Enable your buyers
with sales deal rooms

What is buyer enablement?

Buyer enablement is the process of providing buyers with the tools, resources, and guidance they need to make informed purchasing decisions.

It’s about helping buyers navigate the often-complex buying process by removing friction, answering their questions, and giving them the information they need to feel confident about their choices. Essentially, it’s about making it easier for your buyers to buy.

Why is buyer enablement becoming such a necessity?

Modern B2B buying is not only increasingly complex, but also, the majority of deliberations take place behind closed doors. This means buyer enablement strategies are primarily concerned with educating buyers and making the sales process as streamlined and easy as possible. At its core, buyer enablement is all about making it as easy as possible for buyers to buy from you.

Buyer enablement strategies are particularly important for selling into larger, enterprise-level companies. These companies tend to have more complex structure and buy-in requirements from stakeholders from several departments.

How does buyer enablement compare to sales enablement?

While similar, buyer enablement and sales enablement refer to different sides of the same coin. Buyer enablement refers to sales content, training and processes designed to make it easier for buyers to buy.

On the flip side, sales enablement refers strictly to internal content, processes, tools and training designed to enable your company’s sales team to sell your product or service more efficiently.

Who is responsible for buyer enablement within a company?

Buyer enablement is a team effort that spans multiple departments. Sales teams are often the front line, delivering resources and guiding buyers. Marketing plays a key role in creating content like case studies, product guides, and FAQs. Customer success teams also contribute by ensuring buyers understand how your solution will deliver long-term value. Ideally, all revenue teams work together to create a seamless, buyer-focused experience.

How does Dock enable buyers?

Dock makes it easy for buyers to find and share information related to your product or service. Your Dock workspace is a central space that brings together product specifications and pricing alongside case studies and customer testimonials, all easily accessible from a single link. 

Consumers these days are much less eager to speak to a salesperson. Some estimates are as low as 17% of a transaction spent interacting with sales. Buyers are much more interested in doing their own independent research before reaching out to a company directly.

Traditional sales transactions quickly devolve into a mess of email attachments. It can be a struggle to ensure stakeholders within a potential customer’s company have the best, most up-to-date information. 

With Dock, all information related to a sale can be shared through a single, centralized digital sales room. Dock offers:

Centralized resources: Buyers can access everything they need—proposals, case studies, timelines, and ROI calculators—all in one place.

Customizable workspaces: Tailored to each buyer, Dock workspaces ensure that content is relevant to their specific challenges, goals, and use case.

Collaborative tools: Buyers can leave comments, ask questions, and share workspaces with internal stakeholders, making it easier to get team buy-in and move the deal forward.

Milestone tracking: Dock allows buyers and sellers to collaborate on timelines and next steps, so everyone stays aligned and progress is clear.

Will my buyers actually use sales rooms?

In short, yes—if it’s set up correctly and adds value to their buying process. Buyers are more likely to use your Dock workspace when it helps them solve a problem, reduces friction, and provides clarity during the decision-making process.

Dock is just a link, which is the atom of the Internet. Everyone is comfortable with the concept of links.

That being said, our best practice is to introduce Dock workspaces on a call and within follow up emails. That way clients know what to expect and what resources are available within the workspace.

Importantly, when  prospects don’t engage with a Dock workspace it’s a great signal to the sales rep on the quality of the buyer. It helps a sales rep understand whether it makes sense to spend more time working on that deal or move on to someone who is more engaged.

When should I introduce Dock to my buyers?

The short answer: as early as possible.

Dock is designed to cater to customers throughout the different sales cycle stages. To start things off right and demonstrate your organization and professionalism, use your Dock workspace in the kickoff call. This can help to set the right expectations from the get go. Reviewing a mutual action plan introduces a welcome transparency to the whole process and leaves little question as to roles and responsibilities of all involved.

Dock also allows you to hide certain sections of your workspace until the right time. For example, you may want to keep pricing information hidden until you have a certain amount of buy-in from your prospect.

How does Dock compare to other buyer enablement tools?

The primary appeal of Dock is its simplicity and low-level of entry compared to other buyer enablement platforms. Dock provides all the tools and integrations you need to keep the deal moving forward, without the additional functionality that can bog down more comprehensive, all-in-one solutions. It was built to enable customers and revenue teams equally, so less time can be spent wrestling with the platform and more time can be spent on the sale itself.

Ease-of-use is paramount when it comes to Dock. Sales teams need to be able to jump in and get themselves and their clients up to speed quickly and easily. Workspaces can also be templatized, helping to quickly streamline and refine sales processes.

