03 Jan 2023

What is a Digital Sales Room (DSR)?

I have loved the idea of using a digital sales room (DSR) for a while now, though never implemented any.

Thinking of doing so in my next role.

I'm not sure at this stage if DSR is a common term, but basically referring to a digital platform that allows salespeople to share content with prospects/customers (and vice-versa).

This would include company information, product information, sales collateral, case studies, etc. all relevant to the prospect/customer and their vertical.
But also the contract paperwork, pricing, etc.

Similar to the "Go-Live Plan" in the MEDDICC framework, but more focused on the sales side ("Go-Live Plan" would be a section in this digital sales room).

I have referred to this in the past simply as "digital briefcase", as I'd want to avoid the term "Sales" in it. Still a negative connotation for many people in Europe.

It seems to fall under the "Buyer Engagement" category.

Providers

Allego

BuyerAssist

Dealhub

Emlen

Based in Germany.

JourneyDXP

They refer to it as "Smart Room". Need to understand what makes it "smart"..

Modus

Seismic

Showpad