That’s a Wrap: DSRs That Deliver — Best Practices to Engage Buyers & Drive Adoption
In this hands-on Shift breakout, Greg Schramm (Sr. Product Manager) and Gavin Walsh (Sr. Global Sales Director) showed how to turn Digital Sales Rooms (DSRs) into your team’s engagement engine—using templates, clean structure, and a practical adoption playbook that sellers can use today.
💡 Key Takeaways
1) Why DSRs now
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DSRs give buyers and sellers a secure, central space for content, stakeholders, and collaboration—with analytics that reveal what buyers actually engage with.
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Customers using DSRs see a 5× increase in engagement vs. non-DSR interactions, and Gartner forecasts 30% of sales cycles running through DSRs by 2028.
2) Templates are your adoption accelerator
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Done-right templates cut creation time, improve follow-up speed, enforce brand/compliance, and raise overall quality—so new and experienced reps start from a consistent, high-performing baseline.
3) “Context + structure” beats a content dump
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Organize to tell a story, mix formats (video + docs), provide clear guidance and CTAs, and keep content fresh—that’s what sustains engagement over time.
4) Measure, learn, iterate
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Use DSR analytics (opens, session time, content views, contacts engaged) to prune what doesn’t work and double-down on what does. Turn strong examples into internal case studies.
🧠 Best Practices (Steal This Checklist)
Context & Content
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Pair assets with short intros, FAQs, or talk tracks so buyers know what to view and why it matters.
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Mix media (videos, PDFs, pages) to meet different consumption preferences.
Structure
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Lead with the next best step; group related items; avoid “everything bucket” sections.
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Use sections and visual separators to keep the narrative intuitive.
CTA
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Always include a clear action (book time, register, confirm stakeholders, request pricing/security review).
Freshness
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Remove stale items as the deal evolves; move reference material to an archive area.
Branding
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Lock brand elements and co-branding cues (buyer logo placeholders, rep contact card) directly into the template.
Analytics
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Track engagement and retire underperformers; template governance = content governance.
🧩 What’s New (and What’s Coming)
New layouts & widgets (built on Pages)
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Wide mode and flexible layout frames (side-by-side, two-column) bring more priority content above the fold.
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Navigation elements (Table of Contents, navigation buttons/CTAs, dividers) speed buyer wayfinding and keep pages clean.
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Accordions to tuck away deep reference materials (even multi-language sections).
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HTML widget to embed lightweight custom experiences or tracking.
Roadmap callouts from Q&A
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Individual access controls for invited viewers (October release window discussed in session).
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People management improvements (remove individuals from a DSR) targeted for an upcoming season.
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Multi-page DSRs envisioned to segment visibility by page in the future.
🚀 Adoption Playbook (Inside the Org)
Internal alignment
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Map who builds, maintains, approves, and informs; tie DSRs to a visible company initiative/goal.
Social proof
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Seed a small champion cohort (by geo/product/segment). Promote win stories from high performers to peers. Track success in Programs: time-to-close, contacts engaged, session time, content views.
Roll-out moments
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Launch at SKO/All-Hands, embed DSRs in Pages & Lessons, and boost discoverability with tags/keywords.
✍️ Template Starter: Sections to Include
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Welcome & Objectives — who’s involved, what decisions you’re driving
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Value Narrative — short explainer + 1–2 proof points
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Assets — demo, comparison, security/compliance, ROI, customer story
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Mutual Next Steps — milestones, owners, dates
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CTA — book meeting / confirm buying group / submit questions
📈 Try This This Week
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Pick one motion (e.g., post-demo follow-up or product launch) and ship a locked template for sellers.
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Add rep guidance (what to personalize, what not to change).
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Review analytics after 2–3 sends; remove low-performers, promote winners.
👉Watch the session below: