10 ways to keep buyers coming back to your Dock deal rooms

“Will my prospects actually use my Dock workspace?” 

It’s the most common question we hear from potential customers. The short answer: 

If the deal is real, yes. 

Workspace engagement is one of the strongest deal signals you can get:

• When buyers keep coming back to Dock, it’s a clear sign they’re serious.
• When they don’t, it tells you that the deal might not have legs.

As Nectar’s Director of Sales, Andrew Hollis, put it:

"If a prospect went over 12 views on my Dock workspace, they had like a 97% chance of closing. It was ridiculous. Dock activity was better forecasting than a green light in HubSpot. So I can reverse engineer that to mean you need to send the Dock more often. You need to get prospects clicking in. You need to add new stuff to it. You need to demonstrate more value through that system.”

That's the key to driving more workspace engagement: giving buyers real reasons to come back by making Dock central to their buying process. 

Here’s how Dock’s top sellers and power users keep buyers coming back to their deal rooms (and close more deals because of it).

:::callout [💡 Quick Tips: How to get more workspace engagement], [

1. Anchor every call around Dock — screenshare it live and send it before and after every meeting.
2. Keep adding new content — update it with recordings, new resources, and product updates as the deal progresses.
3. Turn every email into a Dock touchpoint — answer buyer questions inside the workspace, not just over email.
4. Tag buyers in comments — signpost new updates and nudge them toward unseen content.
5. Make your buyers collaborators — co-create business cases and mutual action plans to enable your champion to advocate for you internally.
6. Use mutual action plans — organize next steps in Dock to keep deals moving and buyers engaged.
7. Add new stakeholders — invite decision-makers directly and create workspace sections tailored to each persona.
8. Use workspace engagement signals — reach out when buyers are active (or inactive) inside Dock.
9. Keep it personal and useful — tailor the workspace to your buyer’s goals and internal selling process.
10. Optimize the workspace for engagement — track your workspace analytics and rearrange content based on what gets the most attention.

] :::

1. Anchor every call around the workspace

The easiest way to drive workspace engagement is to make Dock the focal point of every customer call—before, during, and after.

• Screen share the workspace near the end of your discovery call to show where follow-up materials and next steps will live.
• Get your buyers to click into the workspace before you sign off so they see how easy it is to access.
• Send the workspace link before and after every meeting to help your champion prep and recap.
• Use Dock instead of a slide deck when presenting updates or proposals.

Andrew from Nectar swears by this tactic. “In the last four or five minutes, we say, ‘Hey, here's everything I've already prepped for you. Everything we've already discussed is gonna live in here now.’”

:::callout [📘 How to introduce your customers to Dock], [For more tips on introducing your customers to Dock for the first time, check out this guide.]:::

2. Keep adding new content

Dock works best when it’s a living workspace, not a static document dump. Frequent updates reinforce Dock as your buyer’s single source of truth and make it worth revisiting.

Luckily, keeping your workspace fresh doesn’t have to be time-consuming for reps. Here are a few low-lift ways to keep Dock feeling alive.

Add meeting recordings & summaries

Instead of sending meeting recordings via email, embed them directly into your Dock workspace.

This keeps all your conversations in one place. It’s especially helpful for engaging (and tracking) decision-makers who couldn’t make the live call.

⚡ Tip: Dock integrates with Gong, Zoom, Chorus, and Fathom, so you can pull recordings in only a few clicks.

Show & hide content as deals progress

Instead of overwhelming buyers upfront, pre-load your workspace with only the most essential resources. Then, reveal content as needed throughout the deal cycle. For example:

• "Since we’re talking about [feature], I added a quick demo here."
• "Here's the pricing quote you asked for."
• "Added the fintech case study we discussed."
• "Uploaded a competitor comparison for your review."

⚡️ Tip: Use hidden sections and pages in your templates. Reps can unhide pages as they become relevant. The opposite is true, too. Once you learn a product or feature isn’t relevant to the prospect, hide that section to keep their workspace focused.

🧠 Bonus tip: You can even automate showing/hiding content based on CRM fields (e.g., deal stage, segment, or product interest) to make your workspace dynamic and personalized without needing manual updates.

