CUSTOMER EXPERIENCE How to Engage Today’s Virtual Buyer BY GEORGE DONOVAN, CHIEF REVENUE OFFICER, ALLEGO


Create the Virtual Sales Experience Buyers Crave With Digital Sales Rooms


Create a single hub for resources and collateral


Greet buyers with personal video messages


Protect and secure 


Track engagement


WELCOME!


Delight buyers with branded experience


Collaborate and share content with buyers


The ABCs of Digital Sales Rooms | 11


B2B transactions have changed. Like consumers in the B2C space, business buyers have developed new habits during the pandemic. Many now demand a self-directed experience online, on their own time. McKinsey research shows that 80% of buyers now prefer virtual engagements, and companies that add the human touch to digital sales achieve twice the return to shareholders. What buyers don’t want is to comb through


their inboxes looking for scattered bits and pieces of marketing collateral – or for multiple emails from sales reps or colleagues regarding prospective purchases. Or try to remember where they saw a particular video or saved a webinar link. What they do want is a single, centralized


platform where they can quickly and conveniently access all the relevant materials pertaining to a prospective buy. Now they can get their wish, with digital sales


rooms.


The best news about this trend from a sales and marketing perspective? The buyer’s goals align perfectly with yours as a seller.


TREAT EVERY CUSTOMER TO A PERSONALIZED BUYER EXPERIENCE Quite simply, digital sales rooms empower the seller to act as a concierge for the buying experience. You can delight clients by anticipating their needs and deploying a secure virtual space to satisfy those needs through ongoing collaboration. Besides eliminating hassles through a


centralized resource hub, digital sales rooms also empower you to create a professional, branded content experience guided by your marketing department. In addition, you can track engagement with different buy-side stakeholders, so you know which collateral in the “room” resonates best in a given situation and deliver the appropriate follow-up. Digital sales rooms also introduce a human


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