Whiteboard Selling by Sommers, Corey -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Foreword Introduction

Is Selling with Visuals a New Idea? How This Book Is Different Is It the Whiteboard That Matters? How You Should Use This Book

Part 1: The End of the Age of Slides

Chapter 1: The Role of Presentation Slides in Today's Sales Culture

How Did We Get Here? From Foils to Slides Have We Moved Forward or Backward? How Slides Harm the Sales Process Overwhelming with Slide Candy Longer Sales Cycles Slides Get Around The Premeeting Slide Shuffle Hey, Where's Your Projector? In the Hot Seat

Chapter 2: The Role of Slides in Today's Sales Training

The Battle of the Slide Bulge The Slide Agenda from Hell It's the Norm The Typical Annual Kickoff Where Did That Slide Come From? Slide-Fry Your Brain Online

Chapter 3: Self-Assessment: Are You Slide-Addicted?

Scoring

Part 2: The Visual Selling Opportunity

Chapter 4: The Power of the Pen

“I Don't Need a Sword—I Already Whiteboard” “I Don't Need Slides or a Whiteboard” Be Different!—And Lighten Your Load at the Same Time

Chapter 5: The Science Behind Whiteboard Selling

Grabbing the Pen, Not the Computer Keeping Attention Bite-Size Chunks The Power of Stories

Chapter 6: Old Disciplines, New Behaviors

Earn the Right and You'll Earn the Business Prove You're Listening. “Shhhhh—These Whiteboards Have Ears!” Be the Subject Matter Expert! You'll Never Write Something on the Whiteboard That's Not in Your Head Be Flexible—Go with the Flow Close for Next Steps. Only Then Put the Cap on the Pen

Part 3: What Exactly Is a Whiteboard for Sales?

Chapter 7: When to Use Whiteboards in the Sales Process

Sales Process Agnostic The Whiteboard Lunch-and-Learn

Chapter 8: The Major Whiteboard Types

The Whiteboard Army Knife Qualification and Discovery Whiteboards Why Change Whiteboards Solution Whiteboards Competitive Whiteboards Business Case Whiteboards Closing Whiteboards

Chapter 9: Whiteboard Case Study

Company Name: Cool Road Trucking Cool Road's Unique Capabilities Foody's Fresh Food's Current Situation and Challenges

Chapter 10: Whiteboard Structure, Flow, Content, and Interaction Points

Types of Interaction Points Whiteboard Architecture Examples

Chapter 11: Qualification and Discovery Whiteboards

The Four-Quadrant Time and Knowledge Qualification and Discovery Whiteboard The Don't Waste My Time Qualification and Discovery Whiteboard The Are We a Fit? Qualification and Discovery Whiteboard

Chapter 12: Why Change Whiteboards

It's a Messaging Problem Wake Up the Old Brain The Wall Why Change Whiteboard

Chapter 13: Solution Whiteboards

Solution Whiteboard Examples The Level Set Wheel The Buying Criteria Solution Whiteboard The Mountain Solution Whiteboard The Day-in-the-Life Solution Whiteboard

Chapter 14: Competitive Whiteboards

Bash or Be Bashed Competitive Whiteboard Examples

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!

Individual Sales Contributors Marketing Managers and Executives Sales Enablement Teams Sales Leaders and Executives Preparing for Your Whiteboarding Initiative

Chapter 18: Choosing the Right Topic for Your Whiteboard

Selecting a Whiteboard Topic

Chapter 19: Forming a Working Team

The Working Team's Core Responsibilities Who Should Be on the Working Team? Who Shouldn't Be on the Working Team?

Chapter 20: Taking a Message Inventory

Content Requirements

Chapter 21: The Working Team Template

Whiteboard Name Target Complete Date Whiteboard Audience Delivered by Roles High-Level Market Trends and Themes Company/Solution Capabilities Company/Solution Capabilities Must be “Binary” Competitive Focus and Silver Bullets Key References and Case Studies Third-Party Recognition

Chapter 22: Formalizing Your Whiteboard Design

Basic Whiteboard Design Guidelines

Chapter 23: Packaging Your Whiteboard

Creating Professional Visuals Adding Key Questions to Ask Adding Objection Reframes Packaging Your Whiteboard into Sales Tools Recording Whiteboard Videos

Part 5: Enabling the Field

Chapter 24: Whiteboard Test Drive Chapter 25: Field Enablement Options

The Whiteboard Symposium Approach Large-Scale Whiteboard Symposium Case Study The Regional Symposium Approach Remote Symposiums Online Learning Paths E-Learning Modules New Hire Training

Chapter 26: Measuring Success

Post-Training Web Surveys CRM Integration Certification Controlled Studies

Part 6: You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind?

Chapter 27: Whiteboard Presentation Best Practices

Rinse and Repeat Come Prepared Watch Your Stance The Lose-Your-Foot Rule Engage Avoid Dead Air Slow Down! Manage Your Time! Go Virtual! Dialing for Whiteboards Whiteboards for Lunch

Conclusion

A Path Forward

About Corporate Visions, Inc. Index

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