Whiteboard Selling: Empowering Sales Through Visuals

Engage your customers through powerful visuals

Free your sales force from relying on slides and other static sales tools that bore your prospects. Whiteboard Selling offers a step–by–step approach to transforming your message and selling style through powerful visuals that inspire and engage potential customers. Get practical guidance and skills that enable marketing and sales teams to quickly adopt visual storytelling for today′s fast–moving, competitive selling environment.

You′ll learn how to:

With nothing more than a few dry erase markers or just a pen and paper, you and your teams can deliver effective presentations that hold your customers′ attention and differentiate you from the competition who are still using slides.

Foreword Scott Santucci ix

Introduction 1

PART 1 The End of the Age of Slides 7

Chapter 1 The Role of Presentation Slides in Today’s Sales Culture 9

Chapter 2 The Role of Slides in Today’s Sales Training 21

Chapter 3 Self–Assessment 29

PART 2 The Visual Selling Opportunity 35

Chapter 4 The Power of the Pen 37

Chapter 5 The Science Behind Whiteboard Selling 43

Chapter 6 Old Disciplines, New Behaviors 47

PART 3 What Exactly Is a Whiteboard for Sales? 57

Chapter 7 When to Use Whiteboards in the Sales Process 59

Chapter 8 The Major Whiteboard Types 65

Chapter 9 Whiteboard Case Study 73

Chapter 10 Whiteboard Structure, Flow, Content, and Interaction Points 79

Chapter 11 Qualification and Discovery Whiteboards 85

Chapter 12 Why Change Whiteboards 97

Chapter 13 Solution Whiteboards 107

Chapter 14 Competitive Whiteboards 127

Chapter 15 Business Case Whiteboards 143

Chapter 16 Closing Whiteboards 151

PART 4 Building a Whiteboard for Sales 159

Chapter 17 Are You Ready to Whiteboard? Not So Fast! 161

Chapter 18 Choosing the Right Topic for Your Whiteboard 167

Chapter 19 Forming a Working Team 171

Chapter 20 Taking a Message Inventory 177

Chapter 21 The Working Team Template 181

Chapter 22 Formalizing Your Whiteboard Design 191

Chapter 23 Packaging Your Whiteboard 195

PART 5 Enabling the Field 203

Chapter 24 Whiteboard Test Drive 205

Chapter 25 Field Enablement Options 209

Chapter 26 Measuring Success 217

PART 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind? 223

Chapter 27 Whiteboard Presentation Best Practices 225

Conclusion 235

About Corporate Visions, Inc. 237

Index 239

COREY SOMMERS is the Senior Vice President of Whiteboard Strategy at Corporate Visions. Corey is also the cofounder of WhiteboardSelling, where he was Chief Marketing Officer. Throughout his career as a Sales Enablement leader, Corey′s passion has been bridging the gap between marketing and sales at enterprise–class organizations. Prior to WhiteboardSelling, Corey helped build sales enablement organizations at companies including BMC Software and VMware. He was also a founder of Ventaso, a leading provider of sales–ready messaging software and tools.

DAVID JENKINS is the cofounder of WhiteboardSelling, where he was CEO. David is a Sales Best Practices leader with a focus on sales execution and the measurable delivery of customer value. Before founding WhiteboardSelling, he was Director of Worldwide Professional Services Sales for BMC Software, where he worked as a thought leader and evangelist for BMC′s Business Service Management strategies and solutions.