Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

How to Frame Up Digital Sales Rooms

21 May 2026 · 1 min

Watch on YouTube

1:06

In this instructional segment, Brian LaManna explains how to successfully position and drive adoption of digital deal rooms. He argues that merely emailing a link is ineffective; instead, sales reps should frame the deal room as a "source of truth" during calls, explicitly promise to build and populate it with relevant resources (e.g., a Gong‑Acme room, call recordings, videos, and CRO‑focused material), and then reference it in every follow‑up email using visual cues like bold text or yellow highlighting. By investing time to set up the room, sharing valuable content, and making it a recurring touchpoint, the first open leads to repeated usage, ensuring the prospect continuously returns to the room throughout the sales cycle.

Chapters

It's all about how you like position it and frame it as well. Like if you just throw it into one email or two emails over the evaluation and you get a couple opens and you're like, deal rooms aren't working for me. It's like, no shit, they're not working for you because you're not positioning them and discussing them in the right light. But when you mention at the end of the call, like, hey Rory, in advance of next call, I'm going to build out this deal room between Gong and Acme to keep us all 100% aligned. I'm going to share our call today. I'm going to share that video that you were asking about, and I'm going to share one other resource that I think could be super valuable as you think about socializing this with your CRO. Go ahead and bookmark that. I will keep that organized throughout the cycle and it'll be super valuable for you all. They're going to leverage it, they're going to use it. So it's like really framing and positioning it as like that source of truth and that you are going to put the time and investment into it. And then use it in every follow-up email, put it in bold, put it in yellow highlighter. Like, that's how you get the adoption. Once they open it once, you'll see that they'll continue to go back to it over and over and over. It's really just getting them into it for the first time.