Conclusion

Whiteboard Selling as a way to clarify your story using visuals is really a part of an overall sales transformation initiative. It is about aligning your sales force with the right message, the right customers, and the right solutions in a thoughtful and integrated fashion. It is not simply a matter of saying, “here's what to say and what to draw.” It's all about getting salespeople and other customer-facing personnel to a point where they can deeply connect with a new value proposition and message, and then communicate that with nothing more required than a whiteboard or even a pad of paper. This is a critical component of elevating a sales team and delivering differentiated value to clients, prospects, and partners.

—Steve Rowland, Vice President, WW Sales

In Whiteboard Selling—Enabling Sales Through Visuals—we have endeavored to provide the reader with the background, tools, best practices, and an overall plan to build effective whiteboards for sales. We have observed these approaches working time and time again for organizations large and small to increase sales effectiveness and promote knowledge sharing and team building. But as Steve Rowland points out above, it is not just a matter of building whiteboards. It's about the role whiteboard selling plays in a strategic sales transformation program.

A Path Forward

So what now? Where should you begin? You probably have begun to some extent, based on our guidance throughout the book. Nevertheless, we've put together a worksheet of sorts that we hope will get you started down the right path toward putting some of the whiteboard concepts you have hopefully started into production. Of all the whiteboards you have prototyped or read about in this book, which is of the highest priority (see Chapter 8)? Fill out the following fields to get started on your first whiteboard initiative.

We wish you happy whiteboarding!