Does Dock integrate with my CRM?

Yes. Among its suite of native integrations, Dock features integrations with two of today’s best known customer relationship managers (CRM): Salesforce and HubSpot.
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With our Growth plan, you’ll gain access to a full integration with HubSpot. Once configured, you’ll be able to create Dock workspaces from within the CRM. Increase automation by automatically populating your Dock workspace with dynamic elements based on client data in HubSpot. You can view and track all Dock activity from within your CRM.

Move up to our Enterprise level and you can access our fully functional Salesforce integration. Automatically populate your Dock workspace with data from your Salesforce CRM, increasing productivity exponentially. Once set up, you’ll be able to view all Dock workspace activity from the CRM as your client completes tasks, clicks a link or watches a video.

Can I track multithreading in Dock?

Yes. Dock’s analytics features make it simple to track who has viewed and shared your workspace—making it a great tool for tracking multithreading.

With your workspaces’ access settings set to “Restricted” or “Anyone with a link”, users will need to enter their email to view your Dock workspace.

This is a great feature that can allow you to track who within your target organization is interacting with your sales content. With this information, you can time the perfect follow up email.

Have a look at our guide to sharing your Dock workspace to learn more.

Why do buyers love Dock's digital sales rooms?

Buyers love Dock’s digital sales rooms because they make the buying process easier, more organized, and more transparent. Here’s why:

‍Everything in one place: Buyers no longer have to dig through email chains or chase down attachments. Dock’s digital sales rooms centralize everything they need—proposals, case studies, pricing details, ROI calculators, and timelines—into one shared workspace.

‍Streamlined internal collaboration: Buyers can easily share the workspace with their team members, such as finance, procurement, or executives. Stakeholders can review resources, ask questions, and leave comments all in one spot, eliminating bottlenecks along the buying journey and making it easier to gain internal alignment.

‍Clear next steps: Dock doesn’t just present information—it guides buyers through the decision-making process. Features like shared timelines, task lists, and milestone tracking help buyers stay on track and understand what needs to happen next. This clarity reduces confusion among decision-makers and keeps deals moving forward.

‍Transparency and trust: Buyers appreciate the openness of Dock’s digital sales rooms. They can see exactly where things stand in the process and collaborate directly with the sales team in a way that feels like a partnership, not a transaction.

‍Less back-and-forth: Dock minimizes the constant back-and-forth communication that often slows deals down during a potentially months-long purchase process. Buyers get what they need, when they need it, without endless follow-up emails or miscommunication. Ultimately, Dock’s digital sales rooms help buyers feel more confident and in control of the process. By reducing friction and fostering collaboration, Dock makes it easier for buyers to make decisions and move forward with certainty.

Why do revenue teams love Dock?

Revenue teams—sales, marketing, and customer success—love Dock because it helps them close deals faster, streamline collaboration, and create a better buyer experience.

Here’s why Dock stands out:
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‍Keeps everything in one place: Dock provides potential buyers with a single shared workspace where B2B sales teams can centralize proposals, timelines, onboarding guides, and other key resources. No more hunting through email threads or scattered folders for what buyers need to make purchasing decisions.

Improves buyer engagement: Dock’s buyer enablement tools make it easy to deliver a personalized, transparent experience for buyers. By tailoring workspaces with relevant content and actionable next steps, revenue teams can guide buyers through a complex B2B buying process with less friction.

Simplifies handoffs across teams: Dock ensures a seamless transition between sales, onboarding, and customer success. Everyone on the revenue team has access to the same shared workspace, so they can collaborate effectively with customers and use consistent messaging without duplicating work or losing critical information in the sales-to-success handoff.

Builds trust with buyers: Revenue teams use Dock to create transparency and alignment with buyers across the entire buyer journey. Features like shared timelines, comment threads, and task tracking make it easy to collaborate and keep everyone on the same page, reducing delays or miscommunication.

Saves time and accelerates deals: Dock eliminates the back-and-forth of emails and meetings by giving buyers everything they need in one spot. This helps buyers make faster, more informed decisions, shortens the sales cycle, and gets deals across the finish line.

Increases visibility: Dock provides insights into buyer activity, like which documents they’ve viewed or shared with their team. This helps revenue teams prioritize their outreach and stay one step ahead in the deal.Dock isn’t just a tool—it’s a way for revenue teams to work smarter, collaborate better, and deliver a standout buyer experience that drives results.
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Dock isn’t just a tool—it’s a way for revenue teams to work smarter, collaborate better, and deliver a standout buyer experience that drives results.

What's the best way to get started with Dock?

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