Whiteboard Selling Empowering Sales Through Visuals

by Sommers, Corey; Jenkins, David

• ISBN13: 9781118379769
• ISBN10: 1118379764
• Edition: 1st
• Format: Paperback
• Copyright: 2013-04-15
• Publisher: Wiley

Summary

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.

Author Biography

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.

Table of Contents

Introduction

Section 1: End of the Age of Slides

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

Cahpter 2: The Role of Slides in Today’s Sales Training

Chapter 3: Self-Assessment – Are You Slide Addicted?

Section 2: The Visual Selling Opportunity

Chapter 4: The Power of the Pen

Chapter 5: Old Disciplines, New Behaviors

Chapter 6: Visual Selling is a Cornerstone of Sales Transformation

Section 3: What exactly is a Whiteboard for Sales?

Chapter 7: When to Use Whiteboards in the Sales Process

Chapter 8: The Major Whiteboard Types

Chapter 9: Whiteboard Template Case Study

Chapter 10: Whiteboard Structure, Flow, Content, & Interaction Points

Chapter 11: What exactly is a Whiteboard for Sales?

Chapter 12 What exactly is a Whiteboard for Sales

Chapter 13: Competitive Whiteboards

Chapter 14: The Business Case Whiteboard

Chapter 15: The Closing Whiteboard

Section 4: Building a Whiteboard for Sales

Chapter 16: Are you ready to whiteboard?  Not so fast!

Chapter 17: Choosing the Right Topic for Your Whiteboard

Chapter 18: Taking a Message Inventory

Chapter 19: Forming a Working Team

The Working Team Template

Formalizing Your Whiteboard Design

Packaging Your Whiteboard

Section 5: Enabling the Field

Field Enablement Options

Measuring Success

Whiteboard Test Drive

Section 6: You Have a Whiteboard, so How do You Present it & What do You Leave Behind?

Whiteboard Presentation Best Practices

Whiteboard Presentation Best Practices

Conclusion