Digital Sales Rooms to Support Virtual Selling - Primary Intelligence

Innovation Insight for Digital Sales Rooms
to Support Virtual Selling and
Customer Experience

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The way sellers interact with buyers is changing.

As a result of the pandemic, the shift to virtual selling has become accelerated and permanent for most B2B businesses. Sellers have less time with buyers to build trust, differentiate their solution, and show value while still trying to increase win rates and revenue.

Sellers need to be able to understand and track buyer engagement through the buyer’s journey.

This will help sellers understand which sales touchpoints, messages, and efforts are most impactful.

Using digital sales rooms, you can create a place where sellers can collaborate, educate, and tailor the experience with buyers and customers.

Digital Sales Rooms FIgure 1

“By 2026, 30% of B2B sales cycles will be managed through digital sales rooms, which will then be used to manage the customer life cycle.”

Gartner Logo Digital Sales Rooms

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Gartner, Innovation Insight for Digital Sales Rooms to Support Virtual Selling and Customer Experience, 17 January 2022, By Melissa Hilbert, Varun Agarwal.