{"product_id":"whiteboard-selling-isbn-9781118379769","title":"Whiteboard Selling","description":"\u003cb\u003eCreate compelling whiteboard presentations to engage your customers and win their business\u003c\/b\u003e  \u003cp\u003e\u003ci\u003eWhiteboard Selling\u003c\/i\u003e offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. \u003ci\u003eWhiteboard Selling\u003c\/i\u003e offers practical guidance and skills to enable marketing and sales teams to quickly adopt visual story telling practices that apply to today's fast-moving, competitive selling environment.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eExplains how to take a sales message inventory\u003c\/li\u003e \u003cli\u003eIllustrates how to design your visual stories\u003c\/li\u003e \u003cli\u003eEmpowers your sales force to tell the story and extend the reach of visual storytelling\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThrough the power of technology and effective storytelling, you and your team can create and deliver effective presentations that engage your customers, hold their attention, and win their business. \u003ci\u003eWhiteboard Selling\u003c\/i\u003e shows you how.\u003c\/p\u003e \u003cp\u003eForeword\u003ci\u003e Scott Santucci \u003c\/i\u003eix\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 The End of the Age of Slides 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 The Role of Presentation Slides in Today’s Sales Culture 9\u003c\/p\u003e \u003cp\u003eChapter 2 The Role of Slides in Today’s Sales Training 21\u003c\/p\u003e \u003cp\u003eChapter 3 Self-Assessment 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 The Visual Selling Opportunity 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 The Power of the Pen 37\u003c\/p\u003e \u003cp\u003eChapter 5 The Science Behind Whiteboard Selling 43\u003c\/p\u003e \u003cp\u003eChapter 6 Old Disciplines, New Behaviors 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 What Exactly Is a Whiteboard for Sales? 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 When to Use Whiteboards in the Sales Process 59\u003c\/p\u003e \u003cp\u003eChapter 8 The Major Whiteboard Types 65\u003c\/p\u003e \u003cp\u003eChapter 9 Whiteboard Case Study 73\u003c\/p\u003e \u003cp\u003eChapter 10 Whiteboard Structure, Flow, Content, and Interaction Points 79\u003c\/p\u003e \u003cp\u003eChapter 11 Qualification and Discovery Whiteboards 85\u003c\/p\u003e \u003cp\u003eChapter 12 Why Change Whiteboards 97\u003c\/p\u003e \u003cp\u003eChapter 13 Solution Whiteboards 107\u003c\/p\u003e \u003cp\u003eChapter 14 Competitive Whiteboards 127\u003c\/p\u003e \u003cp\u003eChapter 15 Business Case Whiteboards 143\u003c\/p\u003e \u003cp\u003eChapter 16 Closing Whiteboards 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 Building a Whiteboard for Sales 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Are You Ready to Whiteboard? Not So Fast! 161\u003c\/p\u003e \u003cp\u003eChapter 18 Choosing the Right Topic for Your Whiteboard 167\u003c\/p\u003e \u003cp\u003eChapter 19 Forming a Working Team 171\u003c\/p\u003e \u003cp\u003eChapter 20 Taking a Message Inventory 177\u003c\/p\u003e \u003cp\u003eChapter 21 The Working Team Template 181\u003c\/p\u003e \u003cp\u003eChapter 22 Formalizing Your Whiteboard Design 191\u003c\/p\u003e \u003cp\u003eChapter 23 Packaging Your Whiteboard 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5 Enabling the Field 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 24 Whiteboard Test Drive 205\u003c\/p\u003e \u003cp\u003eChapter 25 Field Enablement Options 209\u003c\/p\u003e \u003cp\u003eChapter 26 Measuring Success 217\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind? 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 27 Whiteboard Presentation Best Practices 225\u003c\/p\u003e \u003cp\u003eConclusion 235\u003c\/p\u003e \u003cp\u003eAbout Corporate Visions, Inc. 237\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eCOREY SOMMERS\u003c\/b\u003e is the Senior Vice President of Whiteboard Strategy at Corporate Visions. Corey is also the cofounder of WhiteboardSelling, where he was Chief Marketing Officer. Throughout his career as a Sales Enablement leader, Corey's passion has been bridging the gap between marketing and sales at enterprise-class organizations. Prior to WhiteboardSelling, Corey helped build sales enablement organizations at companies including BMC Software and VMware. He was also a founder of Ventaso, a leading provider of sales-ready messaging software and tools.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDAVID JENKINS\u003c\/b\u003e is the cofounder of WhiteboardSelling, where he was CEO. David is a Sales Best Practices leader with a focus on sales execution and the measurable delivery of customer value. Before founding WhiteboardSelling, he was Director of Worldwide Professional Services Sales for BMC Software, where he worked as a thought leader and evangelist for BMC's Business Service Management strategies and solutions.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eEngage your customers through powerful visuals\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFree your sales force from relying on slides and other static sales tools that bore your prospects. \u003ci\u003eWhiteboard Selling\u003c\/i\u003e offers a step-by-step approach to transforming your message and selling style through powerful visuals that inspire and engage potential customers. Get practical guidance and skills that enable marketing and sales teams to quickly adopt visual storytelling for today's fast-moving, competitive selling environment.\u003c\/p\u003e \u003cp\u003eYou'll learn how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eTake a sales message inventory\u003c\/li\u003e \u003cli\u003eDesign your visual stories\u003c\/li\u003e \u003cli\u003eEmpower your sales force to tell the story\u003c\/li\u003e \u003cli\u003eLeverage the latest whiteboarding technology\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith nothing more than a few dry erase markers or just a pen and paper, you and your teams can deliver effective presentations that hold your customers' attention and differentiate you from the competition who are still using slides.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990484730085,"sku":"NP9781118379769","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118379769.jpg?v=1761788013","url":"https:\/\/k12savings.com\/es\/products\/whiteboard-selling-isbn-9781118379769","provider":"K12savings","version":"1.0","type":"link"}