their maximum mileage out of adding digital sales rooms to their sales.

Cultivating a Culture of Innovation and Collaboration  

Today, everyone is sending outbound emails and trying to knock on the buyers’ doors through LinkedIn messages. But successful salespeople can cut through the noise by embracing innovation in their actions and collaborating with their peers. Whatever successful process or framework you establish will saturate and become obsolete as the market and competition change. Therefore, don’t try to limit your salespeople’s efforts inside a box. Design and establish a healthy environment with the help of digital sales rooms, where salespeople can easily collaborate with internal team members and buying committee. Encourage your team to take innovative actions without imposing rigid process boundaries. This approach will open new gates and spark thoughtful ideas across the team members, which leads to an overall healthy sales environment.

Conclusion  

Garter states that, by 2025, 80% of B2B sales are going to happen predominantly through digital channels. The B2B buying process has been evolving rapidly, and it has become more complex than ever. Today, choosing a product that accurately aligns with the buyer's goals and other factors, such as pricing and security, is a challenging task. Therefore, it is the sellers' responsibility to streamline the buying process, and traditional tools and approaches are ineffective in achieving this. The digital sales room serves as the only savior, providing an organized and delightful buyer experience that can expedite deal closures in a shorter cycle.

 

Additional Resources and Further Reading

Glossary of Key Terms and Concepts

Buyer enablement

Buyer enablement is the process of supporting buyers throughout their purchase journey by consistently collaborating, which in turn facilitates their decision-making process when buying a product.  

Buyer engagement

Buyer engagement is the interaction that happens between sellers and individuals in the buyer's team during the sales process.  

Buyer experience

Buyer experience is the overall impression and guidance a prospect gains from their interactions with a company during a purchase journey.

Content analytics

Content analytics extracts data by tracking buyer engagement and how prospects share and consume the content.

Compliance  

Compliance with data protection refers to the product's ability to adhere to the regulations created to protect sensitive, confidential information collected and encourage individuals' rights to control access to their data.

Content management

Sales content management is a process or activity that enables team members to quickly find, personalize, and distribute content to the appropriate person at the right time.

Contract management

Contract management is the process of managing and administering the contract lifecycle by managing deliverables, deadlines, and ensuring compliance and terms to properly close a deal with the buyer's trust.  

Content personalization

Content personalization is the process of creating tailor-made content that is more specific to a buyer's interests and needs.  

Digital sales room

Digital sales rooms are centralized virtual spaces, like microsites, that enable sellers and buyers to regularly engage and collaborate in a centralized environment.

E-signatures

E-signatures are electronic signatures used for secured contracts and proposals in a virtual space.

Mutual action plan

A mutual action plan is a collaborative document that comprises a list of actions to be done in a timeline, that gives clear visibility on the overall sales process to both buyers and sellers.  

Sales enablement

Sales enablement equips sellers with quality information through content and the necessary tools to perform at their maximum efficiency.  

Training and onboarding

Training and onboarding is the process of educating salespeople to improve their knowledge and skills using effective resources to keep them highly productive.  

Training and onboarding is the process of equipping new sales hires with the necessary knowledge, skills, and resources to become productive and successful members of the sales team.

Virtual selling

Virtual selling is a sales process that completely happens between sellers and buyers remotely through online mediums.

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