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Best Practices for Guided Selling

Mad*Pow & The Action Mill

Tuesday, July 26, 2011 from 1:00 PM to 2:00 PM (EDT)

Best Practices for Guided Selling

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Webinar: Best Practices for Guided Selling Ended Free $0.00

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Webinar:   Best Practices for Guided Selling

By: Michael Hawley, Chief Design Officer, Mad*Pow

Date: July 26, 2011

Time:1:00 to 2:00 PM EST

Dial- in information: Will recieve in an e-mail after registration is complete.


About the Event

Guided selling is a process that attempts to educate consumers about a set of products or services and provide decision making support that directs them to the right solution for them. Similar to a helpful salesperson, a digital guided selling application will lead a consumer through a set of questions that assess their values, intended usage and knowledge of a particular category, and directs them to information and product selections that meet their needs.

Guided selling is especially helpful in situations where the decision making process is complex, for example complex products having many features and functions. In addition, the process is valuable for products that are new to the marketplace or in situations where the intended audience is not likely to have knowledge of the domain. Obvious examples are consumer electronics or other retail products. But just as complex are products and services related to healthcare, insurance, financial, travel, etc – any circumstance where a consumer is likely to need help orienting themselves to the available choices and support in making an informed selection.

Increasingly, organizations are turning to a guided selling approach in their interactive offerings, on web sites and on other platforms such as kiosks. However, as one would imagine, not all implementations of guided selling applications are the same. A quick scan of different guided selling modules reveals a wide variety of approaches to the interaction flow, navigation, style, and decision making support tools available to users.

To help our clients make better design decisions in their implementations of guided selling applications, we sponsored an independent usability study of existing applications. We examined four different guided selling modules that represented a variety of industries and different approaches to navigation and interaction.

This webinar will introduce the concept of guided selling, show several examples, and then discuss the methodology and results of our study. We will present our perspective on best practices for guided selling applications and show an example of how these best practices can manifest themselves in a design.


About the Presenter

As the leader of Mad*Pow’s Experience Design team, Michael Hawley leverages 15 years experience in the software industry and expertise in user experience research and usability design to deliver value to Fortune 1000 clients.

Michael holds his M.S. in Human Factors in Information Design from Bentley College McCallum Graduate School of Business, and a B.A. from the University of Michigan. He continues to explore trends in alternative user experience research methods as a published columnist, with articles appearing in publications such as UXMatters, UX Magazine, TMCNet, and CPWire. Michael is actively involved in the user experience community, currently serving as President of the NH chapter of the Usability Professionals Association.

Outside his professional life MIke can be found climbing one of the mountains of New England with his growing family.



Have questions about Best Practices for Guided Selling? Contact Mad*Pow & The Action Mill



Mad*Pow & The Action Mill

Mad*Pow is a design agency that improves the experiences people have with technology, organizations and each other. Using human-centered design, Mad*Pow creates strong multi-channel experience strategies, intuitive digital experiences and streamlined processes for its clients. Founded in 2000, Mad*Pow has partnered with industry leaders including Cigna, ESPN, Pearson, adidas, John Hancock, Microsoft and Google. Mad*Pow has received honors for design excellence by the Webby Awards and the W3C and was recognized by Inc. as one of America’s fastest growing companies. The company has offices in Boston, Portsmouth, NH and Louisville.


The Action Mill is a human-centered design firm that works with organizations to improve communication and decision-making about late life and end-of-life care. We offer services to organizations with staff that deal with end-of-life issues.

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