Why digital sales rooms and virtual sales are the future of sales

It almost goes without saying that the future of sales is digital – or, at least, hybrid. A recent report from McKinsey found that 90% of buyers are willing to spend more than $50,000 in a remote or digital self-service model. Prior to the pandemic, relationships between buyers and sellers were built through in-person meetings, coffees, and dinners. Now, in-person activities have been replaced with Zoom calls and digital assets leaving in-person meetings reserved for unique scenarios.

The reality is, virtual selling isn't an entirely new concept. Buyers were already using online research to explore companies, products, and competitors before they ever spoke to a sales rep. McKinsey also found in its study that the number of channels where buyers engage has increased from 7.5 in 2019 to 10 by late 2021. In this omnichannel ecosystem, it's challenging for buyers to access deal-related content in a single location. Spaces like digital sales rooms allow sales reps to differentiate themselves from competitors and simplify virtual sales cycles for buyers.