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 [...]
Archive for June, 2009
Thursday, 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 [...]
Thursday, June 18th, 2009
Five Ways to Boost Sales Performance Using Visual Storytelling
By Corey Sommers, Co-Founder of WhiteboardSelling We’ve all heard the term “Death by PowerPoint”. This has become a common way to describe the lack of interactivity and boredom engendered by slide presentations. You’ve only got one chance to stand out from the crowd, and slides aren’t the answer. In this post, we’ll look at five [...]
Wednesday, June 17th, 2009
A High-Tech Sales Call Gone Terribly Wrong
A short story by Corey Sommers, WhiteboardSelling (Any similarity to actual people or events is purely coincidental) Vince and Marty were late. “They should call it Hertz Always Lost”, said Vince D’Agosto, Senior Sales Executive for Quick-Tron Software, Central Region. Marty Finch, Vince’s Sales Engineer, didn’t respond. He was nervously playing out in his mind [...]
Tuesday, June 9th, 2009
The Art of Whiteboarding a Sale
When we train enterprise sales people how to use a whiteboard to have a compelling, consistent and confident interaction with customers and prospects, we often hear, “I’m terrible at whiteboarding”, or “I have awful penmanship.” At the end of our half-day or full-day whiteboard symposiums, however, participants surprise themselves when they realize they now have [...]
