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Customer Whiteboard Webinar

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Whiteboard with a purpose

Whiteboard with a purpose

Published in: Business, Technology

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Transcript

  • 1. Corporate Visions acquiresWhiteboardSelling
  • 2. Typical Sales Methodologies
  • 3. Leaders in Visual Storytelling• Point of View Pitches • Whiteboards• Power Messaging • Art of Whiteboarding
  • 4. A door-opening brand and concept A soon to be published book Great customers, proven experience and many advocates
  • 5. Reaching your Prospect’s Brain New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine
  • 6. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  • 7. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  • 8. DEVELOP -3 -2 -1 +1 +2 +3Status Quo Identify Define Identify Review MakeThreatened New Needs Solution Viable Vendors Approaches Decision Why Change? Why Us? 35% Your prospect’s objective: 65% You Barriers to Your reaching Power Position: objective <Business Pain 1> SauQo tts u <Business Pain 2> Your differentiators that help overcome their barriers <Business Pain 3> Them Point of View Whiteboard Solution Whiteboard Loosen the status quo Differentiate from competitors
  • 9. Point of View Whiteboard
  • 10. Differentiation Whiteboard #1
  • 11. Differentiation Whiteboard #2
  • 12. Implementation Whiteboard #1
  • 13. Implementation Whiteboard #2
  • 14. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  • 15. DEPLOY
  • 16. DEPLOY Point of View Whiteboard Power Position Whiteboard Loosen the Status Quo Set up your unique solution and show “Why Change” to show “Why You” 65% 35% You Barriers to Your prospect’s objective: Your reaching Power objective <Business Position: SauQo tts u Pain 1> <Business Pain 2> Your differentiator <Business s Pain 3> that help overcome Them their barriersCoaching Guide Coaching Video Presentation Customer VideoScript and Storyboard Demonstration Example Online Version Follow-up Version
  • 17. Whiteboard WorkbenchCreate, Update, Manage, Store
  • 18. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  • 19. DELIVER
  • 20. DELIVER
  • 21. DELIVER
  • 22. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  • 23. Visual Storytelling Solution 3- Power Position Story Conversation Roadmap Why Change? Why Us? 65% 35% You Barriers to Your prospect’s objective: Your reaching Power Position: objective <Business Pain 1> SauQo tts u <Business Pain 2> Your differentiators that help overcome their barriers <Business Pain 3> Them3 Demand Gen Campaigns Point of View Whiteboard Power Position Whiteboard• 3 Emails • Sales Coaching Guide • Sales Coaching Guide• 3 Videos • Sales Coaching Video • Sales Coaching Video• 3 Visual Perspective Papers • PowerPoint Version w/script • PowerPoint Version w/script• 3 First-Call Prompters • Customer-Facing Video • Customer-Facing Video
  • 24. Visual Demand Gen Campaign 1) Email Copy Drive reader to video 2) Video Power Play Loosens status quo 3) Visual Perspective Paper Documents Point of View4) First-Call PrompterEnsure consistent hand-off
  • 25. Marketing and Sales Alignment -3 -2 -1 +1 +2 +3Status Quo Identify Define Identify Review MakeThreatened New Needs Solution Viable Vendors Approaches Decision Demand Generation Sales Execution 65% 35% You Your prospect’s objective: Marketing Barriers to Your reaching Power Position: objective <Business Pain 1> SauQo tts u <Business Pain 2> Your differentiators that help overcome their barriers <Business Pain 3> Them Sales
  • 26. Documented Impact
  • 27. Questions?