Whiteboard Selling: Empowering Sales Through Visuals

Whiteboard Selling: Empowering Sales Through Visuals

Whiteboard Selling: Empowering Sales Through Visuals

Whiteboard Selling: Empowering Sales Through Visuals

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Overview

Create compelling whiteboard presentations to engage your customers and win their business

Whiteboard Selling offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. Whiteboard Selling offers practical guidance and skills to enable marketing and sales teams to quickly adopt visual story telling practices that apply to today's fast-moving, competitive selling environment.

  • Explains how to take a sales message inventory
  • Illustrates how to design your visual stories
  • Empowers your sales force to tell the story and extend the reach of visual storytelling
  • Through the power of technology and effective storytelling, you and your team can create and deliver effective presentations that engage your customers, hold their attention, and win their business. Whiteboard Selling shows you how.


    Product Details

    ISBN-13: 9781118379769
    Publisher: Wiley
    Publication date: 04/15/2013
    Pages: 256
    Sales rank: 261,975
    Product dimensions: 7.90(w) x 7.90(h) x 0.80(d)

    About the Author

    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.

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    Table of Contents

    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

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