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How Faria Education Group improved B2B sales with Digital Sales Rooms
Managing complex sales processes with multiple stakeholders can often feel overwhelming. For Faria Education Group, a global leader in education management systems, aligning communication and resources was key to working more efficiently and delivering a standout buyer experience.
Faria replaced scattered email threads with Digital Sales Rooms (DSRs). The team now uses clear, personalised deal spaces that help manage stakeholders, increase follow-up engagement by up to 20%, and reduce sales cycle times.
"When working with multiple stakeholders - whether across departments or regions, it’s easy for communication and resources to become scattered. That’s why having a centralised hub is key to streamlining the sales process. At Faria, we use trumpet to bring everything together in one place," says Sam Latter, Sales Enablement Lead.
What is a Digital Sales Room?
A Digital Sales Room is a secure online space where sales teams keep all deal content, updates and tasks together.
Instead of sending endless emails and attachments, sales reps build a single link, known as a Pod at Faria that holds:
- Demo videos and call recordings
- Pricing pages and next steps
- Mutual Action Plans
- Real-time engagement tracking
The challenge: too many emails, not enough clarity
Before switching, Faria’s team relied on long email chains, decks and scattered files. It worked, but not well, especially when onboarding large schools with many decision-makers who needed tailored demos and clear updates.
"We wanted to stand out, look modern and keep follow-ups cleaner without all the back-and-forth," Sam explains.
Why did Faria Education Group switch to Digital Sales Rooms?
Faria faced complex sales cycles. Relying on email made it hard to:
- Keep stakeholders aligned
- Avoid lost files or outdated slides
- Present a polished, easy-to-share buying experience
Sam had used Trumpet at a previous company and knew it could make follow-ups clearer and more personal.
"We wanted to stand out and keep everything neat in one hub," says Sam.
The solution: one source of truth for every deal
To fix this, Faria introduced Trumpet’s Digital Sales Rooms. Instead of juggling files and email chains, the team now creates digital workspaces Pods that hold everything in one shareable link.
"We started with a small pilot four salespeople using Trumpet for post-demo follow-ups. It worked well, so we rolled it out to the whole team this year," says Sam.
Now, every deal runs through a personalised Pod no more messy attachments, endless email chains and untracked calls.
How does Faria use trumpet’s Digital Sales Rooms?
Faria rolled out trumpet step by step:
- A pilot with four reps
- A full rollout for all sales stages
Every deal uses a Pod with:
- A master template for one of five core products
- Personal intro videos and clear pricing info
- Gong integration for demo recordings
- Mutual action plans with next steps and deadlines
- Notifications showing when buyers open or share the pod
What results did Faria see?
Since using trumpet, Faria has seen:
- 15–20% higher engagement than email follow-ups
- Open rates of 60–70% (vs. 50% for typical emails)
- Easier sharing inside schools with multiple contacts
One deal even closed when a signed-up school shared their pod with another, no extra demo needed.
"That wouldn’t happen with a normal email thread," Sam says.
What challenges did Faria face?
There’s still room to grow. Faria would like to:
- Let marketing teams help design pods more easily
- Complete the Salesforce integration
- Add Google Drive support to manage files in Pods
Despite this, pods are now standard practice for deals of any size.
How can Digital Sales Rooms help B2B sales teams?
Faria’s story shows DSRs help by:
- Cutting time spent chasing emails
- Making updates clear and trackable
- Helping buyers share accurate info internally
- Adding personal touches without extra effort
For busy sales teams, that means more time closing deals and less time fixing email threads.
Frequently asked questions
How does a Digital Sales Room work?
A DSR is a single link with all deal content, updates and next steps, easy to share with all stakeholders.
What tools does trumpet integrate with?
Gong for demo recordings, Calendly for booking calls, Salesforce for CRM and so many more. See our integrations here.
Can Digital Sales Rooms replace email?
They don’t remove email entirely, but they cut follow-up back-and-forth by putting everything in one place.
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