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Customer Whiteboard Webinar
- 9. Leaders in Visual Storytelling • Point of View Pitches • Whiteboards • Power Messaging • Art of Whiteboarding
- 10. A door-opening brand and concept A soon to be published book Great customers, proven experience and many advocates
- 11. Reaching your Prospect’s Brain New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine
- 13. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
- 14. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
- 15. DEVELOP -3 -2 -1 +1 +2 +3 Status Quo Identify Define Identify Review Make Threatened 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
- 16. Point of View Whiteboard
- 21. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
- 22. DEPLOY
- 23. 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 barriers Coaching Guide Coaching Video Presentation Customer Video Script and Storyboard Demonstration Example Online Version Follow-up Version
- 24. Whiteboard Workbench Create, Update, Manage, Store
- 25. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
- 26. DELIVER
- 27. DELIVER
- 28. DELIVER
- 29. Whiteboard Selling Methodology Demand Solution Creation Presentation Customer Conversations DEVELOP DEPLOY DELIVER
- 30. 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> Them 3 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
- 31. 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 View 4) First-Call Prompter Ensure consistent hand-off
- 32. Marketing and Sales Alignment -3 -2 -1 +1 +2 +3 Status Quo Identify Define Identify Review Make Threatened 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
- 34. Questions?