Customer Whiteboard Webinar

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Whiteboard with a purpose

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Customer Whiteboard Webinar

  1. 1. Corporate Visions acquiresWhiteboardSelling
  2. 2. Typical Sales Methodologies
  3. 3. Leaders in Visual Storytelling• Point of View Pitches • Whiteboards• Power Messaging • Art of Whiteboarding
  4. 4. A door-opening brand and concept A soon to be published book Great customers, proven experience and many advocates
  5. 5. Reaching your Prospect’s Brain New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine
  6. 6. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  7. 7. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  8. 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. 9. Point of View Whiteboard
  10. 10. Differentiation Whiteboard #1
  11. 11. Differentiation Whiteboard #2
  12. 12. Implementation Whiteboard #1
  13. 13. Implementation Whiteboard #2
  14. 14. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  15. 15. DEPLOY
  16. 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. 17. Whiteboard WorkbenchCreate, Update, Manage, Store
  18. 18. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  19. 19. DELIVER
  20. 20. DELIVER
  21. 21. DELIVER
  22. 22. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
  23. 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. 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. 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. 26. Documented Impact
  27. 27. Questions?

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