Whiteboard Selling

Empowering Sales Through Visuals

Häftad, Engelska, 2013

279 kr

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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 inventoryIllustrates how to design your visual storiesEmpowers 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.

Produktinformation

Utgivningsdatum2013-04-12
Mått201 x 196 x 20 mm
Vikt363 g
FormatHäftad
SpråkEngelska
Antal sidor256
FörlagJohn Wiley & Sons Inc
ISBN9781118379769

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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.

Foreword Scott Santucci ixIntroduction 1Part 1 The End of the Age of Slides 7Chapter 1 The Role of Presentation Slides in Today’s Sales Culture 9Chapter 2 The Role of Slides in Today’s Sales Training 21Chapter 3 Self-Assessment 29Part 2 The Visual Selling Opportunity 35Chapter 4 The Power of the Pen 37Chapter 5 The Science Behind Whiteboard Selling 43Chapter 6 Old Disciplines, New Behaviors 47Part 3 What Exactly Is a Whiteboard for Sales? 57Chapter 7 When to Use Whiteboards in the Sales Process 59Chapter 8 The Major Whiteboard Types 65Chapter 9 Whiteboard Case Study 73Chapter 10 Whiteboard Structure, Flow, Content, and Interaction Points 79Chapter 11 Qualification and Discovery Whiteboards 85Chapter 12 Why Change Whiteboards 97Chapter 13 Solution Whiteboards 107Chapter 14 Competitive Whiteboards 127Chapter 15 Business Case Whiteboards 143Chapter 16 Closing Whiteboards 151Part 4 Building a Whiteboard for Sales 159Chapter 17 Are You Ready to Whiteboard? Not So Fast! 161Chapter 18 Choosing the Right Topic for Your Whiteboard 167Chapter 19 Forming a Working Team 171Chapter 20 Taking a Message Inventory 177Chapter 21 The Working Team Template 181Chapter 22 Formalizing Your Whiteboard Design 191Chapter 23 Packaging Your Whiteboard 195Part 5 Enabling the Field 203Chapter 24 Whiteboard Test Drive 205Chapter 25 Field Enablement Options 209Chapter 26 Measuring Success 217Part 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind? 223Chapter 27 Whiteboard Presentation Best Practices 225Conclusion 235About Corporate Visions, Inc. 237Index 239