• Share
  • Email
  • Embed
  • Like
  • Private Content
Executive Insights - Whiteboarding on Purpose
 

Executive Insights - Whiteboarding on Purpose

on

  • 943 views

 

Statistics

Views

Total Views
943
Views on SlideShare
941
Embed Views
2

Actions

Likes
0
Downloads
37
Comments
1

1 Embed 2

http://storyquest.com 2

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel

11 of 1 previous next

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
  • Why me cannot always be replaced by coversations on Industry
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Executive Insights - Whiteboarding on Purpose Executive Insights - Whiteboarding on Purpose Presentation Transcript

    • Whiteboarding on PurposePowering Marketing and Sales through visual stories
    • 53% Focus on Sales Conversations VALUE 4X MORE 89% OF MEETINGS FAILPRODUCT KNOWLEDGE BUSINESS EXPERTISE
    • Avoiding epic sales call fails Great Selling ConversationsWhy Change? Pictures vs. Grabbers Value Wedge vs. Why You? vs. Vs. PowerPoint The Hammock Value Parity
    • Why Change vs. Why You YOU 24% 60% STATUS QUO ENGAGE WHY CHANGE? WHY YOU? THEM 16% MISSING!!
    • Avoiding epic sales call fails Great Selling ConversationsWhy Change? Pictures vs. Grabbers Value Wedge vs. Why You? vs. Vs. PowerPoint The Hammock Value Parity
    • Grabbers Vs. The Hammock HotHot Spike 100%70% 20%
    • Avoiding epic sales call fails Great Selling ConversationsWhy Change? Pictures vs. Grabbers Value Wedge vs. Why You? vs. Vs. PowerPoint The Hammock Value Parity
    • Value Wedge vs. Value ParityValue ValueWedge PROSPECT Parity YOU COMPETITION
    • Avoiding epic sales call fails Great Selling ConversationsWhy Change? Pictures vs. Grabbers Value Wedge vs. Why You? vs. Vs. PowerPoint The Hammock Value Parity
    • Pictures vs Powerpoint 100% 70% 20% Avoid the Ha mmock
    • Avoiding epic sales call fails Great Selling ConversationsWhy Change? Pictures vs. Grabbers Value Wedge vs. Why You? vs. Vs. PowerPoint The Hammock Value Parity Old Brain Vs. New Brain
    • Old Brain vs. New BrainSimpleConcreteContrast
    • Conversations not presentations 88%
    • 50% higher lead lead higher 50% conversion50% conversion raterate higher lead conversion rate50% higher lead shorter time- 29% to-productivity shorter time- 29% to-productivity conversion ratetime- shorter to-productivity shorter time- 29% to-productivity 15% 15% shorter average 15% shorter average 15% salessales cycles shorter shorter average cycles sales cycles sales cycles
    • Conversation Types87% POWERPOINT NOTHING vs. 13% WHITEBOARDING
    • Going Rogue AD-HOC CREATION PURPOSE-BUILT 69% 31%
    • Missed Opportunity?87% POWERPOINT NOTHING vs. -built, 13% Pre purposeful WHITEBOARDING 4%
    • Pre-built, PurposefulDEVELOP DEPLOY DELIVERMessage Tools Skills
    • Pre-built, PurposefulDEVELOPMessage
    • Remember This Discussion?
    • 65 % 35 % BUYING VISION BAKE-OFF -3 -2 -1 +1 +2 +3Status Quo Identify Define Identify Review MakeThreatened New Needs Solution Viable Vendors Approaches Decision “Why Change?” “Why You” •  Make the status quo unsafe •  Here’s what we do •  Define new set of needs •  How we think we do it better •  Align w/ your Strengths •  Why we are the best option SELL A PROBLEM SELL A PRODUCT
    • Problem Finder vs. Problem Solver Opportunity to move others hinges more on helping them see their situations in fresh more revealing ways and to identify problems they didn’t realize they had.                      Dan  Pink            “To  Sell  is  Human”  
    • Define your target “status quo” why it’s safe and where there are gaps Customer Status QuoOutcome Outcome Outcome Identify executive outcomes and at risk at risk at risk strategic objectives that may be at riskThreats Threats Threats Reveal threats, problems and missed opportunities that need to be solved toProblems Problems Problems eliminate the risk Misses Misses Misses New Needs New Needs New Needs Re-define the needs and point to your relevant and advantaged strengths that solve for each challenge aboveSolution Solution Solution Describe the positive business impact, including customer stories with contrastNew End New End New End before and after the solution State State State
    • Conversation Roadmap A repeatable messaging development methodology for creating problem-oriented messaging that aligns with consultative, solution selling processes
    • A disciplined, approach for structuring andaligning the typicallyunstructured process of developing customer-focusedmarketing and sales messaging.
    • Pre-built, Purposeful DEPLOY Tools
    • Targeted Whiteboards -3 -2 -1 +1 +2 +3Status Quo Identify Define Identify Review MakeThreatened New Needs Solution Viable Vendors Approaches Decision “Why Change?” “Why You” Point  of  View  Whiteboard   Solu4on  Differen4a4on  Whiteboard   Loosen  the  status  quo     Separate  yourself  from  compe>tors      
    • Why Change WhiteboardGrabber Proof Pain Contrast
    • Why You WhiteboardOutcome Fixes Problems Proof
    • Pre-built, Purposeful DELIVER Skills
    • Delivery Coaching Video Demo Sales Guide
    • Delivery SkillsPrepare See DeliverPractice
    • Virtual Delivery PaperShow or PowerPoint Version
    • Pre-built, PurposefulDEVELOP DEPLOY DELIVERMessage Tools Skills
    • Whiteboarding on Purpose