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 [...]
Technology
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 [...]
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 [...]
Wednesday, June 3rd, 2009
Finally, The Killer App For The Tablet PC
For years now, Tablet PC makers have searched for the “Killer App” that would launch the technology across the chasm. If you’ve sat waiting in a doctor’s office you may have seen a pharmaceutical sales rep with their tablet – they use them to store electronic doctor signatures. Warehouse workers, the Military, and nurses also [...]