Add new product releases & feature updates

If there’s a relevant product update during the sales cycle, drop it into Dock and tag your champion to check it out. This shows momentum and value without forcing another meeting.

For example, “You said automation was important to you. We just added these new automation features.”

⚡️ Tip: Use page templates to quickly spin up "What's New" or "Product Updates" sections in your workspace to share them with multiple prospects at once.

Add new, relevant content

You should also add new content that’s relevant to your buyer. For example:

• If they’ve already viewed all your case studies, add in a new one from your library and tag them in it.
• If they raise an objection during a sales calls, add some testimonials from customers that address their concerns

3. Turn every email into a reason to revisit Dock

Champify Co-Founder Stephen Ruff says every buyer question is an opportunity to drive them back to Dock.

“As the buyer asks questions throughout the deal cycle, we update the Dock [workspace] with our answers,” said Stephen. “So that not only are we answering them via email, but when they go back to the Dock, they have all the information that they need.”

Instead of answering questions only in email, answer and direct them to Dock:

• “You asked about our security policy. I’ve added it to your workspace under Security & Compliance.”
• “Just uploaded the updated pricing breakdown we discussed. You can find it in the workspace.”

This makes Dock the ongoing source of truth—not just for your champion, but for anyone they forward it to (like procurement, IT, or finance).

⚡️ Tip: You can anchor link directly to Dock pages and sections, so buyers are sent directly to the relevant content.

4. Tag prospects with comments

When you tag someone in a comment in Dock, they get a notification and a direct link back to the workspace—no digging through emails or Slack threads required.

You can use tags to:

Signpost important updates

Joey Wright, our Head of Sales, recommends framing your comments as helping buyers move forward, not giving them homework. For example:

• "I know you're prepping for your finance team review. I added a few key points to the business case to make that conversation easier."
• "Flagged a resource your procurement team will need. It’s under Security & Compliance."

Drive engagement to unseen content

If there’s a compelling asset like a case study that your buyer hasn’t looked at yet, tag them directly:

• "Hey @Bob, this case study reminded me of your situation. Loom faced a similar challenge and used Dock to save 2 hours per onboarding. Check it out!"

Nudge task completion

Use comments to remind buyers about next steps inside mutual action plans:

• "Assigned the legal review task to you so we can stay on track for your Q3 launch date."
• "Uploaded the finalized pricing proposal. Feel free to share internally. Happy to hop on a call if questions come up."

These light-touch nudges keep your workspace relevant without overwhelming your buyers.

5. Ask for your client’s input

Dock works best when buyers aren’t just viewing the workspace—they’re shaping it with you.

Invite them to contribute by:

• Co-creating a business case: Draft a first version and tag your champion for feedback. E.g., “Based on our calls, I put this business case together for your leadership. Does this sound right?”
• Building a shared success plan: Map out key milestones and KPIs, then ask for their input. E.g., “I drafted a success plan with next steps based on our last meeting. Would love your feedback before we kick off.”
• Making micro-asks between meetings: Keep the collaboration light and continuous. E.g., “Could you take 2 minutes to review the pricing section before our call Friday? Want to make sure we’re aligned before we loop in your CFO.”

⚡️ Tip: You can make any section collaborative, allowing buyers to edit text or check off tasks, just like a shared Google Doc. Mutual action plans are also collaborative by default, so prospects can add their own steps too.

6. Use mutual action plans

Mutual action plans get a bad rap, but when used right, they’re one of the best ways to keep your buyer’s team aligned and moving forward.

When you map out next steps inside the workspace, your champion has a real reason to check Dock regularly: to stay on top of deadlines, review progress, and prepare their internal team.

Here’s how to make your action plan a real engagement driver:

• Tie deadlines to their goals: “You said you want to launch by Jan 1 ahead of your sales kickoff. Here’s everything we need to hit that date.”
• Add new steps as they come up: Whether it’s scheduling a security review or gathering legal feedback, every task should live inside Dock, not buried in email.
• Assign tasks directly to your champion: Dock automatically sends email reminders when tasks are due, pulling buyers back into the workspace without you having to chase them.
• Highlight progress toward key milestones: “We’re 80% of the way through our success plan — great progress. I added final steps to the workspace if you want to review before our next call!”

