Digital Sales Rooms: The Future Of B2B Sales? | Salesman Podcast

George Donovan is the Chief Revenue Officer of Allego, where he’s responsible for achieving the company’s customer acquisition and sales goals. In this episode of the Salesman Podcast, George explains what “digital sales rooms” are and how B2B salespeople can use them to influence their buyers' journeys. Resources: Allego: Sales Enablement Platform George on LinkedIn Book: Mastering Virtual Selling: Orchestrating Sales Success Transcript Will Barron: Hi, my name is Will, and welcome to the Salesman Podcast. On today's episode, we're answering the question, what is a digital sales room and how can we use them to win more sales? Today's guest is George Donovan. He is a Chief Revenue Officer over Allego.com. He has 20 years of experience in sales, marketing, and operations. And with that, George, welcome to the show.   George Donovan: Thank you, Will. Thrilled to be here.   What is a Digital Sales Room? · [00:30]    Will Barron: I'm excited to have you on mate. So, I'm somewhat familiar with this, but I want to pitch this conversation, especially at the beginning of things, to a place and perhaps position ourselves as the audience who are unfamiliar with this idea of a digital sales room, perhaps it's a knuckle dragging caveman-esque sales person who's only just been pulled away from spamming people on cold calls and is just coming into this idea of content can be really helpful for sales people. So with that, can you give us a brief overview of what a digital sales room is? Then we can dive into the ins and outs of it and perhaps sell the audience on the fact that maybe this is the future of sales.   George Donovan: Right, sure. I think of it as a great way, a technology and a process, that helps close the gap between, and we've heard a lot about this, the buyer's journey versus the seller's process. And how do you map these together and have the prospect feel good about the buying experience and not feel like they're being dragged along by that caveman salesperson, as you say. And I think digital sales rooms are a great way to do that. And what they are is they're a virtual space, it's technology, it's a virtual space that allows customers and salespeople to interact. So, customers can access all the content that they need to provide comfort for them through their buying journey.   George Donovan: It's one place that they can go to for all the exchanges that have happened between the salesperson and the prospect. It could be history of emails, it could be video recordings if you had a recording with the prospect, it could be proposals, spreadsheets, you name it. Anything could be in this digital sales room that customers need along their buying journey. And the nice thing for the customer is they can share it with other people. They can bring other folks on their buying committee into the room, into the digital sales room, to access this content. And then the benefit for the salesperson is they can see the engagement. So they know who's in the sales room, what they're doing, what content is hot and what content is not.   Understanding Digital Sales Rooms From Both the Buyer’s and Seller’s Perspective · [02:30]    Will Barron: What does it look like for someone who's unfamiliar? And perhaps we can throw in some screenshots and a link to product demos and stuff in the [inaudible 00:02:43] to this episode over at salesman.org as well. But what does it look like on a screen? Is this a live Zoom kind of chat room? Or is this a series of content that outlines the buyer's journey? What does this look like, I guess,