Whiteboard Selling: Empowering Sales Through Visuals

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.

Table of Contents

Part 1 The End of the Age of Slides
Chapter 1 The Role of Presentation Slides in Today’s Sales Culture
Chapter 2 The Role of Slides in Today’s Sales Training
Chapter 3 Self-Assessment

Part 2 The Visual Selling Opportunity
Chapter 4 The Power of the Pen
Chapter 5 The Science Behind Whiteboard Selling
Chapter 6 Old Disciplines, New Behaviors

Part 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 Case Study
Chapter 10 Whiteboard Structure, Flow, Content, and Interaction Points
Chapter 11 Qualification and Discovery Whiteboards
Chapter 12 Why Change Whiteboards
Chapter 13 Solution Whiteboards
Chapter 14 Competitive Whiteboards
Chapter 15 Business Case Whiteboards
Chapter 16 Closing Whiteboards

Part 4 Building a Whiteboard for Sales
Chapter 17 Are You Ready to Whiteboard? Not So Fast!
Chapter 18 Choosing the Right Topic for Your Whiteboard
Chapter 19 Forming a Working Team
Chapter 20 Taking a Message Inventory
Chapter 21 The Working Team Template
Chapter 22 Formalizing Your Whiteboard Design
Chapter 23 Packaging Your Whiteboard

Part 5 Enabling the Field
Chapter 24 Whiteboard Test Drive
Chapter 25 Field Enablement Options
Chapter 26 Measuring Success

Part 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind?
Chapter 27 Whiteboard Presentation Best Practices