WhiteboardSelling Methodology
WhiteboardSelling has developed a proven, holistic and repeatable methodology to bring about cultural change and increased sales effectiveness for our clients, each phase of which is supported by a robust technology platform.
Our approach is divided into four main components.
Work with our clients’ “message owners” to develop a compelling, interactive and business value-oriented story that can be confidently delivered by ALL field-facing personnel, and that is used to outflank competitors who are still using slideware.
Provide a consistent, controlled and repeatable approach to measure whiteboard proficiency and ensure that all field personnel are able to deliver the message in a confident, compelling and consistent fashion.
Empower our clients’ own sales training and enablement personnel to deliver high-impact, interactive, role play-based training sessions to maximize field uptake of the whiteboard story developed in the Message phase.
Leveraging data gathered in the Enable and Certify phase, provide in-depth dashboards and metrics to deliver a “sales skills inventory” across the entire field organization to understand knowledge and competency trends by area, region, district and individual.
Be open - People often ask, “where does WhiteboardSelling fit in with our existing methodology? Is there any overlap?” In fact, our approach is 100% complementary rather than competitive with existing sales process methodologies.
Leverage existing content – why recreate the wheel? Our teams utilize all existing content and messaging material during the whiteboard development process, while also providing our in-depth, honest and objective viewpoint.
Include sales from the beginning – In our experience it is critical to involve sales personnel up front in the message development phase to ensure buy-in and critical perspective on what works and what doesn’t in the field.
Develop business value selling tools – Field personnel that say they can’t get appointments with C-level buyers may simply lack a compelling way to convey value in a non-technical fashion. We develop whiteboard stories that never include product or feature names and instead focus on capabilities, benefits, outcomes, and proven success.
Be invisible – We aren’t consultants, we are enablers. We strive to “white-brand” our capabilities by transferring knowledge to our clients’ own training and enablement staff and providing a technology platform that encourages self-sufficiency and repeatability.
Most sales process methodologies cover many different areas of the sales process, from prospecting all the way through to negotiation and closing the deal. WhiteboardSelling fits neatly into this continuum by focusing solely on “communicating value” at the point of sales, i.e. what is the salesperson actually presenting to the customer in the first couple of meetings, whether over web conference or in person.
