Whiteboard Selling - Empowering Sales Through Visuals

Informationen zum Autor 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. Klappentext Create compelling whiteboard presentations to engage your customers and win their businessWhiteboard 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 storytellingThrough 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. Zusammenfassung 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. Inhaltsverzeichnis 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 F...

List of contents

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

Product details

• Authors: David Jenkins, Corey Sommers, Corey Jenkins Sommers, Sommers Corey
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Paperback / Softback
• Released: 12.04.2013
• EAN: 9781118379769
• ISBN: 978-1-118-37976-9
• No. of pages: 256
• Dimensions: 210 mm x 210 mm x 20 mm
• Subjects: Social sciences, law, business > Business > Business administration; Wirtschaft, Business & management, Wirtschaft u. Management, Spezialthemen Wirtschaft u. Management, Business & Management Special Topics