Whiteboard Selling Empowering Sales Through Visuals
by Sommers, Corey; Jenkins, DavidEdition: 1st
Format: Paperback
Pub. Date: 2013-04-15
Publisher(s): Wiley
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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
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