Based on our research of B2B sellers, over 31% of their sales cycles last more than 6 months. Almost 16% of them involve 5-10 stakeholders. At the same time, 81% of them still rely on email and phone calls to deliver valuable resources and negotiate with the buyers.
Imagine how many email threads and calls it takes to close a year-long deal with 10 stakeholders on board!
As B2B selling is only getting more complex, there has to be a better way to manage your sales process.
This is where a digital sales room (DSR) comes into play. A relatively new sales tech category, it emerged out of the need to bring more clarity into B2B selling and keep your buyers engaged, even when you’re not physically in the room together.
In this exhaustive guide, we will answer the most common questions about DSR software and explore the most popular tools on the market to help you make the right choice.
A digital sales room is a virtual space designed to streamline the sales process and enhance buying experience. It acts as a centralized hub where sales teams and prospective clients can collaborate, negotiate, and finalize deals in a secure and efficient environment.
In a digital sales room, you can share and review key documents, presentations, and product information in real time. It often includes features like video conferencing, live chat, and interactive product demos, making it easier to address client questions and tailor solutions to their specific needs. Additionally, it provides analytics and insights into client engagement, helping sales teams to understand client interests and optimize their strategies.
Although it’s a relatively new addition to the modern sales stack, DSR software is riding the wave of buyer-centricity trend in B2B selling. The data speaks louder than any words, so let’s crunch some numbers.
It comes as no surprise that digital sales rooms have become a vital tool, revolutionizing the buying experience at every stage of the sales cycle. Let's explore the different ways DSRs can enhance the buying experience at different stages of the complex B2B sales process, illustrated by specific use cases.
At the start of the sales journey, capturing the buyer's interest and establishing trust is crucial. DSRs can improve buyer experience at this stage by making tailored content, such as introductory videos, case studies, and whitepapers specific to the buyer's industry and needs, easily accessible whenever needed. Moreover, they help sellers track buyer’s engagement signals and reach out at the right time.
Example use case:
A tech solutions provider uses a DSR to present an engaging product demo video. Prospects can explore the product at their own pace and access relevant case studies, sparking interest and laying the groundwork for deeper conversations.
During the discovery stage, DSRs centralize tailored content and communication, making it easy for buyers to access relevant information and ask questions. At the same time, this allows sellers to track engagement and respond promptly, fostering clarity and trust early in the sales process.
Example use case:
A consulting firm uses a DSR to host virtual workshops with potential clients. Together, they create a needs assessment document, ensuring the proposed solutions address the client's pain points. This collaboration not only speeds up the needs analysis but also builds a sense of partnership.
Proposals and negotiations often involve complex discussions and multiple revisions. DSRs simplify this stage by centralizing all communications and documents, making it easy to track changes and minimize the email back and forth.
Example use case:
A manufacturing company uses a DSR to manage its proposals. Stakeholders access a single, organized space to review proposals, leave comments, and schedule meetings. This transparency and organization help negotiations progress smoothly.
As buyers move toward a decision, they need clarity and confidence in the proposed solution. DSRs provide comprehensive, easy-to-navigate repositories of all interactions, documents, and communications for all members of the buying committee, aiding informed decision-making.
Example use case:
An enterprise software provider uses a DSR to offer an interactive proposal that includes ROI calculations, product specifications, and testimonials from satisfied clients to counter every stakeholder’s concerns. This wealth of information helps decision-makers feel confident and speeds up the decision process.
After the deal is closed, the focus shifts to implementation and onboarding, where it’s important to ensure a smooth sales to customer success handoff. DSRs support this by offering structured onboarding materials, training modules, and continuous support within the same digital environment.
Example use case:
A cybersecurity firm uses a DSR to guide new clients through onboarding. The DSR provides step-by-step setup guides, video tutorials, and a dedicated support chat, helping clients quickly adopt the new solution and see immediate value.
Yet, not all digital sales room tools are born equal. Depending on the specifics of your sales process and personal preferences, here are some of the must-have features to look for in a digital sales room:
Additionally, some nice-to-have features might be customizable templates that simplify the creation of digital sales rooms, progress tracking, especially as a part of the MAP feature, which helps both parties monitor the execution of action items, and content personalization, for example, using dynamic variables.
Now, let’s take a closer look at some of the most popular DSR tools on the market, including their pros and cons to be aware of, based on the honest user feedback collected from G2 reviews.
Flowla offers a personalized, custom-branded digital sales room that streamlines deal cycles and complex processes like onboarding and implementation. A flow unites all necessary materials — decks, documents, videos, and links—along with action items, tasks, and stakeholders in a single collaborative workspace. It features built-in chat for seamless communication and allows revenue teams to visualize timelines, track progress, identify bottlenecks, and gain insights into client behavior.
