If you’re thinking about introducing a DSR into your selling process, follow these tips to close more deals.

Personalize the digital sales room experience for your buyer

Your digital sales room should help your prospect through their buyer journey, aiding in their research without overwhelming them with irrelevant content.

Upload content that is meaningful and relevant to your buyer. For example, if your prospect is at the start of their journey, they’ll be interested in content that explains product features and articles on comparisons with competitors. However, if they’re closer to signing off on the purchase, content for next steps, like payment options and implementation processes, will be more relevant.

To know which content to include, ask yourself:

• What are your prospects searching for on the internet?
• At what stage are they in their buyer journey?
• What solutions do your product provide for their business?
• What roadblocks are preventing them from buying?
• Do they need to share this content with other stakeholders?

To drive high buyer engagement, Include content that has already proved itself based on data from your sales enablement platform or past experience.

Where possible, personalize the content to include the prospect’s name, position, and company. So content is being received in the most persuasive way possible, you can even use terminology that is specific to their industry.