Boosting B2B Sales Through Design Thinking

first_imgIn a recent post on The Customer Collective, Tim Fong says good design can be a tipping point for B2B sales. He adds that by applying “design thinking” and innovation to the sales process, “companies can become more profitable, grow their top-line and gain distinct competitive advantages.”Fong writes, “design influences the marketing and sales aspect as well, and this is where many companies can experience dramatic increases in profitability” through a new sales methodology.”To illustrate this idea, Fong takes a look at several innovation examples and examines how they fit into the  B2B sales process.Spread the WordFong points to the show “Lost,” which to counter a loss of viewers started releasing a series minisodes. The impact was that it made the concept of the show much easier to understand for more casual viewers, Fong says.This idea also applies to the B2B world in that companies like Salesforce and Dropbox have both released easy-to-use collaboration tools that users can spread to others for free.Increase the Exchange of Trust“B2B buyers often have to ask and arrange for references,” he writes. “What if the process were significantly more transparent, as ways for prospects and customers to even more effectively interact.”Fong suggests that it’s entirely possible for companies to raise level of interaction and openness one step further and spark new sales opportunities.Overall, Fong writes, the big take-away is that the enterprise B2B sales is an experience, which makes it ripe for innovation and design thinking.“Applying design thinking would help companies dramatically improve the sales process because it would incorporate observation of the entire process, both customer-facing and, just as importantly, internally,” he concludes.For more information on design thinking and its benefits, read Fong’s full post here.AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img

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