August 28 2019

Wow Your Customers and Outsell Your Competition with Visualization

Today customers expect more when they are buying from manufacturers. With so many options and cheap competition how can your company capitalize on new technology to win deals and enhance the customer experience? Now your company must go beyond traditional B2B sales and use technology that allows for an omnichannel, self-service experience while empowering your sales team to showcase products for their customers. In fact, Gartner research shows if your competitor is using visual configuration, you are being outsold.  

So, what is Visualization?  

Visual configuration is a series of technologies that include 2D/3D visualizations, augmented reality and CAD automationIn simple terms, visualization allows your customers and internal teams to interact with the product in various contexts, including customers’ own environment. These different solutions usually integrate with other programs such as CPQ, CRM and ERP.  

How can it help your team sell? 

With visualization your sales team can quickly configure the product for the customer in real-time, no more waiting for CAD drawings when the team can show a product in minutes. Next your sales team can show how the product will fit in the environment it will be used in. With so many sales depending on a customer seeing a product it is important to be able to quickly deliver them what they want. 

How else can I use visual configuration? 

These tools are perfect for your sales team when they are out in the field, but they can also be hosted on your company's website for lead generation. With more than 57%, according to the Gartner Corporate Executive Board, of research being done before a customer reaches out to a supplier, it is a necessity to show how easy it is to configure your product through self-service functions. Using an interactive visualization tool that has features such as drag and drop allows for your customer to directly engage in the building of their product. 

How will this help me outsell my competition? 

Manufacturers continue to lose customers to cheaper, more nimble competition which makes implementing visualization even more important. Your sales team will be able to visualize the sale to your customers in minutes instead of weeks accelerating your sales velocity by simply showing the product that they want in real-time. This can even be done on mobile devices to enhance the customer experience 

Another unique way visualization helps outsell your competition is by having a visual configurator on your website for lead generation. By moving mass customization to online self-service, your customers see how fast they can configure products based on their needs.  

This will also add a WOW factor to your sales pitch, giving the customer something other than your word on how a product will fitAllowing an interactive buying experience will engage your customers, enhance their experience and keep them as long-time clients. Now your sales team can go beyond B2B sales by offering an omnichannel, self-service experience with visual configuration. 

Still not sure if visual configuration is right for you? Check out the how Tacton enhanced Hilge GmbH &Co customer experience by producing 3D models that used to take three days to produce to drawings in just 10 minutes!  

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