Whiteboard Selling: Empowering Sales Through Visuals
- 2h 18m
- Corey Sommers, David Jenkins
- John Wiley & Sons (US)
- 2013
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.
About the Authors
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.
In this Book
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Foreword
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Introduction
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The Role of Presentation Slides in Today's Sales Culture
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The Role of Slides in Today's Sales Training
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Self-Assessment
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The Power of the Pen
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The Science behind Whiteboard Selling
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Old Disciplines, New Behaviors
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When to Use Whiteboards in the Sales Process
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The Major Whiteboard Types
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Whiteboard Case Study
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Whiteboard Structure, Flow, Content, and Interaction Points
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Qualification and Discovery Whiteboards
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Why Change Whiteboards
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Solution Whiteboards
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Competitive Whiteboards
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Business Case Whiteboards
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Closing Whiteboards
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Are You Ready to Whiteboard? Not So Fast!
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Choosing the Right Topic for Your Whiteboard
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Forming a Working Team
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Taking a Message Inventory
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The Working Team Template
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Formalizing Your Whiteboard Design
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Packaging Your Whiteboard
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Whiteboard Test Drive
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Field Enablement Options
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Measuring Success
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Whiteboard Presentation Best Practices
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Conclusion
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About Corporate Visions, Inc.
