A common question that comes up in the WhiteboardSelling sales process is, “what is the science behind your approach?” or “are there scientific or theoretical models that support your enablement methodology?” The short answer is, there are more studies and theories than one can even begin to count. In this post we’ll look at just [...]
February 22nd, 2010
The Remote Whiteboarding Revolution
How many times have you seen or heard all those TV and radio commercials for Fuze Meeting, GoToMeeting, Webex and all the other web conferencing solutions talking about reducing travel costs by conducting sales meetings remotely? True, travel budgets are flat or being cut, and some of our clients have gone so far as to [...]
July 13th, 2009
So When is PowerPoint OK? – Answer 3 Simple Questions
It’s no secret we aren’t big fans of PowerPoint. But there is a role for it. So the question is, when is it ok to break out the projector, dim the lights, and risk putting your audience into deep REM sleep? Here are three simple questions to answer that will help you decide when your [...]
June 24th, 2009
If You Whiteboard The Sale, What do You Leave Behind?
I’ve had people ask me on more than one occasion, “I love the idea of whiteboarding my solution at a customer site, but what do I do about a leave-behind when there’s no guarantee they’ll write ‘save’ on the whiteboard?”. Taking a digital photo of the whiteboard and emailing it to your customer is one [...]
June 18th, 2009
The Best Tablet PC – And The Best For Whiteboarding
If you’re an “in-the-trenches” salesperson going into battle against fierce competition, you’ll need a tough, rugged Tablet PC that you can open up at a moment’s notice with your customer at lunch and that you won’t mind knocking over onto the floor as you rush to pick up the check. In our experience, the Lenovo [...]
