The most important trends in technical sales 2022 – how new technologies bring about breakthroughs

Cambridge, UK and Pittsford, NY – 2 March 2022: One of the biggest challenges in sales is to realistically present products to the customer. This is particularly the case in industries where great logistical effort is required to move products that are not designed to be mobile. Depending on their size or functionality, it may not be feasible to present certain products on site, and there can also be hazardous properties inherent in the product that preclude transportation or presentation to the customer from the outset.

Which paths lead to more sales success?

To be able to make an effective presentation to potential customers, sales professionals resort to videos, slides, or brochures to showcase products. However, the more specific the product and its associated requirements, the more unsatisfactory this approach is, as it is difficult to present complexity, context, and nuance. Attempting this can easily lead to confusing and overly complex presentations and a loss of customer attention. Indeed, this type of approach means that a realistic product experience is not possible. Sales success, therefore, depends to a large extent on the customer’s imagination and ability to visualise.

Using virtual reality in technical sales

The integration of VR into meetings and presentations on site allows products to be experienced in a virtual space with great flexibility. Customer-specific CAD data can now be incorporated directly into presentations. A VR viewer like i4 VIRTUAL REVIEW helps to take data from the customer and integrate it easily. The use of powerful software such as i4 MEETING, on the other hand, makes the virtual collaboration of entire teams possible, completely independent of their real location.

High-quality AR and VR solutions are indispensable for technical sales

In the future, the success of technical sales will depend much more on the ability to be flexible. Products and machines that cannot be shown to customers at the trade fair for logistical reasons (or only with disproportionate effort) can now be experienced digitally. Furthermore, networking in the globalized world leads to both new challenges and more opportunities for those that can act flexibly and swiftly. Showcasing detailed 3D models in VR and AR environments makes for compelling sales presentations. The cost of AR and VR implementation is ultimately not that high, given the savings in logistics and traditional sales tools. The most important plus point of VR and AR in everyday technical sales is likely to be the outstanding persuasive power, which makes a realistic product experience possible, so that sales success no longer depends to a large extent on the customer’s imagination and ability to visualise.

Learn more about VR and AR in sales >> 

About CAD Schroer

CAD Schroer is a global software development company and provider of digitalisation and engineering software solutions, helping to raise the productivity and competitiveness of customers working in manufacturing and process engineering, including the automotive sector and its supply chain, the energy sector and public utilities. CAD Schroer has offices and subsidiaries throughout Europe and in the United States.

CAD Schroer’s product portfolio includes 2D/3D CAD, plant design, factory layout and data management solutions. Customers in 39 countries rely on M4 DRAFTING, M4 PLANT, M4 ISO and M4 P&ID FX to provide an efficient, flexible and integrated design environment for all phases of product or plant design – cutting costs while raising quality.

CAD Schroer's product portfolio also includes solutions such as i4 AUGMENTED REVIEW, i4 AUGMENTED CATALOG and i4 VIRTUAL REVIEW, which enable CAD data to be used directly in augmented (AR) and virtual (VR) reality. In addition, CAD Schroer works closely with its customers to create custom AR/VR or IoT (Internet of Things) solutions. CAD Schroer emphasizes close customer partnerships and supports its clients’ objectives through extensive consultancy, training, development, software support and maintenance services. 

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