

Sharing an interesting conversation with a dear friend, Jerry. Jerry is a senior sales rep at an industrial equipment company. Their equipment helps customers upgrade old machinery in their factories with improved power efficiency & much higher throughput. The upgrade costs typically pay off within 6 months to 2 years, depending on various factors.
Jerry & his presales teams have come up with the following process:
The question is: does it need to be this way? Won’t it make sense to replace all this effort with an augmented reality solution? Instead of waiting for 2 weeks and spending $2K or more, he can make an impressive presentation during his first site visit itself!
Jerry can carry 3D models of their equipment on his iPad. Using an app like Exxar, his engineering team can share models directly without any data conversion effort. Jerry simply augments the site digitally with the equipment model. The client can visualize the “before” and “after” scenarios right on the factory floor! He/she can even walk around the digital equipment even before the project is commissioned. Jerry can address any objections then & there while validating any fitment & integration-related issues.
I would love to hear your thoughts. Are you involved in selling industrial equipment? Do you also use a similar sales process? Will this technology help you fast-track your sales efforts & beat your sales quota? I will be happy to chat with you.
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