Why Diagrams Are a Secret Weapon in Technical Sales

Mimi Mundia
April 30, 2025

77% of B2B buyers rated their purchase experience as extremely complex or difficult. (source). So, suppliers who provide helpful information to advance the purchase process can significantly influence buyer decisions. Visuals help do just that. They're fast, sticky, and memorable. In fact, people retain more info when it's paired with a visual, compared to just 10% with text alone.

Now imagine that visual isn’t a screenshot or a PDF. Imagine it evolves in real time with the conversation. That’s what Splotch enables: live diagrams that adapt as the solution takes shape.

From “Tell Me More” to “Send the Contract”

Alex, a solutions engineer at a mid-size SaaS company, jumps on a call with a prospect’s CTO. The conversation goes from “Can your platform do X?” to “How would it integrate with our existing stack?” Instead of emailing a diagram later (which just leads to more emails, delays, and second-guessing), Alex opens a Splotch workspace mid-call and builds a diagram collaboratively with the client.

By the end of the call:

  • The CTO sees a real-time architecture tailored to their environment.
  • Alex has uncovered hidden requirements (hello, surprise SSO policy).
  • Both sides walk away aligned, with a diagram linked directly in the CRM.

Within 24 hours, the deal progresses from discovery to procurement review. Score.

Why it worked: The diagram created a shared language. It wasn’t “let me explain”, it was “let’s build this together.” And people respond better to that.

The Diagram That Stops a Deal from Going Cold

Tasha, a technical account manager at a cybersecurity startup, had a prospect ghosting after two great calls. Instead of a “just checking in” email (which never works), she sent a live diagram outlining how their platform would slot into the client’s existing security stack, complete with data flows, risk areas, and suggested alert integrations.

Because it was live and editable, the prospect:

  • Added two of their engineers to comment.
  • Asked follow-up questions inside the diagram.
  • Reactivated the buying convo within a day.

Why it worked: It turned a one-sided follow-up into a collaborative planning doc, without a single slide or PDF. SImple and clear.

Why Live Diagrams > Static Diagrams

Let’s break this down:

Static Diagram

Live Diagram

Made in Lucid/Miro, then exported

Editable in real-time

Sent as an attachment

Shared via live link

Requires back-and-forth to update

Stays synced across updates

Great for initial scoping

Great for ongoing collaboration

With Splotch, technical teams can:

  • Sync diagrams with written documentation (so diagrams update when the text changes)
  • Link every visual element back to the source narrative
  • Enable both technical and non-technical stakeholders to “see the plan” instantly

It's Not Just About Looking Smart. It's About Selling Smart

Solution architects and technical salespeople aren’t just explainers. They’re translators taking complex back-end realities and mapping them to front-end business value.

Live diagrams help:

  • Speed up buy-in by visualizing outcomes faster
  • Surface technical blockers early (before your dev team gets that surprise ticket)
  • Reduce time-to-close by aligning faster with IT, ops, and decision-makers

So many times, these diagrams end up in internal decks your champions share with procurement or leadership. And if your diagram makes them look good? That’s a win for everyone.

Bringing It All Together

Live diagrams are more than a nice-to-have, they’re a new kind of sales enablement. They work because they meet buyers where they are: in the weeds, asking tough questions, needing clear answers.

Splotch give technical sales teams the power to:

  • Build diagrams on the fly, during live calls
  • Keep them in sync with the sales narrative
  • Collaborate with clients from first touch to final sign-off

And that’s not just impressive, it’s effective. (Yes, we know we’re biased)

For Your Next Sales Call:

  • Ditch the static PDF. Go live.
  • Build with your prospect. Not for them.
  • Use diagrams as a conversion tool. Not just a visual aid.

You already know your product is technically brilliant. Now you can show it, visually, collaboratively, and live. If you haven’t already, start Splotching

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