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.
Cuprins
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
Despre autor
COREY SOMMERS is the Senior Vice President of Whiteboard
Strategy at Corporate Visions. Corey is also the cofounder of
Whiteboard Selling, 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 Whiteboard Selling, 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 Whiteboard Selling,
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 Whiteboard Selling, 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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