With Flowla, revenue teams can visualize the entire process with timelines and task owners, track progress and identify bottlenecks, recognize all stakeholders, and gain detailed insights into their processes and client behavior.
Best for: Mid-sized revenue teams looking for an end-to-end solution to improve customer experience and engagement.
Pricing: Free plan available (5 flows per organization, unlimited seats); paid plans start at $150/month (includes 3 seats, $49/mo/seat for additional seats).
What users love about it:
Downsides:
Allego’s GO platform features a digital sales room component that serves as a centralized hub for sales, enablement, and marketing teams. It allows teams to curate and organize content specific to each buyer's needs, facilitating a personalized and efficient sales experience. Allego’s DSR feature also supports asynchronous video communication for feedback and AI-powered coaching to enhance sales skills.
Best for: Enterprise sales teams that require extensive training and internal collaboration.
Pricing: Undisclosed; no free trial/plan.
What users love about it:
Main downsides:
GetAccept’s platform is divided into two key areas: the Deal Room and the Contract Room. The Deal Room facilitates collaboration between buyers and sellers in a shared space, allowing users to upload sales collateral, create mutual action plans, and engage in real-time chat. The Contract Room enables sales reps to create impressive proposals quickly using an in-app editor or smart templates for interactive, branded contracts.
Best for: Smaller teams with hands-on sales processes that require constant collaboration.
Pricing: Free 14-day trial is available; paid plans start at $79/user/month.
What users love about it:
Main downsides:
Dock simplifies revenue enablement with essential features like Buyer & Customer Workspaces, Sales Content Library, Order Forms with e-Signature, and Security Profiles with NDA capabilities. With Dock, users can create digital sales rooms, onboarding plans, client portals, and project hubs, streamlining various aspects of revenue management and customer engagement.
Best for: Mid-sized teams revenue teams looking for all-in-one platform.
Pricing: Free option available (limited to 5 workspaces); paid plans start at $49/user/month.
What users love about it:
Main downsides:
Topo.io is a software platform tailored for digital sales teams, offering centralized resources and facilitating collaborative selling. Its key features include engaging both internal and external stakeholders in deals and consolidating resources into a unified workspace.
Best for: Smaller teams looking to organize their sales process.
Pricing: Free 14-day trial is available; paid plans start at €30/user/month.
What users love about it:
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DealHub offers a comprehensive quote-to-revenue solution for sales organizations. A part of the platform, the DealRoom feature helps with efficient buyer/seller communications and deal management, while ensuring transparency throughout the deal lifecycle. On top of that, there’s a capability inside DealRoom that gives users the ability, and the place, to securely store deal-related information, content, and other supporting materials (DealBox).
Best for: Medium sales teams using their CPQ, CLM, Billing, and Subscription Management platform.
Pricing: Undisclosed (consumption-based); no free trial/plan.
What users love about it:
Main downsides:
Accord enhances revenue team performance through its Deal Execution Platform, which enforces standardized processes from evaluation to activation, including Mutual Action Plans and Account Plans. This digital sales room ensures accountability and consistency in deal execution, driving increased productivity, deal velocity, and win rates for B2B organizations.
Best for: Smaller teams practicing Value Selling and MEDDPIC.
Pricing: Free plan is available (1 user and no integrations); paid plans start at $99/user/month.
What users love about it:
Main downsides:
Aligned is a digital sales room tool that serves as a collaboration platform for sales teams and buyers. It enables the orchestration of complex deals, boosts buyer engagement, and accelerates time to value by consolidating all customer communication, content, processes, and tools into a single, personalized workspace. Aligned also offers unique insights into the customer journey, helping to identify and address blind spots, engage stakeholders, and improve efficiency, ultimately leading to faster deal closures.
Best for: Growing teams that use a reasonable amount of content in their sales process.
Pricing: Free plan is available (limited to 3 rooms per seat); paid plans start at $29/seat/month.
What users love about it:
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Omedym offers a distinct approach in the interactive demo and digital sales room space, focusing on buyer-centricity. The platform transforms B2B selling into a streamlined, digitally-driven experience, enabling sales and revenue teams to grow pipelines, accelerate engagement, and improve forecast accuracy through personalized digital sales rooms.
Best for: Larger enterprise teams with content-heavy sales processes.
Pricing: Free trial available on request; paid plans start at $100/month (5 users minimum).
What users love about it:
Main downsides:
Valuecase streamlines the sales process by organizing documents, mutual action plans, and commercials into a single, accessible space. It supports the entire sales journey, from initial contact to onboarding and beyond, helping prospects move faster and keeping sellers informed about opportunity progress.
