Whiteboard Selling: Empowering Sales Through Visuals

Whiteboard Selling: Empowering Sales Through Visuals

by Corey Sommers, David Jenkins


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Product Details

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

About the Author

COREY SOMMERS is the Senior Vice President of WhiteboardStrategy at Corporate Visions. Corey is also the cofounder ofWhiteboardSelling, where he was Chief Marketing Officer. Throughouthis career as a Sales Enablement leader, Corey's passion has beenbridging the gap between marketing and sales at enterprise-classorganizations. Prior to WhiteboardSelling, Corey helped build salesenablement organizations at companies including BMC Software andVMware. He was also a founder of Ventaso, a leading provider ofsales-ready messaging software and tools.

DAVID JENKINS is the cofounder of WhiteboardSelling,where he was CEO. David is a Sales Best Practices leader with afocus on sales execution and the measurable delivery of customervalue. Before founding WhiteboardSelling, he was Director ofWorldwide Professional Services Sales for BMC Software, where heworked as a thought leader and evangelist for BMC's BusinessService 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 SalesCulture 9

Chapter 2 The Role of Slides in Today’s Sales Training21

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 InteractionPoints 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 andWhat 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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