Since business-centric buyers in the complex world of IT want to be educated and sold to in layman’s terms (not “techy” terms) and without over-wordy documentation, it helps to explain a systematic process using a graphical diagram to illustrate the “big idea” upfront (example). Whenever you can use a graphic, visual aid, or picture to explain anything, it generally pays off handsomely. For instance, all types of personnel can understand a process much better if there is a simple graphic to anchor the team’s view of the project life-cycle and future expectations. Or, in manufacturing, a visual aid can be used to show the key elements of a process so all audiences comprehend a new method for marking assets with unique identifiers (example). Providing graphical diagrams to your current and potential buyers directly aligns sales, marketing, and delivery with your buyers’ expectations, reducing risk, and ensuring a better project outcome.

Tags: Information Design, Marketing Best Practices, Sales Process, Technology Marketing, Visual Communications

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