Augmented Reality (AR) is changing the world of B2B selling and most companies know it. In fact, AR spending is expected to hit an estimated $60 billion in 2020. Augmented reality sales are set to become “The New Normal” in 2019.
Bundled with sales enablement technology, 3d models and augmented reality help sales reps present their entire product portfolio to prospective buyers in a fully dimensional way that exceeds paper presentations and PDFs. Once buyers get inside products to see their full scope — size, color, special features, capacity, and more — they will be more inclined to enter smarter and deeper conversations.
After all, we live in a world dominated by screens of all sizes that are increasingly highly visual, interactive, and immersive. If buyers have not come to expect the same experience in the B2B sales process, they are certainly conditioned to it by now through their experiences with consumer applications. Augmented reality solutions are a way for sales reps to fulfill buyer expectations and to differentiate themselves from competitors who may still be using flat, one-dimensional selling tools.
Augmented Reality Sales Tools and Buyer Benefits
The dynamic ways augmented reality in marketing and sales is changing the buyer experience include:
- Visual and interactive storytelling. With a single click, sales reps can create presentations of their entire product line through 3D models. Buyers can walk through every inch of the machinery to discover options, play with features, and learn how the product adds ROI.
- Demonstrations of products in real size anywhere, anytime. Sales reps can present actual-size versions of products and place them in real-life scenarios buyers recognize. This saves the time and expense of brick-and-mortar demonstrations by replacing them with virtual demonstrations that give buyers context and deliverable results.
- Creating an interactive experience for buyers. Showpad gives buyers time to engage with products in virtual settings so they get all the information they need to make the right purchase decision. Enabled to share the 3D models with others, they can become champions of product. Not only that, buyers can build consensus internally among stakeholders who in the past might have been left out of the process.
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While augmented reality may have traditionally been relegated to the consumer space, it’s poised to be a breakout differentiator for sales teams in the year ahead. Are you thinking about incorporating AR into your sales approach?
Download our free augmented reality in marketing and sales guide to learn how to build a better buyer experience.
