In my agency, Being Guided, the team delivers AI-powered digital innovation on Salesforce Sales Cloud and Microsoft Power Apps technologies. This delivery comes in five distinct elements: Think; Simplify; Vibe: Build: and, Sell.

Here, we can focus on the final element: Sell.

As our name implies, "Sell" at Being Guided is actually Guided Selling. It is not a detached transaction; it is the natural conclusion of a journey that starts with Think: powerful combination of Design Thinking and Value Engineering^3,8.

Below is how we help organizations engaged in high-value, high-touch sales apply these disciplines through Vibe Coded CRM Web apps.

It Starts with Think.

To sell effectively in a complex digital landscape, we must first understand the problem and the value of solving it. This is where Think - the first element of digital innovation we consider at Being Guided - sets the foundation.

Applying Design Thinking to Sales.

We utilize the Stanford d.school method to create a solid foundation for innovation. In the context of Guided Selling, these five iterative stages transform the relationship between buyer and seller:

1. Empathize: This is the most important stage. We use this to create receptivity and rapport among a broad set of decision-makers and influencers. By gathering deep insights into the stakeholders, we generate the trust required to move forward.
2. Define: We clearly articulate the problem to be solved. Synthesizing our observations allows us to define the core problem in a human-centered manner, creating a compelling argument for a solution.
3. Ideate: We generate a range of creative ideas to solve the defined problem. This involves brainstorming and exploring potential solutions, encouraging out-of-the-box thinking.
4. Prototype: This is where we turn ideas into tangible products. We take the "Current State" and rapidly transform it into a simpler, more effective "Future State" solution.
5. Test: We gather feedback and refine the Prototype. This validates the effectiveness of the proposal and ensures the prospect’s experience is understood.

The Rigour of Value Engineering.

When we apply Design Thinking to maximize human receptivity, we must also apply the financial rigour of Value Engineering^3,8.

Originally conceived by Lawrence D. Miles3, Value Engineering eliminates waste and determines value over price. In a high-touch sell, this means quantifying time-based value versus the cost of delay. We map the customer's needs to the offering to build rapport, trust, and truth.

From a financial perspective, we start with a simple question for the buyer:

What is the cost of NOT buying the product or service?

Firstly, let's look at the Return On Investment (ROI) Model - a general formula:

ROI = (Cost of Investment / Net Profit)×100%

To adapt this formula for an As-Is vs. To-Be comparison, consider:

Net Profit: This will be the difference in profits between the Future State (To-Be) and the Current State (As-Is).

Cost of Investment: This is the cost incurred to move from the Current State (As-Is) to the Future State (To-Be).

Given the above considerations, the formula becomes:

ROI = (ProfitTo−Be − ProfitAs−Is / Cost of Transition) × 100%

Where:

Profit To-Be = Profit or (benefit) in Future StateProfit As-Is = Profit (or benefit) in Current StateCost of Transition = Cost to move from As-Is to To-Be

Note: If you're measuring benefits other than strict monetary profits, such as time saved or other intangible benefits, ensure you can convert these benefits into a monetary value for this to be valid.

To calculate the Return On Investment (ROI) with the specified inputs, we can formulate several equations. Let's define the variables first:

BVAs-Is = Current State (As-Is) Business Value generated per annum without Solution.BVTo-Be = Future State (To-Be) Business Value generated per annum after investing in Solution.

COS = Cost of Solution.ROI = Return on Investment as a ratio relative to the Cost of Solution.

CoD = Cost of Delay per day when not investing in Solution.CoDN = Cost of Doing Nothing per day when not investing in Solution.

CoDday = Cost of Delay per day when not investing in Solution.

CoDNday = Cost of Doing Nothing per day when not investing in Solution.

Calculating ROI from Solution: Net_Gain - BVTo-Be - BVAs-Is

Calculating ROI: ROI - Net_Gain - CDI / CDIThe ROI is expressed as a ratio. Multiply by 100 to get a percentage.

Cost of Delay (CoD): This represents the loss per day by delaying the Solution purchase. Assume the delay starts from the beginning of the year and goes on for d days:CoD = BVTo-Be - BV As-Is (d x CoDday) - CDI / CDI

Cost of Doing Nothing (CoDN): This is the loss per day for not implementing the Solution. Similarly, for d days:CoDN = BVAs-Is - (d x CoDNday) - CDI / CDI

Guided Selling via Vibe Coded Apps.

How do we combine the empathy of Design Thinking with the math of Value Engineering? We do it through Vibe Coded CRM Web apps.

We don't just send a proposal; we Build a prototype that visualizes the solution. Whether on Salesforce or Power Apps, we create a "Vibe" that simplifies the user experience.

• Simplify: We take the complex path (the Current State) and straighten it into a direct line to the Future State.
• Vibe: We ensure the interface—the screens the user interacts with—resonates with their specific needs and aesthetic, creating an intuitive connection.

Summary.

Creativity is the craft of problem-solving. At Being Guided, we embrace the Stanford d.school approach to Design Thinking, underpinned by a continuous flow of experimentation and validation.

Value Engineering reinforces this by generating a solid financial case for investing in digital innovation. By combining these elements into Guided Selling, we help our customers move from a As-Is to a profitable To-Be, supported by the simplicity clarity of Vibe Coded Web apps.

Recent research indicates that AI's ability to 'quantify the qualitative' is its greatest asset in complex sales. According to McKinsey (2025), organisations using AI to guide value-based selling see a 20% increase in customer lifetime value because the solutions are more accurately mapped to the buyer's 'To-Be' state.

Furthermore, Gartner (2025) suggests that 'Value Management Offices' are increasingly adopting AI to automate the identification of waste (as Lawrence Miles^{3, 8} intended), resulting in a 15% reduction in unnecessary procurement costs.

References.

1. The Hasso Plattner Institute of Design. (2004) Stanford d.school. https://dschool.stanford.edu/about
2. Utley, J., & Klebahn, P. (2025). Ideaflow: Why creative businesses win. Portfolio/Penguin Random House.
   https://www.penguin.co.uk/books/452064/ideaflow-by-klebahn-jeremy-utley-and-perry/9781529146233
3. Miles, L.D. (1947). The Lawrence D. Miles Value Engineering Reference Center Collection.
   https://minds.wiscon.edu/handle/1793/301
4. Gartner. (2025, November 12). Top strategic technology trends for 2026: AI-augmented value engineering.
   https://www.gartner.com/en/articles/ai-augmented-value-engineering-2026
5. Harvard Business Review. (2025). Design thinking in the age of generative AI. https://hbr.org/2025/03/design-thinking-generative-ai
6. McKinsey & Company. (2025). The future of B2B sales: How AI-driven value engineering creates a competitive edge.
   https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-future-of-b2b-sales-ai-value-engineering
7. Stanford d.school. (2025). AI + Design: Integrating machine learning into the design thinking process.
   https://dschool.stanford.edu/resources/ai-design-thinking-guide
8. Value Analysis Institute. (2026). Revitalizing Lawrence Miles: Using LLMs to identify unnecessary costs in complex systems.
   https://www.valueanalysis.org/ai-integration-2026