If you’re selling to enterprise clients, you know how messy the buying process can get—dozens of stakeholders, endless email chains, and everyone’s “just checking in.” A digital sales room cuts through the noise and puts everything in one spot. This guide will show you, step by step, how to build a personalized digital sales room in Valuecase that actually helps close big deals. No fluff, just what works (and what doesn’t).
Who’s This For?
- B2B sales teams selling to mid-market or enterprise buyers
- Anyone tired of “where’s that deck?” emails
- People who want to make their sales process feel more like collaboration and less like chasing
If you’re still emailing giant attachments or herding cats on Slack, you’ll get a lot out of this.
Step 1: Set Up Your Valuecase Account
First things first: you need a Valuecase account. If your company already uses it, get yourself added (if not, you’ll need to convince someone, but that’s a different article). Don’t sweat the technical stuff—Valuecase is web-based and doesn’t need IT to install anything.
Pro Tip:
If you’re going to build digital sales rooms for multiple clients, ask your admin to set up a workspace structure that makes sense. Otherwise, things get messy—fast.
Step 2: Understand What a Digital Sales Room Should Do
Let’s be real: a digital sales room isn’t magic. It’s a shared space where you and your buyer can keep all the important stuff—decks, pricing, timelines, contracts, and updates—in one place. Done right, it:
- Saves everyone time
- Makes you look organized (even if you’re not)
- Keeps the deal moving by making next steps obvious
- Helps buyers “sell internally” by giving them shareable assets
What it doesn’t do:
- Close deals for you
- Replace actual conversations
- Magically make stakeholders care
If you see a feature you don’t need, skip it. The goal is clarity, not showing off.
Step 3: Create a New Room for Your Client
In Valuecase, hit “New Room” (or whatever your version calls it). Give it a clear, client-facing name. This isn’t the place to get clever—just “[Client Name] x [Your Company],” or “Acme Corp - Partnership Room.”
Things to set up right away: - Client company logo (not yours—this is their space) - Add their main contact(s) as guests - Double-check sharing permissions: can they invite others? Can they edit, or just view?
Pro Tip:
Don’t invite your full internal team unless everyone actually needs to be there. Too many cooks will spook the buyer.
Step 4: Make It Personal (But Not Creepy)
Personalization is where most sales rooms go off the rails. You want to show you get them, not that you’ve stalked their CEO’s Twitter.
Do this:
- Welcome message—short, direct, in your voice (“Hi team, here’s everything you need as we move forward.”)
- Use their company branding colors if Valuecase lets you
- Tailor the content order to their buying process (e.g., if they’re procurement-heavy, put contracts and security docs up top)
Skip this: - Overly formal intros - Automated “Dear [First Name]” stuff (it’s always obvious) - Stock photos of handshakes
Honest Take:
Personalization works best when it’s specific: reference their project name, or a key pain point you discussed. Generic “we value your partnership” language adds nothing.
Step 5: Add the Right Content (and Only What’s Needed)
Resist the urge to upload everything you’ve ever made. Your buyer wants the shortest path to “yes.”
Must-haves: - A clear summary of how your solution addresses their needs (keep it tight—one page or a short video) - The latest proposal or pricing sheet - Demo recording or product walkthrough - Implementation/timeline overview - Key legal or security documents (if you’re already at that stage)
Nice-to-haves: - FAQs relevant to their industry - Customer case studies (pick ones similar to them, not just your biggest logo) - “Meet your team” bios if it’s a long-term partnership
What to skip: - Your full marketing library - Whitepapers unless they specifically asked - Irrelevant case studies (nothing screams “template” more)
Pro Tip:
Use Valuecase’s content analytics to see what’s actually being viewed. If buyers never open a piece, cut it for the next deal.
Step 6: Organize for Clarity, Not Flash
Enterprise buyers are busy, distracted, and probably involved in 5-10 other projects. Don’t make them hunt.
How to organize the room: - Put the “next step” or call to action front and center (“Sign here,” “Schedule workshop,” etc.) - Group documents logically (e.g., “Proposal & Pricing,” “Implementation Plan,” “Security & Legal”) - Use Valuecase’s sections or tabs to break things up—one long page is overwhelming
What doesn’t work: - Burying key docs under layers of “context” - Overusing visuals or “fun” design elements—clarity beats cleverness
Honest Take:
Buyers rarely care how pretty your sales room is if it’s easy to find what they need. Fancy design is a bonus, not the main act.
Step 7: Use Interactive Features (But Don’t Overdo It)
Valuecase shines when you use its interactive tools—think shared timelines, checklists, or mutual action plans. But don’t turn your sales room into a project management tool unless your buyer asks.
What works: - Short, actionable checklists (“What happens next”) - Shared timelines for onboarding or implementation - Embedded Q&A or comment threads for async questions
What to ignore: - Gamification features (badges, etc.—nobody cares) - Overcomplicated forms or surveys
Pro Tip:
If you see buyers engaging with interactive features, double down. If not, stick to simple content.
Step 8: Keep It Alive (and Don’t Spam)
A digital sales room only works if it’s up to date. Outdated info kills trust fast.
How to keep it fresh: - Update the room immediately after meetings—new deck, revised proposal, updated timeline, etc. - Use Valuecase’s activity notifications sparingly. Nobody wants a ping every time you fix a typo. - If a deal goes cold, don’t keep poking. One thoughtful follow-up is fine; more is annoying.
Honest Take:
The point is to reduce back-and-forth, not create a second inbox. Use the sales room as the “single source of truth.” Let buyers know: “If you need it, it’s here.”
Step 9: Review Usage and Iterate
One of the few “tech magic” perks of Valuecase: you can see what’s getting used.
- Check analytics after each key meeting: Did they open the proposal? Did they share with legal?
- If a section never gets touched, cut or move it for future deals
- Ask buyers for feedback—literally, just ask “Was this helpful?” at the end of your process
What to ignore:
Chasing “engagement” for its own sake. Just because someone viewed a doc doesn’t mean they’re interested—context matters.
Real-World Tips and Pitfalls
- Don’t overshare: Too much info = confusion. Less is more.
- Skip the “template” trap: Personalize each room, even if just a little.
- Be responsive, not reactive: Use the sales room to pre-empt questions, not to chase every comment.
- Watch for red flags: If buyers stop visiting the room, the deal might be stalling—pick up the phone.
Keep It Simple, Iterate, and Don’t Overthink
Building a digital sales room in Valuecase doesn’t need to be complicated. Start with the basics, personalize with intent, and use the feedback you get to make each one better. Skip the bells and whistles unless they actually help the deal. The best sales rooms make things simpler for everyone—that’s what gets deals done.