Best for: Larger revenue teams looking to streamline customer interactions beyond the sales process.
Pricing: Free 14-day trial is available; paid plans start at €59/user/month (min 5 users).
What users love about it:
Main downsides:
Recapped allows sales teams to create professional deal pages that impress buyers, guide them through the sales cycle, and track engagement. It enhances customer engagement with your sales content and facilitates collaboration with key stakeholders. Recapped DSR replaces email threads with a centralized hub that summarizes conversations, sets clear next steps, and includes all decision-makers.
Best for: Mid-sized sales teams looking for full-cycle sales tool.
Pricing: Free plan is available (with up to 5 active workspaces); paid plans start at $85/user/month.
What users love about it:
Main downsides:
Heybase is Digital Sales Room software that offers collaborative shared spaces for sellers to create personalized buyer experiences and communicate with potential buyers in one digital location. Sellers can embed personalized sales collateral using a drag-and-drop editor, collaborate with buyers, and analyze buyer engagement within Heybase.
Best for: Smaller or startup teams with fewer deals in the pipeline.
Pricing: No free trial/plan available but they offer a 30-day money-back guarantee; plans start at $29/use/month (limited to 50 rooms).
What users love about it:
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RELAYTO positions itself as an Interactive Experience platform, allowing you to transform PDFs and presentations into interactive journeys, enriched with multimedia elements and self-navigation options. With robust security features and detailed metrics on viewer engagement, RELAYTO empowers you to create and distribute unlimited public and private interactive experiences, driving deeper insights and maximizing outreach effectiveness.
Best for: Small teams that rely heavily on multimedia content in their sales process.
Pricing: Free plan available (limited to only 1 user and up to 5 experiences); paid plans start at $80/month (1 user, up to 20 experiences).
What users love about it:
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Trumpet is another digital sales room software that simplifies buyer interactions by centralizing communication and content sharing. It provides a single, trackable space for sharing sales materials, from initial outreach to deal closure and beyond. With features like video recordings, action plans, and e-signatures, it aims to streamline the sales process and improve efficiency for users.
Best for: Smaller sales teams at the later stages of the sales process.
Pricing: Free plan is available (limited to 10 Pods per account); paid plans start at £36/user/month.
What users love about it:
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Along is a collaborative workspace designed for complex B2B sales, connecting all stakeholders in a single interface like a virtual desk between sellers and buyers. It features a shared task list (Mutual Action Plan) that serves as a central guideline for all content, participants, and deal information. Tracking and analytics provide sales reps with new insights into buyer behavior, helping them identify optimization points and reasons for prospect churn.
Best for: Mid-sized teams relying heavily on CRM in their buyer interactions.
Pricing: Undisclosed; no free trial/plan.
What users love about it:
Main downsides:
There you have it — a list of 15 most popular digital sales room software tools to pick from. Hopefully, our comparative overview will give you a better understanding of what to look for in a DSR tool and some things to keep in mind when making the choice.
Yet, even the best software on the market will flop if underutilized or misused. So, as we wrap up our guide, here are some of the best practices and tips to get the most out of your DSR:
Create customized content collections within your DSR tailored to different buyer personas. By organizing content according to your target audience's specific needs and pain points, you can ensure that your sales team delivers a more personalized and impactful sales experience.
Make sure that your sales team always has access to the latest materials. Whether it's product specifications, pricing information, or case studies, keeping content up-to-date is crucial for maintaining credibility and relevance with your prospects.
❗Ideally, a DSR should handle this by default, updating an asset everywhere once you change it in your content library.
Harness the power of data within your DSR to gain valuable insights into prospect behavior and engagement patterns. Room-specific reports can help you identify which content resonates most with your audience, enabling you to refine your sales strategies for maximum effectiveness.
Encourage collaboration and knowledge sharing among your revenue team to leverage your DSR throughout the whole buyer journey. From initial engagement to negotiations and onboarding, it can serve as a unified customer hub, offering consistent customer experience.
Integrate your DSR with other sales tools such as CRM platforms, email automation software, and analytics tools to create a seamless sales ecosystem. By centralizing your sales tools and data, you can streamline workflows and improve visibility into your sales pipeline.
Regularly monitor key performance metrics within your DSR to track the effectiveness of your sales efforts. From content engagement rates to conversion metrics, analyzing performance data can help you identify areas for improvement and optimize your sales strategy accordingly.
Provide comprehensive training and ongoing support to ensure that your sales team fully embraces and adopts your DSR software. Investing in training programs and resources can help your team unlock the full potential of the software and drive greater ROI.
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