The more buyers see their own momentum inside Dock, the more they’ll view it as the system keeping the deal on track, not just a fancy sales proposal.

7. Add in new stakeholders to multithread the deal

The more stakeholders you pull into the Dock workspace, the stickier and more valuable it becomes, and the harder it is for any one person to ignore.

Stephen from Champify says, "What’s great about our Dock leave-behind is we’re not only sending it to the person we had the intro call with, but they are sharing it with their team right out of the gate. It’s a really easy way for them to get internal exposure."

When a new decision-maker or evaluator joins the buying process, invite them into the workspace directly through Dock or share the link via email.

You should also encourage your champion to share the workspace link with internal stakeholders. Unless you’ve restricted access to the workspace, anyone can access the workspace link without needing to be explicitly added. 

Not only is that easier for your champion, but you’ll be able to track everyone’s engagement too, seeing when new stakeholders click in, what they view, and where they spend time.

The goal is to make Dock feel like a collaborative workspace for the whole buying team, not just something your champion uses.

Victoria Bush from August Schools takes this a step further. Her team builds dedicated workspace sections for each buyer persona — like IT, procurement, or leadership roles — so every stakeholder can find exactly what matters to them.

"Every stakeholder has different priorities. Dock has helped us speak to all these personas in one place. Because we have a workspace page for each persona, it feels like a tailored experience, even when there are five different people involved."

The more tailored you make the workspace, the more ownership your buying team will feel, and the harder it is for the deal to stall out.

8. Use workspace engagement as a reach-out trigger

Nectar’s Andrew Hollis uses workspace activity as a trigger to check in with prospects:

"If it's a few weeks before our next follow-up and they're clicking around in the Dock, it's a safe assumption they're prepping for an internal conversation. We use that as a touchpoint and own it: ‘Hey, I saw you were clicking around — any questions I can answer?’"

You can use engagement signals to guide your outreach, too:

• Flag activity on key content: "Saw you were reviewing our Salesforce integration — happy to clarify anything!"
• Flag decision-maker involvement: "I saw your CFO reviewed the proposal. Want to align on any next steps?"
• Flag a lack of stakeholder engagement: "It looks like IT hasn’t reviewed the security docs yet. Want me to nudge them with a reminder?"

Remember: zero engagement can be just as strong a follow-up signal as a flurry of clicks.

Either way, Dock gives you real visibility into who’s active, and when it’s time to re-open the conversation.

9. Keep it personal and useful

Ultimately, customers engage with Dock when it’s the easiest way to get what they need. Every update, every tag, and every content addition should directly help them move forward. 

When Dock feels like their tool, not just yours, engagement takes care of itself.

Christian Corbin, Account Executive at Dock, suggests building out the workspace in your buyer's language:

“In our own sales process, we ask our buyers how they plan to pitch Dock internally. Then, we help them build something in Dock that aligns with that (with slides, a business case, etc.). This way, when the Dock workspace is shared internally, it's presented in a way that their stakeholders are more likely to engage with.”

10. Optimize your workspace for engagement

Assistantly CMO Joyce Golden suggests using Dock’s analytics to optimize your workspace for more engagement over time.

“We test and test again, using Dock analytics, to see what’s being engaged with most,” says Joyce. “Sometimes we move key content, like next steps, to the top of the Dock to make sure they see it right away. Constantly tweaking the workspace keeps it fresh and relevant.”

Keep Dock part of the conversation

Driving engagement with your Dock workspace isn’t complicated—it just takes building the habit.

When you keep Dock central to your sales workflow—using it during calls, tagging buyers on updates, adding new content as deals progress—buyers naturally come back to it.

Over time, it becomes the shared source of truth for the deal, making it easier for your champion to sell internally, bring new stakeholders into the conversation, and move the process forward.

You don’t need to overthink it. Just keep Dock active, helpful, and visible, and the engagement will follow.